Corporate Sales Enablement Leader (BDR & Emerging Enterprise)

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Location: Austin, TX (On-site Daily)

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Reports To: Sr. Director of Global Enablement

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About Axonius:

Axonius is a late-stage cybersecurity software company revolutionizing asset management and security. We are experiencing rapid growth and are seeking a dynamic and experienced Corporate Sales Enablement Leader to drive the success of our Business Development Representatives (BDRs) and Emerging Enterprise Representatives (EERs).

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Role Summary:

The Corporate Sales Enablement Leader will be a critical member of the global sales enablement team, responsible for designing, implementing, and delivering comprehensive enablement programs for our BDR and EER teams. To develop these plans and programs, this role will work with key business and sales leader stakeholders to understand priorities, create a plan that delivers on the business vision, and implement the plans in accordance with Axonius standard enablement processes and procedures.  It’s important that this role will also be able to articulate a vision for BDR and EER best practices, and provide input on proper functioning of these roles, acting as a strategic liaison between enablement and BDR and EER leadership.  This role will also be responsible for delivering recurring training sessions, handling training logistics, and augmenting the Org Learning team of instructional designers with course and curriculum.  The ideal candidate will be both a strategic thinker and a hands-on executor, capable of developing high-level enablement strategies and managing the day-to-day delivery of training and resources.

• Enablement Strategy Development:
• Develop and programmatize comprehensive enablement strategies for BDR and EER roles, encompassing onboarding, ongoing learning, communications, tools, assets, and core competency models.
• Create and manage career path progression programs for BDRs and EERs.
• Stakeholder Collaboration:
• Collaborate closely with BDR and EER managers and leaders, marketing operations, demand generation, AE line managers, product marketing, sales operations, revenue operations, and sales executive leadership to understand their priorities and align enablement initiatives.
• Act as a liaison between these stakeholders and the Enablement Services and Org Learning teams on behalf of the BDR and EER roles.
• Program Implementation and Delivery:
• Implement, manage and run the various enablement programs that have been developed.
• Develop and deliver engaging and effective training sessions, workshops, and other enablement activities.
• Manage training logistics, including scheduling, venue coordination, and resource allocation.
• Interface with the Org Learning team by providing subject matter expertise for course and curriculum development specific to the BDR and EER roles.
• Implement enablement plans in accordance with Axonius standard enablement processes and procedures.
• Performance Measurement and Optimization:
• Track and analyze the effectiveness of enablement programs, defining success metrics during program development and using data to identify areas for improvement.
• Continuously refine and optimize enablement strategies based on performance data and feedback.
• Project Management:
• Deliver effective project intake, working closely with the Enablement team to ensure resource prioritization and allocation is take into consideration.
• Manage multiple enablement projects simultaneously, ensuring timely and successful completion.
• Report on the progression of these various projects back into the Enablement team.
• Onsite Presence:
• Reside in Austin, TX and report to the Axonius Austin office daily to manage enablement deliverables.

Required Qualifications:

• Bachelor’s degree in marketing, business or related field.
• Minimum of 3-5 years of direct BDR or inside sales experience.
• Minimum of 3-5 years of sales enablement experience in a B2B technology company, ideally in cyber security.
• Strong understanding of BDR and inside sales processes and best practices.

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Preferred Qualifications:

• Ability to intake business requirements and translate them into an actionable and consumable enablement plans, incorporating desired success metrics.
• Collaborate with senior sales leaders and internal teams to gather necessary information and steer teams toward enablement best practices
• Excellent written and verbal communication skills, with the ability to effectively communicate complex information to diverse audiences.
• Ability to work independently and as part of a team in a fast-paced environment.
• Strong project management and organizational skills, with the ability to manage multiple projects simultaneously.
• Tools expertise:
• Experience with Salesforce or other CRM platforms.
• Experience with learning management systems (LMS) and data analysis tools is a plus.
• Experience with GSuite, course design software, creative tools such as Camtasia, Canva, Adobe suite, and/or video editing software.
• Experience with Highspot or other SAM platforms
• Monday or similar project management tracking platforms
• Experience and creativity leveraging AI tools such as Chat GPT or Gemini for enablement purposes

Axonius is committed to fair and equitable compensation packages. A candidate’s salary will be based on qualifications and relevant experience. In addition to a competitive salary, our packages include stock options, attractive benefits, and an annual bonus.

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A little more about Axonius:

Axonius gives customers the confidence to control complexity by mitigating threats, navigating risk, automating response actions, and informing business-level strategy. With solutions for both cyber asset attack surface management (CAASM) and SaaS management, Axonius is deployed in minutes and integrates with hundreds of data sources to provide a comprehensive asset inventory, uncover gaps, and automatically validate and enforce policies. Cited as one of the fastest-growing cybersecurity startups, with accolades from CNBC, Forbes, and Fortune, Axonius covers millions of assets, including devices and cloud assets, user accounts, and SaaS applications, for customers around the world.

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Headquartered in New York, New York, Axonius employs over 600 people worldwide. Axonius is named to the 2024 Forbes Cloud 100 and was named to Dun’s Best Start Up Companies to Work for Over 100 Employees. Axonius is recognized with the Great Place to Work Certification™ and for two years in a row, Axonius was ranked Deloitte Technology Fast 500 list. Axonius has been cited as the fastest growing cybersecurity company in history by revenue.

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At Axonius we support a diverse and inclusive workplace and believe in equal employment opportunity. We welcome people of different backgrounds, experiences, abilities and perspectives, regardless of race, color, ancestry, religion, age, sex, gender identity, national origin, sexual orientation, citizenship, marital status, disability, or Veteran status.

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By submitting your application to us, you acknowledge that your personal data will be processed in accordance with our Global Job Candidate Privacy Notice.

Role Summary and Company Overview

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Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale.

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As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development.

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More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

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About the Team:

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Sonatype is rapidly growing its operations in the US Federal market and seeking an experienced Federal Software Sales professional to contribute to a rapidly growing organization.

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As a Federal Enterprise Account Executive, you will be responsible for new ACV revenue generation within assigned Federal accounts to include new account acquisition and expansion. In addition, you will have ownership of the entire sales cycle, pipeline management, strategic account plans and customer relationships across your territory.

• Consistently exceed quarterly sales goals by winning new accounts and growing existing accounts while achieving success for your customers
• Use a consultative value-based selling approach to discover customer/prospect business drivers and technical requirements, and align them to Sonatype’s differentiated capabilities in competitive sales campaigns
• Become an authority in positioning and presenting Sonatype’s outstanding value proposition in meetings, presentations, phone calls, emails and proposals
• Develop business relationships with prospects, customers and partners at both executive and practitioner level, to result in growing demand for Sonatype’s software products
• Continuously identify, qualify, develop and lead a robust sales opportunity pipeline
• Regular prospecting and continuous follow-up on all potential sales opportunities
• Develop and maintain strong internal collaboration with sales engineering, inside sales, marketing, customer success, sales operations and other teams
• Demonstrate command of your business through account/opportunity knowledge, quarterly business reviews, business plans, deal strategy and a focused approach to forecasting and pipeline management in Sonatype’s CRM system (Salesforce.com)

Required Qualifications:

• 8+ years of experience and proven success in selling enterprise software to the US Federal government, ideally Civilian Agencies.
• Knowledge and experience selling software solutions related to the following: software development, software supply chain management, application security, open source software governance, code quality, DevOps, DevSecOps
• Validated history of building a Federal sales territory, hunting new accounts and winning business in competitive selling environments
• History of success selling directly to government agencies and through resellers and Federal systems integrators
• Passion for solving customer problems with innovative technology
• Outstanding written and verbal communication skills, executive polish and presence, and outstanding skills in delivering persuasive value-based sales presentations, leading productive meetings and writing with impact
• Ability to establish trust with senior-level decision makers and technical buyers in Software Development, Application Security and IT Operations environments
• Familiarity with federal procurement procedures and experience steering deals through complex government contracting processes
• Operational excellence in account planning, deal strategy, pipeline management and forecasting
• Growth mindset and team-player attitude that embraces a multifaceted high-performance and rapidly evolving environment
• Ability to travel as needed

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.

Securiti solves challenges across governance, privacy, and security. With a foundation in data understanding and a team that was responsible for developing and deploying the market leading CASB & DLP technology, we were able to create a platform from the ground up that leverages automation and workflows to solve complex privacy, data, and security business challenges with a simplified interface promoting collaboration across the business. Ease of use, quick to deploy and customizable are all reasons why companies select Securiti versus stitching multiple vendors together to address their challenges.

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As a CSM (Customer Success Manager) at Securiti, you will use your skillset to build key relationships, working closely with Directors/Managers of Data Security/Privacy/Governance, Data Engineers, Security Architects, and Privacy teams to implement best-in-class modules from Securiti’s Data Command Center. The CSM works with large enterprise and strategic customers and is accountable for ensuring these customers adopt and realize the recurring value from the Securiti Data Command Center. Your results will be increased customer satisfaction, value, retention, and expansion of the Securiti platform footprint.

• Own and drive onboarding, adoption, and advocacy across a portfolio of customers.
• Work with customers to build success plans, establish critical goals, and aid customers in achieving their objectives.
• Design and execute a value roadmap for each customer in your portfolio.
• Establish regular cadence calls (Weekly, Monthly, Quarterly) with each assigned customer.
• Conduct Quarterly business reviews to ensure successful outcomes from Securiti solutions.
• Review executive dashboards and program status, continually measuring and monitoring customer health metrics and KPIs.
• Solidify your position as a trusted advisor/strategic advisor with all customers and drive continued value of our products and services.
• Partner with Securiti Account Team (Account Executives, Solution Architects, Sales Engineers, and Training) to find opportunities for new usage of Securiti across organizational functions, and build contract renewal, upsell, and cross-sell opportunities.
• Define success plans for at-risk customers and execute them in collaboration with the functional team.
• Act as the voice of the customer internally to advocate customers’ needs.
• Leverage internal tools to archive customer activity and other key data points.
• Identify and communicate areas for improvement in the customer experience including both product and process.

Required Qualifications:

• 5+ years relevant work experience in customer success, consulting, post-sales technical account management or similar roles.
• Strong consulting, project management and/or business analyst skills with proven results working as a trusted advisor to drive business value for customers, including the ability to interact with client teams at various levels of technical and non-technical depth.
• Excellent written and verbal communication skills - able to simplify complex topics in a friendly and approachable manner for both executive and end-user audiences.
• Strong knowledge of SaaS and Multi-cloud (AWS, Azure, GCP) architectures, as well as the traditional on-premise model.
• Solid understanding of complementary data security concepts, such as data discovery, DLP, encryption/tokenization, data masking, access control, rights management.
• Familiarity with various types of structured and unstructured data systems across SaaS, Multi-cloud and traditional, self-managed systems.
• Fundamental technological knowledge of networking environments.
• Experience installing and supporting enterprise software on Windows and UNIX platforms.

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Preferred Qualifications:

• Previous experience with a Cyber/data security solutions company and/or an enterprise software company working with large enterprise customers is highly desired.
• Prior experience with Securiti Software solutions is preferred or relevant experience with enterprise applications, security management, systems management, identity management, and/or policy management solutions.
• Up to 30% travel.

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