Senior Manager, GTM Effectiveness

Job Description

We’re looking for a Senior Manager, GTM Effectiveness to join Procore’s global Corporate Strategy & Operations team as a groundbreaking leader. In this role, you’ll be responsible for synthesizing Procore strategy, go-to-market motions, and growth opportunities to coach, collaborate, and advise go-to-market teams on industry, persona, and customer challenges.  

As a Senior Manager, GTM Effectiveness you’ll collaborate with the extended marketing, sales, and customer success teams to determine impactful resources required for rolling out GTM programs. You will be accountable for identifying go-to-market team needs, establishing effectiveness plans, coordinating delivery with sales & customer success stakeholders and the revenue enablement team. You will also be responsible for coaching sellers and customer success individuals with the effectiveness activities you’ve designed. You will leverage your deep customer, industry, and sales expertise to help go-to-market teams be confident and competent to drive revenue and customer experience.

This position reports into the GTM Effectiveness team as part of the GTM Enablement organization and can be based remotely with travel to our Procore offices when necessary.

 

What you’ll do:

• Create a plan focused on the execution of high-impact training programs targeting industry knowledge, trends, business outcomes, and how Procore can solve our customers’ challenges. 

• Establish relationships with industry strategy to understand overall strategic direction ensuring GTM Effectiveness plan aligns and supports the strategy.

• Partner with sales and success leadership to identify strengths, understand the gaps, and decide how to fulfill the areas for development. Determine GTM effectiveness priorities with sales & CS stakeholders.

• Build a trusted relationship with sellers, customer success, and leadership. Partner closely with leadership to ensure programs are translated into key learnings and thorough adoption and application are occurring with our sellers.

• Collaborate with marketing to understand the campaign roadmap and timeline to ensure sales and CS are prepared for the appropriate customer-facing engagements. Train sales and CS on customer talk track including value prop messaging and business outcomes impacted.

• Communicate GTM Effectiveness strategy and associated KPIs to stakeholders. Aggregate sales team feedback and insights from customers to refine content strategy and GTM Effectiveness plans. Share this insight with industry strategy teams.

• Alignment of ongoing regional training events to Procore strategic plan and technical sales messaging/focus and deliver outcome-focused training to our internal sales & CS teams and individual coaching for reps on deals and approaches to customers

• Leverage SMEs (Successful reps, CSMs, Competitive experts) to scale critical knowledge to sales & CS and train sales & CS on value to customers for release updates and support the onboarding program as a presenter, focusing on industry, customer pressure, and the value of Procore and develop closed feedback loop with sales & CS for ongoing real-time learning

What we’re looking for:

• BA/BS or equivalent experience and proven experience in sales and/or sales training, preferably at a SaaS company

• Able to influence and establish credibility with sales and customer success leadership

• Experienced in facilitation, training, and coaching sales professionals with previous experience in a sales role

• A deep connection to the construction industry and or the con-tech landscape is a plus

• Exceptional interpersonal, communication, and presentation skills and ability to develop and execute program plans, including project schedules and budgets

• Ability to communicate complicated information in a clear, concise, and actionable manner that sales can relate to and is meaningful to customers 

• A proven track record of developing programs that measurably increase sellers’ skill sets and delivering quantifiable impact on company revenue 

• 8+ years of relevant experience in sales operations or enablement supporting a fast-paced, B2B SaaS environment

Additional Information

Base Pay Range $153,200 - $210,650. Eligible for Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation, and has provided an estimated pay range for this role. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

Perks & Benefits

At Procore, we invest in our employees and provide a