Sr Sales Enablement Manager at Nooks

What is Nooks?

Nooks is a platform transforming sales reps from manual laborers to scientists. With today’s technology, sales reps shouldn’t need to manually write hundreds of emails, research hundreds of websites/linkedins, and make hundreds of calls. They should instead focus on the parts of their job that actually require people - talking to customers, being creative, and problem-solving. With a combination of AI tools, automation and real-time collaboration, Nooks can do the rest.

About Nooks

• The team: Nooks is ~65 people. Engineering & product are mostly in SF and go to our office 2-3x/week. The go-to-market team is distributed across the U.S.
  • The founders (Dan, Rohan, and Nikhil) met studying AI at Stanford, have published in top AI journals, Forbes 30u30, worked at Scale AI, Tesla Autopilot, etc.
  • The engineering team has won international math & physics olympiads, has experience at Google, Facebook, Slack, Quora, Scale AI, Bolt, Snap, Flexport, and other fast-growing startups.
  • The sales team have been top-performers at companies like Gong, Amplitude, LeadIQ, and Orum
• Fast growth: We’ve grown $0 → ~$4M ARR in 20 months. We grew 4x in 2023 and expect to 3x by EOY 2024.
  

The problem

Sales pipeline is critical for growing companies. Many, especially B2B companies, have teams of sales/business development representatives (SDR/BDRs) or full-cycle account executives whose responsibility is to identify, contact, and qualify new potential customers. There are ~750,000 SDR/BDR’s in the US alone (e.g. Airtable, Brex, Databricks and many other tech companies have sizable SDR/BDR teams)

In their day-to-day, SDR/BDRs spend time on 3 main activities:

1. Prospecting & research - identify a list of potential customers using signals like industry, size, fundraising, headcount growth, new hires, job descriptions, etc.
2. Email & LinkedIn messaging - write messages to those contacts to convey the problem and pitch your product. The goal is for them to book a demo
3. Calling - Live phone conversations often have higher conversion than emails because they’re more personal, but there’s a lot more manual work involved

Most of the sales rep’s job can be automated with today’s technology: large language models, web scraping, automation, integrations, etc.

Nooks today

Our customers use Nooks for most of their day (avg ~3hrs/business day). Nooks currently owns end-to-end workflows around sales calls:

• AI dialer - automates the manual parts of the calling process: skipping answering machines, leaving voicemails, taking notes, logging calls, even figuring out what to say on a call
• Analytics - we record, transcribe, and analyze every call. Since these are all outbound calls with little context, these calls follow similar structure - opener, pitch, questions/objections, ask for meeting, etc. So we can answer questions like: “which reps struggle to book the meeting with prospects who showed interest” or “what are the most common objections across each of our key personas”
• Salesfloor - sales reps & managers can work together throughout the day, listen to each others’ calls, give real-time advice, coaching, shadowing, onboarding, training.

Teams that use Nooks often see a 2-3x increase in reps’ productivity within weeks! And we’re working on adding prospecting / research workflows (to-be-announced soon!)

The role

Responsibilities

• Product Enablement: Work with the Sales Leadership and Product to ensure the GTM team is well-equipped with the latest product releases and GTM messaging.
• Performance Measurement: Collaborate with Revenue Operations to measure and improve sales performance.
• Resource Development: Equip the GTM team with world-class resources such as battle cards, playbooks, and sales collateral.
• Onboarding: Partner with Sales managers to efficiently and effectively ramp new sales hires across various roles and geographies.
• Cross-Functional Collaboration: Partner with Sales, Product, Success leaders, and Marketing to democratize knowledge to the sales team.

Requirements

• 6+ years of relevant sales experience and a track record of exceeding quota (SDR / AE management experience a strong plus)
• Experience: 3+ years in sales and sales effectiveness roles. Experience in both is required. Strong preference for experience in a fast-growing SaaS startup environment. Deep understanding of sales plays, processes, and methodologies.
• Organization and Execution: Strong project management skills, able to hit milestones and drive results.
• Familiarity with Sales tech stack and experience with tools such as Outreach, Salesloft, Salesforce, HubSpot, or Apollo
• Change Management: Experience with change management and a passion for helping others succeed in sales.
• Poise: Engaging and capable of delivering inspirational and motivational training sessions and hosting events.
• Collaboration: Ability to build strong relationships with internal partners and effectively engage with Senior Leadership.

Bonus if you have

• Been an early AE at another startup
• Sold to sales leaders in the past
• Experience working as a Senior Sales Manager or Account Executive at a fast-paced SaaS company