Please feel free to circulate with your lists and if anyone is interested or you would recommend someone please feel free to have them reach out to me in addition to applying. I’d be happy to help anyone you all refer for the job.

 

As the market leader in enterprise contracts intelligence, Knowable gives corporate clients revolutionary visibility into the relationships that govern their businesses. By converting archaic legal language into structured data, Knowable helps its clients find, view, and analyze their contracts, providing - for the first time - portfolio level views of risks, obligations, and entitlements. With more than 25 million contract data elements analyzed each quarter, Knowable combines proprietary machine learning tools with scalable facilities for human quality control to enable a full contracts intelligence solution for the enterprise. We are seeking a Director, Commercial Excellence to join our team. Come be a part of it!

About the role:
As a client-focused, growth organization, we’re looking for innovators who understand how to create, implement, and infuse a discipline of commercial excellence into relevant sales programs. As a part of the commercial team, you will partner with stakeholders throughout Knowable to develop and execute impactful, data-driven solutions for transforming the sales process and enabling revenue.

Your responsibilities will include:

Leadership: Commercial Excellence Group

• Building and Developing your team: You will be leading an exceptional team who will be bringing these initiatives to life for the commercial organization.

• Collaborating: At Knowable we pride ourselves on our cross-functional sales culture. This role will work closely with sales, marketing, customer success, client service, product, and HR to ensure alignment with overall leadership development strategy and performance management practices

• Getting to know your clients and stakeholders: You will define the client experience by building durable relationships, inspiring trust, and proposing innovative solutions to their problems. You will leverage these insights to facilitate content creation, process improvements and innovative solutions for use by the sales and marketing teams.

• Consulting with C-level executives: Our clients are savvy leaders of the world’s largest in-house legal teams, and you will be at the table with them daily planning for their future.

• Leading and coaching: You will encourage, promote, and embed a philosophy and culture of learning and development across the business – while becoming a trusted advisor to the commercial team.

 

Sales Enablement

• Training, Coaching & Onboarding – oversee Training Manager responsible for the development, creation and facilitation of training and development programs for all members of the commercial team with respect to relevant sales skills and domain knowledge; foster an environment of constant improvement, positivity, teamwork, and in-the-moment feedback; includes onboarding process for new sales employees focused on reducing ramp-up time and ensuring a positive new hire experience.
• Collateral Generation – lead the translation of the master narrative into compelling sales enablement materials, including use-cases across segments and industries; communicate value propositions to the sales team and enable them with high-value sales tools, including personas, presentations, solution guides, and content related to the buyer's journey; collaborate with Marketing and relevant stakeholders to ensure broad perspective and inputs and ensure the appropriate collateral is managed in the Highspot platform.
• Lead and Market Origination – lead origination team and drive activities that enable BDR, Sales, and Marketing to improve top of the funnel activities; includes coordination with Marketing to develop , publish, and share technical content including white papers, blog posts, videos, webinars, training, and tutorials that clearly articulate product positioning and value propositions.
• Market & Competitive Intelligence – develop processes to help the KLT, sales, marketing and product function stay up to date with industry trends, customer news, and changes in the competitive landscape to inform positioning. Understand competitive landscape and provide intel on products, customers, buying triggers and influencers. Support feedback loop to Product team through industry and competitive insights. Drive roadmap improvements
• Sales Operations – partner with SVP Commercial to ensure sales operations team, platforms, systems and other required resources provide the support & flexibility needed by commercial stakeholders; includes driving the right metrics and milestones to measure success and progress.

 

Developing and implementing commercial solutions

• Commercial process innovation - Proactively identify challenges and obstacles in the sales process (aligned to how customers buy) and work with commercial leadership to address them head on.
• Pricing and proposal development – work closely with Solution Architecture, Product and R&D to identify opportunities to leverage technology and translate Knowable use cases and technical capabilities so that proposals are tailored to customer use cases (standardizing where possible)
• Launch Process optimization – Drive commercial launches for new products and offering releases and manage the cross-functional implementation of the plan. Lead, coordinate, and work with marketing, product management, customer success, enablement, and commercial team to execute product launches that highlight new innovations and drive demand.
• Customer Engagement – Work with VP Customer Success and Client Service to keep current on customer's product feedback and needs, including customer's buying behavior, challenges, and motivations to help develop additional messages / collateral.
• Strategic Consulting – Coordinate commercial activities required for more complex opportunity solutioning and implementation; includes working with Sales Lead, Customer Success, Solution Architecture and Client Service to deliver high-quality strategic proposals, seamless project kick-offs that will delight our clients.
• Bid management – own the RFP response process and build a team and infrastructure required to support responses to RFPs

 

About us:
We exist to inject new energy and new thinking into a precedent-bound profession. We love the company we’re building with undignified enthusiasm. We’re committed to our mission and to our people. We celebrate our successes, learn from our failures, and find opportunity in adversity. We surround ourselves with inspiring, talented people who have a contagious energy and incurable passion for what they do. We pride ourselves on listening and relating to our colleagues and clients in a way that’s genuine, human, and memorable. We care about the little things.

Our people:
• Generate new, creative, and disruptive ideas to change the status quo in their fields.
• Possess an unbelievable work ethic and unwavering commitment to quality.
• Stretch beyond what’s expected and prioritize ongoing learning and development.
• Assume best intentions and take a ‘glass half full’ approach to their work.
• Bring others together, creating strong relationships across lines of difference.
• Seek to understand and learn from perspectives counter to their own.
• Leave a lasting impression.

Our values:
• Fresh Minds: We are proudly nerdy, with the expertise and ambition to lead a whole industry into a smarter era of contract data
• Hardy Souls: We are scrappy and determined, and we don't believe in drama
• Open Hearts: We are genuine, generous, and fearlessly direct with each other, our clients and the market
• Uniting: We are naturally collaborative, always striving to come together across disparate backgrounds, cultures, and time zones

About you:
• You have a background in B2B client service and have spent 7+ in a high-performance sales organization in sales, enablement, or learning and development where you exceeded business goals on a monthly, quarterly, and/or annual basis.
• You have experience in the creation and delivery of training courses as a proven coach/teacher with the ability to motivate, influence, and inspire
• You understand what goes into the sales process from prospecting to close, and you’re no stranger to managing multiple complex deals across multiple clients and stages.
• You are highly organized with a meticulous attention to detail and pattern recognition; you manage your time well and possess expert judgment and decision-making skills.
• You are a high-impact communicator and know how to present to executive-level stakeholders. You’re no stranger to PowerPoint and the rest of Microsoft Office Suite.
• You know your way around Salesforce (or comparable CRM system) and understand the importance of leveraging data to make smart decisions about where to spend your time.
• You demonstrate a relentless service orientation, effortlessly form trusted-advisor relationships, are catalytic in your desire to improve the status quo, and can operate effectively in a highly collaborative team environment.
• You are legally eligible to work in the location where this job is located.