Note: The job is a remote job and is open to candidates in USA. New Relic is a global team of innovators and pioneers dedicated to shaping the future of observability. They are seeking a strategic leader to design and implement their value selling framework and sales process methodology, ensuring effective training and resources for sales teams. This role involves collaboration across departments to enhance sales effectiveness and drive business outcomes.
Responsibilities
- Lead the design, build, and annual refresh of the company's value selling framework - including core value pillars, differentiated positioning, proof points, and buyer-facing narratives — developed in close partnership with Sales, Marketing, and Product leadership
- Facilitate cross-functional alignment sessions with Sales, Marketing, and Product to ensure the value framework remains a living asset - consistently reflected in messaging, content, campaigns, and seller conversations
- Partner with Marketing to build and manage a world-class sales content library - including pitch decks, business case templates, battle cards, and discovery guides - aligned to buyer personas, verticals, and stages of the sales cycle
- Design and lead a global value selling curriculum - including onboarding modules, ongoing skills training, and manager coaching frameworks - that equips new hires and tenured reps to sell on business outcomes, not features
- You will partner with regional enablement leads to deliver these programs globally — directly owning delivery across the Americas, and partnering with regional enablement leads in EMEA and APAC to adapt and execute them in those markets
- Coach sellers on discovery best practices - helping them uncover business pain, quantify impact, and connect solutions to measurable customer outcomes
- Build and maintain documentation and training content for each stage of the sales cycle - including qualification, discovery, solution framing, forecasting, business case development, and closing motions
- Develop manager enablement content that equips frontline leaders to coach their teams on sales process adherence, deal progression, and pipeline quality
- Partner with Revenue Operations to ensure the sales process is reflected accurately in CRM and that stage definitions align to how deals are actually won
Skills
- 10+ years in Sales Enablement with demonstrated global program ownership
- Deep expertise in a structured value selling methodology - Command of the Message, Challenger Sale, or equivalent - with hands-on experience certifying or coaching sellers
- Strong executive presence and communication skills - able to influence Sales leadership, Marketing stakeholders, and frontline managers across geographies
- Exceptional written and verbal communication skills with the ability to translate complex product capabilities into compelling business value narratives
- Highly collaborative - thrives working across Sales, Marketing, Product, and Customer Success in a fast-paced SaaS environment
- Experience partnering with and enabling regional teams to deliver globally consistent but locally relevant training and content
- Experience defining or codifying a B2B SaaS sales process
- Proven ability to coach managers on how to inspect deals, reinforce process, and develop their teams through the lens of a structured sales methodology
- Willingness to Travel: Ready to travel as needed
Benefits
- Corporate bonus plan
- Healthcare
- Dental
- Vision
- Parental leave and planning
- Mental health benefits
- 401(k) plan and match
- Flex time-off
- 11 paid holidays
- Volunteer time-off
- Other competitive benefits designed to improve the lives of our employees
- Flexible workforce model allowing fully office-based, fully remote, or hybrid work
Company Overview