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DemandBase Notes

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56 views4 pages

DemandBase Notes

Uploaded by

johnsdance.mba
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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What You’ll Be Doing | --- = Main Points | --- = OOTBT: What I Did | --- = OOTBT Examples | --- = Results

Develop relationships with key stakeholders across the Post-Sales Organization to understand the
needs, challenges, and requirements of each.
 Identify key stakeholders (Sales, Post-sales, Marketing, Service (products & services)
o Customer Relationship Specialists = SDR/BDR
o SMB CRM’s + Mgmt = CS AM’s
o Strategic Partnerships + Mgmt = AE New Business & Expansion
o Marketing Mgmt = Dir of Digital Mkt, Dir of Mkt, Campaign Mgr
o Service = Dir of Service (4 – product, acct services, data services & projects)
 Build Rapport
o Leaned on rapport-building skillset from sales experience
o Demonstrated consistency, credibility, dependability, & empathy
 Learned & stayed aligned on evolving goals
o Supported key stakeholder objectives in all activities, creative with win/win situations
 Focused trainings for individual sellers, prioritized win/win initiatives –
mkt/sales messaging alignment
 Met consistently to build relationships & establish feedback loops
o Meeting format = Recent program/project feedback, open-table enablement feedback,
goal evolution & focus objectives, enablement support feedback & key stakeholder
rapport-building.

Support and scale role-based onboarding (CSM, ACS, Services), for a fast-growing company.
 Design trainings, create feedback loops (quantitive & qualitative data) & continually optimize
o Design – leveraged adult learning theory & instructional design best practices
 Live & Self-paced in LMS
 Project-based learning (create an opportunity in SF / Process an order)
 Gamification (Ramp objectives = Box Bux – spend in company store)

Liaison and collaborate with Product Marketing, Product Management, etc. to improve product
enablement across the Revenue Organization and scale.
 Met w/ all Dir of Service to remain updated on evolution, consistently performed
gap/optimization analysis, organized learnings in LMS/KD to track as we scaled

Plan, Coordinate and facilitate events including RKO, Role-Based Onboarding Boot Camps, All Hands
and Product/Strategy/Process enablement workshops.
 Program/Project Management/Facilitation
o Revenue Kick-Offs
 Grainger – Planned the client roadmap @ Grainger Show for 6 clients
 Closed deals on-site & scheduled pre-deal follow-up appointments w/
all clients
 Intuit – Assisted with planning at Reno office in coordination w/ HQ - catering
selection, local business speaker scheduling, break-out activities, product
updates & 3rd-party partner demos
 COVID-19 happened, pushed it back 2 months, delivered virtually
o Onboarding Boot Camps

Ad Hoc Projects/Programs that impact productivity and retention.


 Assisted with Onboarding Program for non-sales roles
o Collaborated on gap/optimization analysis,

Build Subject Matter Experts to scale learning and development.


 Leveraged relationships with key stakeholders to select SME’s & coordinated with them

Leverage Enablement Tech Stack including but not limited to CRM, Gong, SalesHood.
 SFDC metrics
o win rate, new opps in pipeline, avg deal size, sales velocity, inbound lead count
 RingCentral/Zoom
o Call monitoring, coaching, collaboration, events/webinars
 Asana
o Program/Project Management & Transparency
 Sales Enablement Program/Project share link
 Marketing calendar share link

What We’re Looking For |

3-4 years as top-performer (Sales Enablement, CSM, Implementation, Advertising or similar) and
adhoc player/coach.
 Sales Enablement = 2 years | Coaching = 6 years ( SES/SEM & Sales lead capacity)
 Always took on scope-external projects
Comfortable & credible on stage with crowds of 100+.
Live & virtual

Creative Problem Solver - There are many ways to solve the same problem; we want to do it
efficiently!

You have cross-functional success stories and at least one where you PM’d the deliverable of a key
objective.
 Streamlined the “dinghy & yacht” order process & expansion process between sales & service

You can explain something complex to a non-savvy audience.


 High technical-writing aptitude
o Trainings & resources - Complex accounting concepts explained & tied into new product
features, new & existing services provided & technical SOP resources

Detail-oriented and (hope your eyes caught that typo).


 No hyphen between “detail” & “oriented”

Preferred but not required |

Experience building potent playbooks, ongoing content, exec presos & ad hoc projects.
 Built out Sales Enablement from scratch
o SE Charter
o Sales Playbook
o Acquired “Trainual” LMS/KD & designed Orientation/Role-specific Onboarding/Continued
Education
o Developed a SE Program Schedule
o Created presentations for CEO on SE current state updates, evolving goals & SE schedule
(upcoming content)
o Always involved in scope-external projects

1-2 years experience/knowledge of SFDC, SalesHood, Gong and video editing


 SFDC = 7 years | SalesHood = 0 years | Gong = 0 years | Video Editing = 2 years (ActivePresenter)
somewhat familiar with Adobe Creative Cloud Apps (Premier Pro & Illustrator)

The biggest and fastest-growing companies in the world rely on Demandbase to drive their account-
based strategies and maximize B2B go-to-market performance. We pioneered the ABM category nearly
a decade ago, and today we lead the industry as an indispensable part of the B2B tech stack.
Demandbase offers the only end-to-end Account-Based Experience (ABX) solution that helps B2B
companies find, engage, and close the accounts that matter most. Our success would not be possible
without the driven and collaborative teams here at Demandbase. As a company, we’re as committed to
growing careers as we are to building world-class technology. We invest heavily in people, our culture,
and the community around us. We have offices in the Bay Area, New York, and London, and allow
employees to work remotely from anywhere in the US. We have also continuously been recognized as
one of the best places to work in the Bay Area.

Our success depends on our ability to create a diverse, equitable and inclusive environment. We're
committed to attracting, developing, retaining and promoting a diverse workforce. By ensuring that
every Demandbase employee is able to bring a diversity of talents to work, we're increasingly capable of
living out our mission and providing real insight from our products to support our customers. We
encourage people from underrepresented backgrounds and all walks of life to apply. Come grow with us
at Demandbase!
More About Demandbase

The biggest and fastest-growing companies in the world, such as Accenture, Adobe, DocuSign, GE,
Salesforce, and others, rely on Demandbase to drive their ABX strategy and maximize their marketing
performance.

Demandbase has been named to the JMP Securities list “The Hot 100: The Best Privately Held Software
Companies,” the Deloitte Fast 500, and named a Gartner Cool Vendor for Tech Go-To-Market.

For more information, please visit www.demandbase.com

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