Sales Enablement Director

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Waystone leads the way in specialist services for the asset management industry.

Partnering with institutional investors, investment funds and asset managers, Waystone builds, supports and protects investment structures and strategies worldwide.

With over 20 years' experience and a comprehensive range of specialist services to its name, Waystone is now serving assets under management in excess of $2Tn. Waystone provides its clients with the guidance and tools to allow them to focus on managing their investment goals with confidence.

Summary: The Sales Enablement Director is responsible for equipping the sales team with the tools, resources, content, and training needed to improve productivity and effectiveness. The ideal candidate will work closely with sales, marketing, country heads and product teams to align strategies, develop sales processes, and ensure the sales team has a deep understanding of the value proposition, buyer personas, and competitive positioning.

ESSENTIAL DUTIES AND RESPONSIBILITIES

1) Sales Training & Onboarding:

• Develop and manage comprehensive onboarding programs for new sales hires.
• Conduct regular training sessions to improve skills, including product knowledge, sales techniques, and CRM tools.
• Stay updated on industry trends and best practices to enhance training content.

2) Content & Resource Development:

• Collaborate with marketing and product teams to create compelling sales collateral, playbooks, and case studies.
• Ensure content is easily accessible, up to date, and aligned with the sales process.
• Develop templates and resources to improve proposal quality and consistency.

3) Tools & Technology:

• Manage and optimize sales enablement tools (e.g., CRM, sales engagement platforms, and learning management systems).
• Monitor the adoption and usage of sales tools, providing training and support where needed.
• Analyse tool performance and recommend improvements to streamline the sales process.

4) Cross-functional Collaboration:

• Partner with marketing to ensure alignment between demand generation efforts and sales goals.
• Work with product teams to provide feedback from the field and incorporate updates into training programs.
• Act as a liaison between sales leadership and other departments to ensure consistent messaging and strategy execution.

Performance Measurement:

• Define and track KPIs to measure the success of enablement initiatives (e.g., ramp time for new hires, content usage rates, and win rates).
• Regularly report on program effectiveness and propose adjustments based on data driven insights.
• Support sales teams in achieving revenue targets by addressing skill gaps and process inefficiencies.

REQUIREMENTS

• 5+ years of experience in sales enablement, sales operations, or a related field.
• Proven track record of developing and implementing sales enablement strategies.
• Strong understanding of sales methodologies
• Proficiency in CRM tools (e.g., Salesforce, HubSpot) and sales enablement platforms.
• Exceptional communication, presentation, and organizational skills.
• Ability to analyse complex data and translate insights into actionable strategies.
• Collaborative mindset with the ability to build strong relationships across teams.
• Results driven with a focus on achieving measurable outcomes.
• Adaptable and innovative in solving problems and implementing new initiatives.
• Experience in B2B SaaS or technology sales.
• Knowledge of adult learning principles and instructional design.

Education & Qualifications:

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• Certification in sales training programs (e.g., Sandler, MEDDIC, or Miller Heiman).