Manager, Revenue Enablement

India - Hyderabad
Sales & Marketing – Revenue Enablement /
Full time /
Hybrid
About Highspot
Highspot is a software product development company and a recognized global leader in the sales enablement category, leveraging cutting-edge AI and GenAI technologies at the core of its robust Software-as-a-Service (SaaS) platform. Highspot is revolutionizing how millions of individuals work worldwide. Through its AI-powered platform, Highspot drives enterprise transformation to empower sales teams through intelligent content management, training, contextual guidance, customer engagement, meeting intelligence, and actionable analytics. The Highspot platform delivers advanced features tailored to business needs, in a modern design that sales and marketing executives appreciate and is the #1 rated sales enablement platform on G2 Crowd.

While headquartered in Seattle, Highspot has expanded its footprint across America, Canada, the UK, Germany, Australia, and now India, solidifying its presence in the Asia Pacific markets.

About the Role
The Revenue Enablement and Operations organization is at the intersection of Marketing, Account Development, Sales, Services, and Finance. It encompasses Field Operations, Deal Strategy, Platforms, Analytics, Incentive Compensation, and Revenue Enablement. 

Tha Manager, Revenue Enablement & Operations, plays a crucial role in maximizing Highspot’s revenue by developing and implementing effective strategies. This leadership position requires a combination of analytical skills, business acumen, and strategic thinking to optimize revenue streams across various departments. This includes collaboration with key stakeholders, analyzing market trends, and developing innovative approaches to drive revenue growth. 

Candidates must  be willing to work a schedule that allows at least 4 hours of overlap with a 9am-5pm PST work schedule.

What You’ll Do

    • Lead and oversee a team of Revenue Enablement practitioners for daily local management. Members of the Revenue Enablement team will maintain a secondary dotted-line reporting relationship with the Sr. Director Revenue Enablement.
    • Establish an effective working cadence and collaboration processes to synchronize the efforts of the Indian Enablement team with those of their counterparts in the North American Enablement team.
    • Ensure project management and transparency through consistent AirTable updates and team communication.
    • Network team with related Hyderabad based SMEs for ongoing development and troubleshooting 
    • Serve as the primary point of contact and escalation point to the Sr. Director, Revenue Enablement as needed. 

    • Enablement Specialization includes: 
    • 1. Process and Tool Enablement - You will be responsible for working with the larger Enablement team to establish the strategy and plan/prioritization for process and tool enablement for our internal teams, including both the JIT and formal training strategy. You will delegate execution and build of Process and Tool enablement to local team member. 
    • 2. Enablement Operations - Manage an individual that supports Highspot platform administration, execution, governance, reporting and design elements. The role takes on a combination of platform administration, design thinking and project management - maximizing the role of Highspot platform to scale content, learning and drive key initiatives & programs company wide. 
    • 3. Instructional Design - Manage an individual that is responsible for course builds, governance and learning asset design (SCORM file development, video editing, Canva builds, etc.) that bring internal and external learning to life. The role takes on a combination of instructional design and design thinking - maximizing the role of Highspot technology to scale learning and drive the right sales behaviors and messaging - all with a focus on driving engagement and action. 

    • Revenue Operations:  Process, Systems and Tools
    • Lead and oversee an anticipated small team of SFDC and Marketo administrators.  As with Revenue Enablement, members of the Revenue Operations team located in India will maintain a dotted-line reporting relationship with the Manager of Marketing Operations and the Director of Platforms, both within the global Revenue Operations team.
    • Ensure the system administrators in India are integral to and integrated with the Global Revenue Operations team via working cadences, collaboration and transparency.
    • Serve as the primary point of contact and escalation point to the Manager of Marketing Operations and the Director of Platforms.
    • In collaboration with the North America Revenue Operations team, assist with the life-cycle of the local India team:  recruitment, onboarding, performance management and retention.

    • Operational Specialization:  The administrators this managerial role will oversee will be accountable for solving business problems by customizing the SFDC and Marketo platforms:  build, configure and automate solutions.  Activities will include, but not be limited to:
    • System assessment and configuration
    • Account Management
    • Troubleshooting
    • Data maintenance
    • Ticket Management
    • Development and maintenance of reports and dashboards
    • Management and integration of third-party applications

    • Cross-Functional Collaboration
    • Collaborate with sales, marketing, finance, and revenue operations, and revenue teams to align revenue strategies with overall business objectives.
    • Utilize data analytics to assess revenue performance, customer behavior, and market dynamics.

    • Performance Metrics and Reporting
    • Define key performance indicators (KPIs) to measure the success of products and programs.

Your Background

    • Bachelor’s degree in business, finance, economics, or a related field.
    • 5+ years of experience in people management preferred.
    • Proven experience in revenue enablement, revenue operations, or a related field.
    • Excellent communication and leadership skills to collaborate effectively across departments.
    • Knowledge of market trends, industry best practices, and emerging technologies in revenue management/enablement.
    • Experience in contract negotiation and pricing strategy.
    • Familiarity with Salesforce, Marketo  and the GTM tech stack.
    • Ability to thrive in a fast-paced, dynamic environment.
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Equal Opportunity Statement
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.

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