Alexander Wayman
Chicago,IL
Summary
Trusted, efficient, and empathetic enablement leader with over a decade of experience cultivating relationships, managing complex programs, presenting with passion, and delivering quantified impact.
Overview
12
12
years of professional experience
Work History
Director of Revenue Enablement
G2
Chicago, IL
10.2020 - 06.2023
- Led G2’s global Revenue Enablement team across AMER, EMEA, and APAC to increase efficiency via developing the team’s talent, resources, and communications
- Defined G2 revenue team's 26 competencies, customized for segment and region, and quantified for assessment
- Reduced average time-to-productivity to 105 days from 180-360 for revenue new hires, beating the industry average of 120
- Crafted unique and automated new hire onboarding paths for 8 different roles leveraging on-demand LMS learning, manager assessment, and live training that scaled with asynchronous hiring across G2’s 3 regions
- Established a single source of truth for G2’s expanding and evolving products and integrations by launching Lessonly learning management system (100% usage) and Highspot content management system (87% recurring usage; 96% of all content accessed and used)
- Consolidated ongoing education into one place by creating an internal GTM newsletter used by ~70% of the 400 member revenue org.
- Created a GTM calendar that resulted in 1.7x increase in keyword usage on calls after training attendance and putting all GTM enablement in reps’ hands 2 weeks prior to any launch
- Developed a custom G2 sales process in collaboration with sales leadership
- Expanded the enablement team’s reach by securing funding for 2 program management roles, and ramping internal and external SMEs into impactful leaders in just 3 months
- Worked in close collaboration with employee success, product marketing, revenue operations, and sales leadership to build G2’s first fully-resourced training and enablement team with 5 core focuses: new hire onboarding, GTM enablement, ongoing education, leader development, and partner enablement
- Laid off due organization restructuring
Partner Enablement Manager
Pure Storage
Chicago, IL
06.2020 - 10.2020
- As a contracted consultant, created a holistic strategy and vision for partner enablement in collaboration with cross-functional stakeholders
- Managed and drove execution of partner go-to-market enablement programs, including onboarding and ongoing education
- Reviewed, refined, and improved partner sales and technical learning paths
- Developed scorecards to measure partner skill and training impact
Sales Training and Onboarding Manager
Built In
Chicago, United States
02.2020 - 04.2020
- Led sales onboarding, change management, and ongoing education initiatives
- Collaborated with sales leadership on a 12-month strategy to design, develop, and deliver go-to-market learning programs across variety of mediums
- Devised measurement and tracking for regular reporting on business impact of training to make sure stakeholders see enablement as a multiplier
- Laid off due to Covid-19
Sales Training Manager
Groupon
Chicago, IL
08.2018 - 02.2020
- Developed, executed, and maintained five multi-month role-specific onboarding programs for revenue talent including inside sales, customer success, and account management
- Built, iterated, and refined training facilitation guides, presentation decks, certification rubrics, process documentation, and tracking reports
- In 14 days, converted training program for 30 learners to one suited for 100+
- Reengineered three independent quarterly training programs into single two-week intensive, reallocating 30 days to coaching and support
- Hired, onboarded, and coached professional trainers to develop their skill in curriculum design, peer-to-peer learning, student engagement, effective presentation, and leader consultation
- Focused on new hires' first 180 days to reduce time to sales rep profitability, increase sales rep efficiency, and decrease regrettable attrition
Senior Sales Trainer (Level 3)
Groupon
Chicago, IL
03.2015 - 08.2018
- Spearheaded company's first data-driven ongoing training program for 100+ sales reps based on regular skill assessments
- Partnered weekly with sales managers, directors, and VPs to ensure priority alignment, identify gaps, and collaborate on solutions to help achieve aggressive growth and revenue targets
- Facilitated Sandler training modules that improved dials to appointments held by 17% and appointments held to contracts closed by 31%
- Designed and launched development program to onboard trainers faster, measure and improve proficiency, and provide quantified career advancement
- Designed and facilitated training materials for ESL learners
Account Representative / Account Manager
Groupon
07.2011 - 03.2015
- Managed book of business responsible for $15.8 million GP in markets including NYC and Boston
- Awarded Most Valuable Groupon Now Sales Rep for Houston, Austin, Dallas, and Fort Worth, October 2012
Education
Bachelor of Arts - Creative Writing
University of Illinois At Urbana-Champaign
Champaign, IL2008
Skills
- Leadership and Team Management
- Project visioning, management, coordination, and delegation
- Quantification of training impact
- Stakeholder influencing
- Content and curriculum design
- Inclusion and diversity programming
- Large and small room presentation
- Individual and role-based feedback
- Training and Coaching Methodologies including SLII, Radical Candor
- Sales Methodologies including Sandler, Challenger
- Conflict Resolution and Negotiation
Timeline
Director of Revenue Enablement
G2
10.2020 - 06.2023
Partner Enablement Manager
Pure Storage
06.2020 - 10.2020
Sales Training and Onboarding Manager
Built In
02.2020 - 04.2020
Sales Training Manager
Groupon
08.2018 - 02.2020
Senior Sales Trainer (Level 3)
Groupon
03.2015 - 08.2018
Account Representative / Account Manager
Groupon
07.2011 - 03.2015
Bachelor of Arts - Creative Writing
University of Illinois At Urbana-Champaign