Dow Jones & Company, Inc.
ABOUT THE ROLE
As the Senior Director of Sales Enablement, you will architect a centralized, strategic enablement center of excellence across the company. Reporting to the Vice President of Sales Operations, you will initially focus on elevating the performance of our B2B sales organization. Your mandate will then expand to scale these capabilities across the entire Dow Jones commercial ecosystem, including Subscriptions, Media Sales, and other revenue‑generating functions.
We are looking for someone who has successfully built high‑impact enablement engines in complex, global organizations.
You will work in our midtown Manhattan office at least 3 days a week.
KEY RESPONSIBILITIES Strategic Leadership & Foundation Building:
Architect the long‑term vision and roadmap for Sales Enablement at Dow Jones, transitioning the organization from reactive training to proactive, data‑driven enablement.
Conduct needs analyses to identify gaps in knowledge, skills, processes, and content across the current commercial sales landscape.
Define and implement standard sales methodologies and processes (e.g., MEDDIC, Challenger, Solution Selling) tailored to different go‑to‑market motions.
Partner closely with Sales Leadership, Sales Operations, Marketing, and Product to ensure total alignment on go‑to‑market strategies and messaging.
Content, Methodology & Playbooks:
Move beyond generic sales decks to create dynamic, buyer‑aligned sales playbooks that guide reps through every stage of the sales cycle.
Establish a governance model for sales content, ensuring reps have easy access to current, compliant, and high‑impact materials.
Collaborate with Product Marketing to translate complex product features into compelling value propositions.
Onboarding & Continuous Development:
Overhaul the sales onboarding program to reduce ramp time for new hires, ensuring they achieve "time to first deal" faster.
Design and deliver continuous learning programs for tenured reps, focusing on advanced skills, new product introductions, and market shifts.
Implement coaching frameworks that empower frontline sales managers to reinforce training effectively.
Technology & Measurement:
Partner with Sales Operations on sales tech‑stack optimization (CRM, Sales Engagement Platforms), ensuring technology is an enabler.
Drive the selection, adoption, and continuous evolution of dedicated Sales Enablement platforms.
Define the strategy for integrating AI and automation to scale enablement efforts. This may include leveraging conversational intelligence for coaching insights and exploring generative AI to accelerate content creation and personalization.
Identify manual processes within the sales cycle and enablement operations that can be automated to reduce friction and administrative burden.
Define and track OKRs and KPIs to measure the ROI of enablement initiatives (e.g., win rates, sales cycle velocity, time to ramp).
YOU HAVE
Experience:
15+ years of experience in Sales Enablement, Sales Operations, or B2B Sales, with at least 5 years in a leadership role directing an enablement function.
The "Builder" Track Record:
Demonstrated success in building a Sales Enablement function from scratch or significantly transforming one in a complex, global environment.
Methodology Expertise:
Deep certification or proven experience implementing major sales methodologies (e.g., MEDDIC, Sandler, Challenger, etc.).
Commercial Acumen:
Strong understanding of B2B SaaS, data, or information services business models and sales cycles.
Change Management:
Exceptional ability to influence senior stakeholders, drive behavioral change among tenured sales teams, and navigate a large, matrixed organization.
Tech Savviness:
Deep familiarity with the modern sales technology landscape (Salesforce, Outreach/Salesloft, Enablement Content Platforms, Conversational Intelligence).
#LI-HYBRID
OUR BENEFITS
Comprehensive Healthcare Plans
Paid Time Off
Retirement Plans
Comprehensive Medical, Dental and Vision Insurance Plans
Education Benefits
Paid Maternity and Paternity Leave
Family Care Benefits
Commuter Transit Program
Subscription Discounts
Employee Referral Program
Learn more about all our US benefits.
Reasonable accommodation: Dow Jones, Making Careers Newsworthy – We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities, in our job application and/or interview process. If you need assistance or accommodation in completing your application, due to a disability, email us at talentresourceteam@dowjones.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.
Business Area: Dow Jones - Business Intelligence
Job Category: Sales
Union Status:
Non-Union role
Pay Range: $200,000 - $220,000
#J-18808-Ljbffr
We are looking for someone who has successfully built high‑impact enablement engines in complex, global organizations.
You will work in our midtown Manhattan office at least 3 days a week.
KEY RESPONSIBILITIES Strategic Leadership & Foundation Building:
Architect the long‑term vision and roadmap for Sales Enablement at Dow Jones, transitioning the organization from reactive training to proactive, data‑driven enablement.
Conduct needs analyses to identify gaps in knowledge, skills, processes, and content across the current commercial sales landscape.
Define and implement standard sales methodologies and processes (e.g., MEDDIC, Challenger, Solution Selling) tailored to different go‑to‑market motions.
Partner closely with Sales Leadership, Sales Operations, Marketing, and Product to ensure total alignment on go‑to‑market strategies and messaging.
Content, Methodology & Playbooks:
Move beyond generic sales decks to create dynamic, buyer‑aligned sales playbooks that guide reps through every stage of the sales cycle.
Establish a governance model for sales content, ensuring reps have easy access to current, compliant, and high‑impact materials.
Collaborate with Product Marketing to translate complex product features into compelling value propositions.
Onboarding & Continuous Development:
Overhaul the sales onboarding program to reduce ramp time for new hires, ensuring they achieve "time to first deal" faster.
Design and deliver continuous learning programs for tenured reps, focusing on advanced skills, new product introductions, and market shifts.
Implement coaching frameworks that empower frontline sales managers to reinforce training effectively.
Technology & Measurement:
Partner with Sales Operations on sales tech‑stack optimization (CRM, Sales Engagement Platforms), ensuring technology is an enabler.
Drive the selection, adoption, and continuous evolution of dedicated Sales Enablement platforms.
Define the strategy for integrating AI and automation to scale enablement efforts. This may include leveraging conversational intelligence for coaching insights and exploring generative AI to accelerate content creation and personalization.
Identify manual processes within the sales cycle and enablement operations that can be automated to reduce friction and administrative burden.
Define and track OKRs and KPIs to measure the ROI of enablement initiatives (e.g., win rates, sales cycle velocity, time to ramp).
YOU HAVE
Experience:
15+ years of experience in Sales Enablement, Sales Operations, or B2B Sales, with at least 5 years in a leadership role directing an enablement function.
The "Builder" Track Record:
Demonstrated success in building a Sales Enablement function from scratch or significantly transforming one in a complex, global environment.
Methodology Expertise:
Deep certification or proven experience implementing major sales methodologies (e.g., MEDDIC, Sandler, Challenger, etc.).
Commercial Acumen:
Strong understanding of B2B SaaS, data, or information services business models and sales cycles.
Change Management:
Exceptional ability to influence senior stakeholders, drive behavioral change among tenured sales teams, and navigate a large, matrixed organization.
Tech Savviness:
Deep familiarity with the modern sales technology landscape (Salesforce, Outreach/Salesloft, Enablement Content Platforms, Conversational Intelligence).
#LI-HYBRID
OUR BENEFITS
Comprehensive Healthcare Plans
Paid Time Off
Retirement Plans
Comprehensive Medical, Dental and Vision Insurance Plans
Education Benefits
Paid Maternity and Paternity Leave
Family Care Benefits
Commuter Transit Program
Subscription Discounts
Employee Referral Program
Learn more about all our US benefits.
Reasonable accommodation: Dow Jones, Making Careers Newsworthy – We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities, in our job application and/or interview process. If you need assistance or accommodation in completing your application, due to a disability, email us at talentresourceteam@dowjones.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.
Business Area: Dow Jones - Business Intelligence
Job Category: Sales
Union Status:
Non-Union role
Pay Range: $200,000 - $220,000
#J-18808-Ljbffr