Director, Sales Training and Enablement

Feb 06, 2013
Mar 08, 2013
Ms. Pandora Recruiting
Full Time
The Director of Sales Training and Enablement at Pandora will lead a team that helps further drive the transformation of our hyper-growth sales team into a world-class sales organization through best-of-breed sales training, learning and development strategies, smart productivity tools, ongoing measurement, testing, and communication. The Director will be responsible for managing a team of training professionals, work cross-functionally with sales and subject matter experts, oversee learning program development, and act as a lead facilitator. This Director will have deep knowledge of the Media space, bringing experience in radio and/or digital sales, plus experience with Mobile ad sales, to the Sales Training and Enablement team.


People Management and Cross-Functional Collaboration

  • The Director will oversee a team of training professionals, handling all aspects of people management, career development, and coaching

  • The Director will also work alongside Sales Directors and sellers in the field, attending sales calls, conducting needs assessments, and talking to advertisers. The Director will be required to fully immerse into the life-of-a-seller in order to best understand best practices, challenges, and solutions

  • The Director will work cross-functionally with internal subject matter experts in order to cultivate a working knowledge of Pandora systems, products, and processes. The Director will be responsible for facilitating select modules on these subjects, and ensuring this knowledge is translated into sales training and tools for sellers

Sales Training Strategy and Approach

  • Work closely with Sr. Director and Sales Leaders to continually evolve and develop the Sales Training and Enablement strategy for Pandora

  • Partner with our L&D teammates in Pandora Human Resources to ensure consistency and alignment across all Pandora learning and development functions

  • Partner with IT to ensure seamless deployment and utilization of the Pandora LMS to Sales

  • Be up-to-speed on latest learning technologies and approaches in the marketplace. Conduct research and collect input on the latest trends and tools being used

  • Work with Sr. Director to establish benchmarks and success factors. Oversee the facilitation of surveys, testing, and assessments. Report results and recommendations

Curriculum Curation and Quality Assurance

  • Oversee the aggregation, curation, and customization of existing training content by working with the Pandora instructional designer, internal Subject Matter Experts, and external vendors

  • Develop learning plans for multiple modalities, including ILT and WBT, and for various programs, including onboarding, product knowledge, soft skills, systems, and process training

  • Maintain the highest levels of quality across all sales training curriculum and productivity tools. Ensure that all learning programs map back to Sales’ needs and are tied to revenue goals

Facilitation and Communication

  • Deliver Pandora sales training, via in-classroom or web, by exhibiting an engaging, high energy, high impact facilitation style and strategy

  • Flex facilitation style for various types of sales channels and seller levels. Command the respect and attention of sales executives from junior to senior levels

  • Execute knowledge-checks and role-plays effectively and with measureable results

  • Provide side-by-side feedback and coaching

Learning Program Management

  • Anticipate needs, resources, timelines, and budget requirements; Oversee master project plan for all of Pandora Sales Training and Enablement

  • Manage teams to deliver on-time, high-quality sales learning programs. Be able to formulate recommendations and workarounds

  • Communicate regular status updates to key stakeholders and management

  • Oversee all event logistics related to training deployment and delivery


  • 6 - 8 years in Sales Training, Sales Management, and/or Sales

  • Experience within the Media industry, specifically Broadcast Radio, Digital Media, and Mobile ad sales

  • A passion for Sales and a respect for the discipline and the art of selling!

  • An understanding of adult learning, how to apply concepts for maximum audience engagement and effectiveness of training delivery, and how to measure learning outcomes and business results

  • Experience managing and coaching sales executives and/or sales training professionals

  • Superior verbal and written communication skills

  • High-energy, high-impact facilitation style

  • Credibility, stature, and personal presence among experienced sales professionals

  • Ability to handle multiple priorities and manage a variety of resources in a fast-paced, changing environment. Possesses a sense of urgency

  • Expert project management skills, including project planning and execution, anticipation of dependencies and milestones, ability to lead project teams, and manage external contractors

  • Passion for excellence and high quality in the finished product; attention to detail is critical to success

  • Excellent proficiency in PowerPoint, Outlook, Word, Excel, and WebEx. Proficiency with Learning Management Systems and eLearning software (ie. Brainshark) preferred

  • Travel required

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Pandora is an Equal Opportunity Employer