WorkWave

• Serve as the primary partner to Sales, Legal, and Finance, and Renewal teams by providing expert guidance on pricing, discounting, and commercial deal structure across all product lines. • Review, structure, and approve complex proposals, quotes, and order forms. Act as the primary escalation point between Sales and cross-functional teams for advanced approvals (RevOps, Finance, Legal, etc.). • Lead regular commercial cadences, including weekly deal strategy calls and quarter-end war rooms, to ensure visibility, unblock approvals, and drive timely closure. • Establish and enforce Deal Desk Service Level Agreements (SLAs) to ensure timely support and predictable deal flow to the field. • Review contract terms to ensure accuracy and alignment with policy and revenue recognition guidelines. Support the creation of enterprise commercial proposals and complex deal modeling. • Maintain and improve pricing calculators, quoting templates, and CPQ processes. Partner with enablement to train Sales on new pricing updates, product rollouts, and commercial processes. • Ensure the accuracy of opportunities and quotes in the CRM for reliable forecasting. Support audit processes related to discounting, contract structure, and deal compliance.

• Manage day-to-day administration of group benefits programs (medical, dental, vision, 401k, life, and disability insurance). • Serve as the primary point of contact for multi-state leaves of absence, ensuring strict compliance with FMLA, ADA, and evolving state-specific paid family leave and disability legislations. • Act as the first line of contact for employee inquiries regarding benefit plans, claim escalations, and leave requests, providing empathetic and clear guidance. • Play a key role in the annual Open Enrollment process, including collaborating on strategy, managing communications, and executing benefit system configuration changes. • Own the monthly reconciliation of all group benefit invoices, identifying discrepancies, and working with vendors to resolve billing issues. • Ensure all benefit and leave programs remain compliant with federal and state regulations (ACA, COBRA, ERISA, HIPAA). Assist with required filings and testing (5500s, non-discrimination testing). • Conduct regular audits of HRIS data, benefit deductions, and leave tracking to ensure 100% accuracy between HR systems and third-party vendors. • Partner closely with the payroll team to audit payroll cycles prior to finalization. Train on end-to-end payroll processing to serve as the seamless primary backup when needed. • Contribute to broader HR initiatives, system migrations, total rewards statements, and wellness program implementations.

• Shape the AI & Data Vision • Own the Predictive Roadmap: Drive the vision and strategy for our external AI/ML models, advanced analytics features, and data products. • Co-Innovate with Clients: Embed deeply with strategic customers and design partners to validate ideas, uncover raw user needs, and co-develop next-gen features. • Tell the Story of Data: Partner with UX and Data Science to turn complex backend algorithms into beautiful, intuitive data visualizations and high-impact product demos. • Execute & Ship with Impact • Translate Complexity: Act as the ultimate bridge. Translate messy customer business problems into precise technical specs, transformation logic, and data requirements for our engineers and data scientists. • Own the GTM: Collaborate with Product Marketing and Sales to launch features that aren't just technically impressive, but actually move the needle on SaaS metrics (Adoption, Retention, ARR expansion). • Hypothesize & Validate: Use your analytical skills to dive into data assets, validate assumptions, and prove (or disprove) product hypotheses before writing code.

• Lead strategic Quarterly Business Reviews (QBRs) to align customer goals with product capabilities and drive long-term success • Educate and consult customers on how our solutions directly impact business performance, efficiency, and growth • Deliver compelling product demonstrations and tailored solution recommendations, effectively guiding prospects through the sales cycle to close new business • Consistently meet or exceed monthly recurring revenue targets through strong pipeline management and value-driven selling • Generate new business opportunities through proactive outreach efforts including cold calling, personalized email campaigns, lead sourcing, and networking • Build and manage a robust sales pipeline and maintain accurate forecasting and deal tracking within Salesforce CRM

Role Description The Director of Sales Enablement is responsible for defining and executing a comprehensive enablement strategy that drives sales productivity, accelerates revenue growth, and ensures consistent, high-quality execution across the go-to-market (GTM) organization. This role owns the end-to-end enablement function; spanning onboarding, continuous learning, sales plays, product readiness, and enablement systems and serves as a strategic partner to Sales, Marketing, RevOps, Product, and Customer Success leadership. The Director translates company strategy into scalable enablement programs, ensuring sellers have the skills, content, tools, and insights required to perform at a high level. Success in this role is measured by improved ramp time, increased quota attainment, higher win rates, and consistent execution of sales motions across segments and geographies. Key Responsibilities - Enablement Strategy & Leadership: - Define and own the global Sales Enablement strategy aligned to company growth objectives and GTM priorities. - Act as a strategic advisor to Sales Leadership on performance improvement, skill development, and productivity levers. - Establish a data-driven enablement operating model, tying programs directly to revenue outcomes (e.g., ramp time, pipeline conversion, win rates). - Build and scale a high-performing enablement function, including processes, governance, sales onboarding, coaching and where applicable team leadership. - World-Class Onboarding & Continuous Learning: - Design and operationalize a best-in-class onboarding program that accelerates time-to-productivity across all sales roles (AE, SDR, AM, SE). - Implement role-based learning paths, certifications, and ongoing skill development programs. - Introduce modern enablement approaches including microlearning, spaced repetition, slack communication and just-in-time training. - Establish clear onboarding success metrics and continuously optimize based on performance data. - GTM Readiness & Product Launch Enablement: - Own and run the quarterly GTM enablement cadence, ensuring successful rollout of new products, features, pricing, and messaging. - Partner with Product Marketing to translate product strategy into compelling, buyer-centric sales narratives. - Ensure field readiness through coordinated training, content, tools, and reinforcement plans. - Build repeatable launch frameworks that scale across segments and geographies. - Sales Plays & Methodology Execution: - Design, implement, and operationalize high-impact sales plays aligned to key growth motions (e.g., new logo, expansion, cross-sell, vertical plays). - Standardize and reinforce sales methodologies (e.g., MEDDIC, BANT) through SalesForce embedded coaching and deal inspection frameworks. - Partner with Sales Leadership to drive consistent execution through pipeline reviews, call coaching (via our AI tooling), and field engagement. - Continuously iterate on plays based on performance insights and market feedback. - Multi-Modal Enablement & Reinforcement: - Build a multi-modality enablement strategy that incorporates live training, on-demand learning, micro-content, certifications, and ongoing reinforcement. - Develop structured enablement cadences including newsletters, drip campaigns, sales All hands and targeted reinforcement tied to key initiatives. - Ensure knowledge retention and behavior change through reinforcement mechanisms embedded in daily workflows and our tech stack. - Enablement Systems & Technology: - Own the enablement tech stack (e.g., LMS, CMS, AI and sales engagement tools) and ensure high adoption and effectiveness. - Partner with RevOps to embed enablement into core systems (e.g., Salesforce), reinforcing key processes, content, and methodologies within seller workflows. - Optimize content discoverability, usage tracking, and analytics to drive continuous improvement. - Evaluate and implement new tools to enhance enablement delivery and measurement. - Performance Analytics & Continuous Improvement: - Define and track KPIs to measure the effectiveness of enablement programs (e.g., rep ramp time, quota attainment, deal velocity, content usage and AI utilization and adoption). - Conduct ongoing performance diagnostics to identify skill gaps and productivity bottlenecks. - Use insights to design targeted interventions and continuously refine enablement programs. - Deliver regular reporting and insights to executive leadership on enablement impact. - Cross-Functional Alignment: - Partner closely with Sales, Marketing, Product, Customer Success, Finance and RevOps to ensure alignment across all GTM initiatives. - Act as the central hub for translating strategy into field execution. - Ensure consistent messaging, positioning, and customer experience across all touchpoints. Qualifications - 8+ years in Sales Enablement, Revenue Operations, or Sales Leadership, with at least 3+ years in a senior or director-level role. - Deep experience in B2B SaaS environments with a strong understanding of GTM motions and sales cycles. - Proven ability to define strategy and execute at scale in high-growth environments. - Hands-on experience implementing and reinforcing sales methodologies (e.g., MEDDIC, Challenger, BANT). - Strong experience with Salesforce.com and modern enablement tools (e.g., LMS, CMS, sales engagement platforms). - Ability to connect enablement initiatives to measurable business outcomes. - Bachelor’s degree required. Preferred Qualifications - Experience in private equity-backed or high-growth SaaS companies. - Experience supporting multi-product or platform-based GTM models. - Background in sales leadership (e.g., former AE, Sales Manager). - Experience building enablement functions from the ground up or significantly transforming them. Physical and Work Environment Requirements - This role primarily involves remote work and regular use of standard office equipment such as a computer, phone, and webcam. - Prolonged periods sitting or standing at a workstation. - Ability to communicate clearly via phone, video, and written channels. - Occasional travel for meetings, training, or team events may be required. - WorkWave is committed to providing reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and applicable state laws. Behavioral Competencies - Ability to influence senior stakeholders and drive alignment across functions. - Strong operator who can translate strategy into scalable programs. - Uses data to inform priorities and measure impact. - Operates with full accountability for enablement outcomes and business impact. - Thrives in fast-paced, evolving environments. Career Path & Development - This role provides a pathway for advancement into Senior Director (M4) or VP-level leadership roles within Revenue Operations, Sales or GTM Strategy. Company Values Alignment - All employees are expected to uphold WorkWave’s core values of Be Authentic, Be an Impact Player, Make a Difference, Empower Yourself & Others, Embrace Opportunities. - We foster a diverse, equitable, and inclusive culture that supports growth and belonging. Equal Employment Opportunity Statement WorkWave is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability status, or any other protected characteristic under applicable law.

• Drive the development of machine learning capabilities (forecasting, recommendation, ranking, optimization, or decision intelligence) powering customer-facing SaaS products. • Design reliable data and feature pipelines alongside models from discovery through experimentation, validation, deployment, and monitoring. • Partner with Product Managers and Software Engineers to embed ML directly into product workflows, user experiences, and decision-making tools. • Move quickly from prototype to production while balancing accuracy, interpretability, latency, maintainability, and business impact. • Define offline and online evaluation strategies, including model quality, drift, and reliability. Design A/B tests and causal measurement frameworks to prove ML features improve customer outcomes. • Collaborate with Data teams to ensure models are supported by high-quality features, while building feedback loops so product experiences improve over time. • Help manage and optimize cloud data infrastructure, ensuring trustworthy insights and proactively managing data health before it impacts users. • Bring strong judgment around when to use traditional ML, statistical modeling, LLMs, heuristics, or simpler product logic. Make practical trade-offs across model complexity and customer impact. • Clearly communicate what ML can and cannot solve to influence roadmap decisions, helping identify where machine learning can create true product differentiation. • Guide and mentor other data scientists, ML engineers, analysts, and cross-functional partners in applied ML best practices.

• Serve as the main point of contact for your accounts, ensuring they are getting the maximum value out of the WorkWave platform while partnering with the Account Manager to gain a 360 view of the customer and assist with upsell opportunities. • Move beyond reactive support by anticipating client needs, identifying opportunities for expansion, and aligning our solutions with their business goals. • Become well versed in our solutions. You will be the internal expert for your clients, helping them to understand the features and benefits available to support their business needs. • Feed your insights back to our Product and Engineering teams. You are on the front lines; your observations about feature usage (or lack thereof) will directly influence our roadmap. Being an advocate who thinks outside the box. • Manage the nuances and complexities of our customer’s needs, their workforce and the people they provide services to. Providing our customers with data and insights to help them grow and overcome challenges.

• Act as a strategic partner to the world’s largest field service businesses, aligning WorkWave’s powerful end-to-end platform to business outcomes (Core functionalities include CRM, route optimization, integrated payments, and our new AI-powered analytics suite, Wavelytics). • Lead visionary conversations with executive stakeholders, guiding them toward a future state that supports sustainable growth, operational excellence, and digital transformation. • Navigate complex, multi-stakeholder enterprise sales cycles with energy, professionalism, and a focus on measurable business results. • Champion strategic prospecting efforts to identify, engage, and convert top enterprise targets into long-term WorkWave customers. • Work with Sales Engineers to deliver compelling product demos and tailored solution recommendations that position WorkWave as the clear vertical market leader for field service management. • Build, manage, and close a robust pipeline of multi-million-dollar SaaS opportunities, consistently meeting or exceeding company goals. • Be a visible force within WorkWave, collaborating with cross-functional leaders and maintaining high visibility with executive stakeholders across the company. • Leverage cutting-edge technology and sales tools to efficiently manage your pipeline, craft tailored proposals, and drive deal progression.

Role Description We are seeking a seasoned and highly versatile Manager, Web Strategy to take complete ownership of our digital portfolio, which includes four distinct company websites. This critical role requires a strategic thinker who is equally comfortable rolling up their sleeves to execute and manage. You will be accountable for the entire web ecosystem, translating business goals into exceptional user experiences that drive engagement, lead quality, and revenue across all properties. You will manage a dedicated Senior Web Developer and a SEO Manager and work extensively with cross-functional teams. - Develop, own, and execute the comprehensive web strategy for all four corporate websites, ensuring complete alignment with business and marketing objectives (e.g., brand, demand generation, customer support). - Design, implement, and continuously optimize the information architecture and user experience across all sites. - Own all web analytics platforms (e.g., Google Analytics) and rigorously track, interpret, and report on performance KPIs. - Serve as a hands-on contributor, directly executing content updates, minor design changes, and strategic initiatives. - Lead development and maintenance efforts using modern CMS platforms, with proven, extensive experience in Webflow. - Act as the primary web liaison, partnering closely with Marketing, Content, Sales, and other teams to gather requirements and launch integrated campaigns. Qualifications - 10+ years of experience in a web strategy, UX, or digital marketing leadership role, with a focus on managing multiple, complex web properties. - Mandatory hands-on experience with Webflow, including deep knowledge of collection structure, integrations, and deployment. - Expert-level proficiency in web analytics (GA4), user behavior analysis, and Conversion Rate Optimization (CRO) methodologies. - Demonstrated understanding of AEO principles and how to optimize for visibility in AI-generated responses. - Demonstrated ability to function effectively at both a strategic level and an execution level. - Experience managing or mentoring at least one direct report or dedicated developer. - Strong understanding of technical SEO principles, structured data/schema markup, web accessibility, and performance optimization. - Familiarity with AI-powered content, design, and optimization tools. - Excellent communication and project management skills. Requirements - Strong understanding of technical SEO principles. - Experience with web analytics platforms. - Ability to manage cross-functional teams. - Proven experience in content management systems. Benefits - Robust benefits package, including health and dental and 401k with company match. - Flexible Time Off policy or generous PTO plan (role dependent) and paid holidays. - Up to 4 weeks paid bonding leave. - Tuition reimbursement. - Robust Employee Assistance Program through TotalCare offering free counseling 24/7/365. - 24/7 access to virtual medical care with Teladoc. - Quarterly awards based on peer nominations. - Regional discounts and perks. - Opportunities to participate in charitable events and give back to the community.

• Develop, own, and execute the comprehensive web strategy for all four corporate websites, ensuring complete alignment with business and marketing objectives (e.g., brand, demand generation, customer support). • Design, implement, and continuously optimize the information architecture and user experience across all sites. You will be the champion for the web customer journey, ensuring intuitive navigation and clear conversion paths that effectively turn visitors into qualified prospects, and that our content is structured and authoritative enough to be surfaced by AI-driven discovery tools. • Own all web analytics platforms (e.g., Google Analytics). You will rigorously track, interpret, and report on performance KPIs, including emerging visibility metrics across AI answer surfaces, using data to identify bottlenecks, inform A/B testing, and drive strategic prioritization for maximum ROI. • Serve as a hands-on contributor, directly executing content updates, minor design changes, and strategic initiatives. You will manage a dedicated Web Developer, prioritizing their workload and ensuring high-quality, on-time delivery of technical projects, as well as a Senior SEO Strategist. • Lead development and maintenance efforts using modern CMS platforms, with proven, extensive experience in Webflow. Champion the adoption of AI-driven workflow tools to improve team velocity and consistency across the portfolio. • Act as the primary web liaison, partnering closely with Marketing, Content, Sales, and other teams to gather requirements, manage expectations, and launch integrated campaigns across the digital portfolio.