Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. We succeed if our clients can send their employees home at night, having not experienced a workplace accident or injury. The combination of software, consulting, and training helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business.
Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for five years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it.
Position Description:
The Director of Sales Enablement will lead the strategic design, execution, and delivery of key enablement initiatives across all revenue generating teams, including Sales, Marketing (SDRs), and Customer Success. This role requires a proactive and collaborative approach to enhance the effectiveness of revenue generating (GTM) teams by partnering with Product, Marketing, Sales, Customer Success, and Revenue Operations to create a culture of continuous improvement and operational excellence.
Responsibilities:
- Lead all onboarding & continuous learning for revenue generating teams
- Develop and deliver training programs for Sales and Customer Success teams.
- Liaison with cross-functional teams on training for new products, procedures, and initiatives.
- Create and maintain playbooks, sales collateral, and other enablement materials
- Ensure consistent messaging and best practices across all customer-facing teams, specifically the use of the MEDDPICC framework.
- Design and implement an effective onboarding program for new hires across GTM teams.
- Develop ongoing training initiatives to enhance skills, product, and process knowledge among front line reps and leadership.
- Utilize technology to drive improved performance through rep efficiency, coaching, and enhanced needs-based skills training
- Continuously improve KPA’s Sales and Customer Success onboarding programs to ensure that new reps are provided the tools and skills needed to be successful sellers and supporters of KPA solutions.
- Lead and Mange all performance analysis
- Analyze team performance data to identify areas for improvement with specific emphasis on driving win rate and net revenue retention improvements
- Develop and monitor metrics to measure the impact of enablement initiatives
- Leverage data and enhance KPI reporting to monitor the effectiveness of KPA’s Sales and Customer Success teams
- Relentlessly focus on improving the sales win rate through analyzing win/loss data to produce meaningful improvement plans and training initiatives
- Assess the strategies and tactics that drive KPA’s best sales performers and disperse that information across the team
- Utilize technology tools to drive improved performance through coaching and enhanced needs-based skills training
- Liaison with cross-functional teams on training for new products, procedures, or initiatives
- Own and enhance KPA’s RFP response process, leveraging resources from across the company, improving our proposal win rate
- Partner with the SVP of Sales to review sales performance and sales initiatives at the executive level
- Partner with KPA’s Marketing team to plan, organize, and manage the annual sales kick-off event
- Drive the consistent, disciplined usage of MEDDPICC sales methodology across the sales team
- Help create a development program for KPA’s Sales Directors to ensure they have the skills, knowledge, processes, and tools required to lead their sales teams effectively
Knowledge, Skills, Requirements:
- Bachelor's degree
- 7+ years experience in sales enablement, sales operations, and/or other relevant sales/GTM roles.
- Demonstrable experience and success building and proactively leading a Sales Enablement organization
- Excellent leadership, communication, and interpersonal skills
- Ability to think strategically and translate strategies into actionable plans
- Proficiency in sales enablement tools and Salesforce.com
- Strong analytical and problem-solving abilities
- Ability to manage multiple projects simultaneously and meet deadlines
Location:
- KPA is headquartered in Westminster, CO (just outside of Denver). We operate in a hybrid, remote-first work model where local employees can go into the office for in-person collaboration, team meetings, or events. The ideal candidate for this role would be local to the Colorado area and have the ability to come into the office on occassion, estimated roughly 1-2 times per month.
Compensation:
- Annual Base Salary Range of 165k-175k
- Annual Bonus Opportunity of 20%
Don’t meet every job requirement? At KPA, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.
As a growing company KPA values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, Mental Health Benefits, and Pet Insurance.
About KPA
Founded in 1986,
KPA is a leading provider of Environment, Health & Safety (EHS), and Workforce Compliance software and consulting services. KPA solutions help clients identify, remedy, and prevent workplace safety and compliance problems across their entire enterprise. The combination of KPA's
software, consulting services, and award-winning training content helps organizations minimize risk so they can focus on what's important—their core business.
We are passionate about what we do, how we do and why we do it. Our culture is driven by the KPA core values – Integrity, Helpful, Excellence, Agile, Respectful, and Teamwork. Success will be determined by the capabilities, energy and character of the people we bring into our organization and the performance they achieve.
KPA, with headquarters in Colorado and teammates throughout the United Sates, is recognized as one of
Colorado's Best Midsize Places to Work by Built In Colorado for 2024.
“To be ranked in Built In’s Best Places to Work Awards is a recognition of KPA’s dedication to creating a team of outstanding professionals and our efforts to create a positive and safe workplace culture for everyone,” said
Chris Fanning, KPA President and CEO. “I believe we’ve developed a high caliber organization comprised of passionate people who are experts in their respective fields and deliver great value to our customers.”
KPA is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
If you need assistance or an accommodation due to a disability, you may contact us at
[email protected].
