- Tech enthusiast, passionate about exploring the latest advancements and innovations.
- Committed to improving personal fitness through regular participation in NPC fitness competitions
- Embracing outdoor adventures such as motorcycling, boating and snowmobiling.
- World traveler
Hi, I’m
Teri L. Long
San Francisco,CA
Summary
Strategic and results-driven revenue enablement leader with over 20 years of experience in global sales enablement, operations, and customer success. Demonstrated success in aligning enablement strategies with corporate goals to achieve measurable business outcomes, accelerate revenue growth, and optimize seller productivity. Committed to developing integrated, scalable, and data-driven programs that enhance sales execution, improve forecasting accuracy, and drive customer-centric engagement. Skilled in leveraging AI-driven insights, leading high-performing teams, and spearheading transformative change across go-to-market organizations.
Overview
26
years of professional experience
1
Certification
Work History
Mindtickle
Vice President, GTM Revenue & Customer Enablement
04.2023 - Current
Job overview
- Designed and operationalized a global enablement strategy, consolidating fragmented enablement teams into a unified GTM function to maximize impact across sales, customer success, and revenue operations
- Led AI-driven initiatives to enhance sales engagement & the customer journey reducing onboarding time by 20%, increasing seller productivity by 19%, and driving a 306% increase in upsell opportunities
- Developed scalable onboarding, coaching, and enablement frameworks that resulted in a 38% reduction in ramp time and a 15% decrease in attrition
- Partnered with Product Marketing to productize messaging, streamline competitive insights, and develop a structured product release enablement cadence, leading to improved seller readiness and faster deal cycles
- Introduced a comprehensive measurement framework, leveraging Salesforce, Conversational Intelligence, and Outreach to analyze ramp time, deal velocity, and win rates, contributing to an 8% increase in SQOs and a 21% reduction in deal cycle time
- Designed enablement strategies that align sales efforts with corporate goals, equipping teams to shift toward value-based selling. Consolidated fragmented enablement teams into a cohesive GTM structure to maximize impact across the sales organization.
- Contributed to increased deal size and velocity by introducing role-specific training, scalable frameworks, and tailored coaching that improved sales capacity and reduced attrition.
CB Insights
Vice President, Revenue Enablement & Interim VP, RevOps & Sales Development
01.2021 - 04.2023
Job overview
- Launched JOLT methodology and revamped sales processes, resulting in an increase in multi-year contracts from 20% to 61% and a 306% increase in upsell revenue
- Improved SQO production by 8%, attributing to a 25% increase in new ARR bookings, driving $10M in new ARR through SDR optimization
- Reduced new hire ramp time by 27% and increased lead-to-opportunity conversion by 7%, directly impacting revenue growth
- Leveraged technology to automate workflows and streamline processes, resulting in increased productivity and cost savings across the organization.
- Built high-performance teams through effective recruitment practices focused on competency alignment coupled with ongoing performance management processes.
- Evaluated existing change management frameworks, identifying areas for improvement and refining methodologies accordingly.
StreamSets
Head of Global Field Enablement
01.2019 - 01.2021
Job overview
- Implemented a rigorous win/loss analysis process that optimized sales execution, marketing strategies, and product positioning
- Achieved a 21% reduction in deal close time, a 7% increase in lead-to-opportunity conversion, and a 33% faster time-to-productivity for new hires
- Implemented advanced data analytics tools to drive data-driven decision-making across all levels of the organization, leading to better business outcomes.
- Spearheaded change management initiatives to align sales processes with strategic objectives, foster a customer-centric culture, and build resilience.
- Drove efficiencies that improved data hygiene, increased team adaptability, and delivered insights leading to a 21% reduction in deal close time.
Informatica
Director, Global Presales Enablement
01.2017 - 01.2019
Job overview
- Built a global sales engineering enablement program from scratch, driving a 56% increase in ARR and a 33% increase in new hire productivity
- Designed and deployed blended onboarding programs, custom playbooks, and technical workshops, generating $5.2M in pipeline
- Cultivated strong relationships with key global stakeholders, including customers, vendors, regulators, and community leaders to promote collaboration and long-term success.
- Designed and deployed global enablement frameworks, including tailored learning paths, ideal role profiles, and integrated assessments.
- Achieved a 38% reduction in onboarding time, increased multi-year contracts from 20% to 61%, and boosted deal closure rates from 6.5% to 10%.
Code42
Director, Sales Enablement
01.2015 - 01.2017
Job overview
- Built, launched, and trained to custom onboarding & Sales Boot Camp including Sandler & Challenger methodologies.
- Partnered with Sirius Decisions & SBI for global sales productivity assessment, ABM strategies, & SFDC optimization and revenue driving programs resulting in $3.5M increase pipeline, increase in SE Engagement
- Designed & launched Preboarding, Onboarding, Ever boarding, Sales Productivity Assessment, Account
Segmentation Strategies, Led Global Training events including labs, architecting & white boarding resulting in 16% increase closed deals and $1.1M in new pipeline
Deluxe Corporation
Director Sales & Competency
01.2006 - 01.2015
Job overview
- Designed, developed and led execution of onboarding, aspiring leader programs & coaching process improving time to first deal and pipelines by 14%
- Led GTM strategy, sales process, CRM adoption & adherence
- Developed and led Franklin Covey Methodology global training & rollout driving increase in efficiency by 30%
- Led of integration team for workflow design optimizing SFDC, Marketo & Franklin Covey.
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
OfficeMax
Sr. Strategic Global Account Executive
01.1999 - 01.2006
Job overview
- Develop and execute strategic sales plans to penetrate enterprise-level accounts and drive revenue growth across 6 states with 10 million portfolio
- Build and nurture relationships with C-suite and senior decision-makers to position solutions effectively expanding products by 22%
- Identify and understand customer pain points, aligning product or service offerings to address business challenges & drive renewals at 100%
- Lead and manage complex sales cycles, including negotiations and contract structuring.
Education
Harvard Business SchoolBoston, MA
Disruptive Strategy
01.2020
Harvard Business SchoolBoston, MA
Management Essentials
03.2020
Harvard Business SchoolBoston, MA
Global Business Certificate
05.2020
St. Cloud State UniversitySt. Cloud, Minnesota
B.A. from Psychology
05.1997
Skills
- Strategic Enablement & Execution
- AI-Driven Revenue & Customer Success
- GTM Strategy & Sales Transformation
- Change Management & Organizational Growth
- Sales Onboarding & Coaching
- Product & Competitive Enablement
- Sales Engagement & Productivity
- Performance Measurement & Analytics
- Leadership & Team Development
- People management
- Critical thinking
Technology And Tools
- Sales Engagement: Outreach, Gong
- LMS & Sales Content: Mindtickle, Seismic, Highspot
- CRM & Automation: Salesforce, Marketo, HubSpot
- Conversational Intelligence & Forecasting: Gong, Clari
- Benchmarking & Analytics: Sales Benchmark Index (SBI), Sirius Decisions, Atrium
Why This Matters
I bridge the gap between strategy and execution, ensuring that enablement is a true business driver. By integrating data, AI, and a people-first approach, I create high-impact programs that drive revenue growth, improve sales efficiency, and elevate customer engagement.
Speaking Engagements And Leadership
- Founding Member – Sales Enablement Society
- Sales Enablement Collective Advisor & Speaker
- Modern Sales Pro Thought Leader & Speaker
- Women’s Leadership Program Chair – Multiple Organizations
Certification
Pavillion CRO Certification
Neuroscience for L&D
Distributed Management
ATD Master Trainer
Sales 3.0 - 2024 Enablement Excellence
The Sales 3.0 SellingPower Enablement Excellence Award recognizes Enablement practitioners that demonstrate outstanding sales enablement practices, driving measurable business impact. It honors those leaders that excel in equipping their sales teams with the right training, tools, and strategies to improve performance, enhance productivity, and accelerate revenue growth. The award highlights innovation, best practices, and tangible results in sales enablement execution.
Interests
Timeline
Vice President, GTM Revenue & Customer Enablement
Mindtickle
04.2023 - Current
Vice President, Revenue Enablement & Interim VP, RevOps & Sales Development
CB Insights
01.2021 - 04.2023
Head of Global Field Enablement
StreamSets
01.2019 - 01.2021
Director, Global Presales Enablement
Informatica
01.2017 - 01.2019
Director, Sales Enablement
Code42
01.2015 - 01.2017
Director Sales & Competency
Deluxe Corporation
01.2006 - 01.2015
Sr. Strategic Global Account Executive
OfficeMax
01.1999 - 01.2006
Harvard Business School
Management Essentials
Harvard Business School
Global Business Certificate
Harvard Business School
Disruptive Strategy
St. Cloud State University
B.A. from Psychology
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