Enablement Manager

1 day ago

Bengaluru, Karnataka, India Keka HR Full time ₹ 12,00,000 - ₹ 36,00,000 per year

Role: Enablement Manager (Sales & Product)Reporting to:VP, Product Marketing & EnablementLocation:Hyderabad |Team:Enablement (Trainers, Program Managers, Content Ops)Scope:Global |Level:Senior Manager/DirectorRole SummaryBuild the engine that turnsproduct narrative into field outcomes. You'll design a repeatable enablement system - onboarding, coaching, certifications, playbooks, and in-product learning - thatlifts win-rates, shortens cycle time, and increases attach/expansion. You'll partner with PMM, Sales, CS, Product, and Support to align messaging, sharpen execution, and measure impact. If you loveinstrumented programs(not workshops-for-the-sake-of-workshops), this is your playground.What Success Looks Like (12-Month Outcomes)- Win-rate +3–5 pp in priority segments; sales cycle −10% median days.- Stage conversion lift: +5 pp MQL > SAL, +4 pp SAL > SQL (post-training cohorts vs baseline).SDR ramp: TTFM 4.7/5; post-assessment +10 pp;- 30-day knowledge retention >80%.- Customer programs: Keka Yatra > 50% Amber/Red > Green in 30 days, payroll ticket −15%, NPS >60.Enablement ops: Content freshness SLA $100M+ ARR). HRTech experience is a plus.Proven record moving hard metrics (win-rate, cycle time, conversion, attach/expansion).Deep familiarity with MEDDPICC (or Challenger/CoM/SPICED), and product-led selling.Skills & CompetenciesProgram design & instructional design: Cohort-based learning, assessments, certifications.Data-driven operator: Cohort analysis, A/B learning pilots, uplift measurement, dashboarding.Content ops: Modular playbooks, version control, localization, freshness SLAs.Coaching excellence: Live call reviews, simulations, role-plays, talk-track instrumentation.Cross-functional influence: Executive presence, clear writing, crisp narratives.Tooling: SFDC/HubSpot, Gong/Call IQ, LMS (e.g., Docebo/Litmos/LearnUpon), Notion/Confluence, Google Suite; basics of BI.Candidate Signals (What Will Stand Out)You can show a before/after story with quantified impact and the artifacts that made it happen.You've shipped certification programs that managers trust and reps respect.You've operationalized content freshness and release-to-readiness pipelines.You have playbooks for US ramp and multi-country teams.KPIs You'll Own (and Review Monthly)Win-rate, cycle time, attach rate, forecast accuracy.SDR: TTFM, TTFSQL, no-show rate, conversion lifts, ramp to productivity.Training: Participation, completion, CSAT >4.7/5, +10 pp knowledge gain, >80% 30-day retention.Customer programs: Account health shift, ticket deflection, event/webinar NPS, paid training revenue & GM%.First 90 Days (Expectations)30 days: Audit current enablement, content inventory, baseline metrics; publish 90-day plan & scorecard.60 days: Launch refreshed SDR onboarding + call QA rubric; first AE learning sprint (SMB1 pilot); begin Keka Yatra playbook v1.90 days: Roll out certifications (SDR v1, AE v1); publish QBR on uplift; content freshness SLA live; manager coaching cadence institutionalized.

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