Chelsea Waxenberg
Bellmore,NY
Summary
Strategic and driven Revenue Enablement leader bringing 12+ years of expertise in leading GTM and Sales Enablement functions in Enterprise SaaS & DaaS organizations. Excels at cultivating trusted C-level and cross-departmental relationships to understand, optimize, and deliver upon project goals, resolve complex problems, and deliver innovative improvement strategies for global Revenue teams. Committed to growing people, making data-based decisions, and driving revenue.
Overview
13
13
years of professional experience
Work History
Global Director, Sales Enablement
PolyAI
04.2023 - Current
- Enable team of ~35 Enterprise AEs, Solutions Consultants, BDRs, CX, and Channel Partnerships reps via eLearning, job aids, and VILTs
- Educate the org on product and positioning developments, tools, competition, industry trends, proof points, and soft skills / sales methodology
- Take lead on executive initiatives and assist with overall business strategy and GTM execution - including running point on SKO and QBRs
- Onboard all new joiners- new courses and modules added to onboarding program monthly
- Meet 1:1 with reps to uncover areas where help is needed, coaching, with solid mgmt feedback loop
- Partner closely with departments all across the company to ensure sales is up to date on latest news, policies, tooling, and process
- Own and manage CSM/LMS
Global Director, Revenue Enablement
Chainalysis
12.2021 - 03.2023
- Built a 6-person global Revenue Enablement team from the ground up, supporting revenue team of 500+
- Built and deployed a 90-day sales onboarding program within 2 months of employment - 100+ new sellers onboarded and ramped in 2022
- Implemented and reinforced Command of the Message and MEDDPICC (300+ trained)
- Collaborated cross-departmentally with multiple stakeholders, enabling the field on critical changes
- Participated in revamping end-to-end product GTM process and enablement planning
- Launched monthly product, process, tools, and skills enablement (eLearning, VILT, video)
- Partnered closely with C-levels to design and facilitate monthly All Hands meetings
- Project managed, curated, coordinated and ran two 3-day global Revenue Kickoff events
- Successfully implemented & launched new universal CMS/LMS solution, Seismic/Lessonly
Senior Director, Sales Enablement & Training
Bombora
01.2020 - 12.2021
- Founded the enablement function and built out an enablement team to support a revenue org of 75+
- Key member of the GTM leadership team - fostered change management, project management, and interdepartmental communication
- Owned all aspects of revenue enablement including but not limited to, product, industry, soft skills, and tools enablement
- Designed and owned enablement-led onboarding programs, oversaw new hire KPIs
- Procured and implemented SalesHood LMS/CMS and sales methodology
Revenue Enablement
Yext - Director, Enablement (Nov '18-Jan ‘20)
06.2011 - 01.2020
- Led a team of 10 reps, consisting of revenue channel-aligned 'Enablement Business Partners' and 'Instructors' responsible for enabling a revenue team of 500+
- Built trusted partnerships with sales leadership, ensuring a deep understanding of business needs
- Provided & support strategic recommendations to executive leadership in times of organizational change
- Tracked revenue priorities and ensured constant communication on project timelines, execution and performance to set KPIs
- Partnered cross functionally to deliver and measure the effectiveness enablement programs
Business Strategy
Yext - Director (Nov '16-Nov '18)
- Assisted with the development and execution of channel strategy for a ~$60M ARR business
- Acted as Chief of Staff to channel head, designing and executing quarterly and annual organizational planning
- Cultivated effective cross-functional partnerships
- Created high-quality sales and revenue enablement documentation and implemented Command of the Message and Sandler sales methodologies
- Analyzed product/services usage patterns and provided recommendations to accelerate growth
Partnerships
Yext - Sr. Manager, Account Mgmt (Mar ‘16-Nov ‘16
- Managed, coached and acted as an escalation point for a seasoned team of 10+ Senior Account and Partner Managers, who serviced over 3,000 partners
- Trained new hires and colleagues on role specifics, rev-tech tools, internal systems, reports and partner implementation plans
- Defined and tracked comprehensive metrics to monitor team performance and customer experience (NPS, net/gross retention etc.)
Client Support & Experience
Yext - Manager, Client Services (Jun ‘11-Mar ‘16)
- Led global customer & partner support staff: 3 global support teams, 20+ reps on staff
- Acted as the recruiter, trainer, coach/mentor, manager and escalation point for the department
- Built out, maintained, and delivered employee process, onboarding & follow-up programs
- Closely monitored and leveraged customer experience metrics (CSAT) to better client experience
- Facilitated constant inter-departmental communication and collaboration
Education
Bachelor of Science - Business Marketing
SUNY New Paltz
New Paltz, NY2011
Skills
- Enablement Training & Facilitation
- People Management & Coaching
- Project & Program Management
- Force MGMT, MEDDPICC, Value Sell, Sandler
- Gong, Outreach SalesLoft, Spekit, Sales Nav
- SalesHood, Lessonly, Udemy (LMS)
- Highspot, Seismic, Uberflip, SalesHood (CMS)
- MS Excel & PowerPoint GSuite
- GTM Process & Implementation
- SFDC & Reporting
Timeline
Global Director, Sales Enablement
PolyAI
04.2023 - Current
Global Director, Revenue Enablement
Chainalysis
12.2021 - 03.2023
Senior Director, Sales Enablement & Training
Bombora
01.2020 - 12.2021
Revenue Enablement
Yext - Director, Enablement (Nov '18-Jan ‘20)
06.2011 - 01.2020
Business Strategy
Yext - Director (Nov '16-Nov '18)
Partnerships
Yext - Sr. Manager, Account Mgmt (Mar ‘16-Nov ‘16
Client Support & Experience
Yext - Manager, Client Services (Jun ‘11-Mar ‘16)
Bachelor of Science - Business Marketing
SUNY New Paltz
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