Revenue Enablement Manager
About Toptal
Toptal is a global network of top freelance talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and over 40% year-over-year growth, Toptal is the world’s largest fully remote company.
We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.
Position Description
As the Enablement Manager responsible for new GTM (Go-to-Market) offerings you will act as the liaison between the Revenue team and the operations team(s) responsible for driving new GTM offerings, services, and campaigns.
Your proactive approach, ability to work comfortably in an agile environment, and amazing organizational skills will have a direct impact on revenue for the company as your enablement efforts will ensure the successful release of our new offerings and services to our internal and external clients.
Successful enablement managers at Toptal have the ability to prioritize the most impactful work to be done, are detail-oriented, and build strong relationships across many teams. They have the ability to articulate the need for change and balance the release of new projects based on the needs of our clients, Revenue leadership, cross-functional stakeholders, and client-facing team members.
This is a remote position that can be done from anywhere. Due to the remote nature of this role, we are unable to provide visa sponsorship. Resumes and communication must be submitted in English.
Responsibilities:
GTM Enablement Liaison: As the primary enablement point of contact for the GTM operations team you will utilize and improve the framework we have developed for supporting the release of new offerings to leadership and client-facing team members. Day to day you will work alongside the GTM Operations Manager to understand the broader vision of this team, the pipeline of upcoming offerings, the prioritization of these, and how success will be measured.
Change Management: As a part of supporting change management for these teams, you will select the right enablement approach based on the needs of the individuals impacted, and formulate a plan that integrates seamlessly into the larger Revenue enablement calendar. You will understand what other areas of focus, initiatives, and areas of coaching each team is prioritizing so you can weave those themes into your rollouts. You will deliver creative ways of training our sellers on new offerings that excites and motivates them.
Launch Execution: You will partner with the project team to create the resources needed to support the change, and effectively communicate with and train leaders and client-facing team members before, during, and after the change is released. These resources, communications, and trainings will be shared with teams outside of Revenue who are also impacted by the change to support their enablement efforts.
Post-Launch Support: After the new offerings and campaigns have launched to the revenue team you will gather and provide feedback to the GTM leaders, ensure larger Enablement and Effectiveness team incorporates the release into existing onboarding materials, and submit requests for additional support, resources, or communications if needed. Upon review of the success of the campaigns with the GTM Operations manager you will make recommendations on additional enablement and training if needed, and coordinate additional programs with the tenured effectiveness team.
Collaboration: You will streamline processes for working with our GTM stakeholders, larger enablement team, and cross-functional team members to bring new offerings to Revenue, and improve the way we collaborate, communicate, and report out on the success of these initiatives.
In the first week, expect to:
- Onboard and integrate into Toptal.
- Rapidly begin learning about Toptal’s history and vision.
- Familiarize yourself with the Revenue team’s OKRs, initiatives, projects, and how they are aligned to Toptal’s overall success.
- Meet the Revenue Team and your key stakeholders to begin uncovering individual and team priorities.
In the first month, expect to:
- Learn the true value of Toptal by completing onboarding training, shadowing calls, and meeting with key stakeholders.
- Begin cultivating meaningful relationships with your stakeholders in and out of Revenue.
- Understand the enablement processes and how the Revenue Enablement and Effectiveness team operates together to release change to our leaders and client-facing team members.
- Get a high level of understanding of our different GTM offerings, the roadmap to bring more services and campaigns to our sellers, and what has been successful with past launches.
In the first three months, expect to:
- Partner with our GTM operations team and practice owners to plan, execute and release new offerings, services, and campaigns.
- Build and execute enablement launch plans that support the impacted teams through high communication, deploying the necessary resources, and ensuring proper training is provided.
- Work in collaboration with the other enablement managers to deliver change to the organization.
In the first six months, expect to:
- Become a generalist in each offering category.
- Gain an understanding of how to drive impactful change management at Toptal that unites cross-functional teams and empowers our sellers to support helping our clients solve their challenges.
- Enhance the way we partner with our GTM operations team through refined processes that are scalable.
In the first year, expect to:
- Become a trusted business panther to Revenue Leadership and your stakeholders across Toptal.
- Transform the way our existing and new team members are enabled on our GTM offerings and services.
Requirements:
- 2-4 years of sales/revenue enablement experience.
- Strong leadership and communication skills for effective verbal and written communications with sales teams, operations, collaborating departments, and senior leadership.
- Collaborative. Nothing we do is done in isolation. Your success depends on your ability to work with a team and cross-functionally.
- Proactive. Understand our shared mission, and be willing to put in the work required to drive us to that goal.
- Organized. The nature of this role requires that you understand multiple priorities, and the timelines associated with each, and execute with operational efficiency being top of mind.
- Curious.
- Meticulous. Toptal is a very fast-paced environment, which requires outstanding attention to detail and an understanding of key priorities and initiatives.
- Coachable. This role requires the ability to synthesize feedback and put it into action.
- Executive Communicator. In our fully remote organization, strong communication is imperative. Excellent communication in all forms across a wide variety of personality types, roles, and geographies - is paramount to success.
- Trusted Business Partner. You must be relationship-driven.
- Innovator: This role favors those experienced in successfully launching externally facing materials to sales teams.
- PROSCI Change Management Certification or similar preferred, but not required.
- You don’t take yourself too seriously; you have a sense of humor and are comfortable with sarcasm.
