• Own and define the enablement strategy for a specific product, platform, or segment domain, ensuring all enablement solutions are grounded in deep expertise within that specific area • Act as the primary enablement partner to Sales leadership, aligning on priorities, pipeline needs, and performance outcomes • Ensure readiness across the full revenue lifecycle, including prospecting, qualification, discovery, demo, proposal, and expansion • Identify domain-specific readiness gaps and define targeted enablement strategies to improve execution and results • Translate capabilities within their specific product, platform, or segment domain, into clear, domain-specific value propositions, use cases, and customer outcomes • Define how solutions should be positioned across segments, personas, and sales motions • Ensure messaging reflects the unique needs, challenges, and buying behaviors associated with their specific product, platform, or segment domain • Establish competitive positioning and differentiation specific to the domain • Develop domain-specific sales plays, discovery approaches, and deal strategies aligned to their specific product, platform, or segment domain • Translate product or segment solutions into role-specific execution across SDR, BDR, Account Executives, Partners, and Solution Engineering • Ensure all sales motions and execution frameworks are tailored to the realities of their specific product, platform, or segment domain, including customer use cases and deal dynamics • Enable repeatable, scalable execution models that support pipeline generation, deal progression, and expansion within the domain • Define and own all enablement solutions for their specific product, platform, or segment domain, ensuring they are directly aligned to domain expertise and field execution needs • Establish requirements and direction for enablement assets specific to their product, platform, or segment domain, including: Sales playbooks, Messaging frameworks, Demo strategies and flows, Competitive positioning guides, Objection handling frameworks, Discovery guides, Deal support materials • Ensure all assets are built to reflect real-world execution within their specific product, platform, or segment domain, including customer scenarios, industry nuances, and sales motions • Partner with Content, Learning Design, and Demo Excellence teams to operationalize and deliver these solutions • Partner with Product Management, Product Marketing, Sales, Revenue Delivery and Revenue Operations to ensure enablement is aligned to roadmap, messaging, and GTM priorities • Collaborate with other Enablement Leads to ensure consistency and alignment across product and segment domains • Ensure horizontal and vertical alignment so that solutions are both globally consistent and locally relevant • Gather domain-specific field insights, feedback, and performance data related to their specific product, platform, or segment domain • Identify gaps in positioning, messaging, and execution specific to the domain and drive improvements • Continuously refine enablement solutions to reflect evolving customer needs, market dynamics, and sales performance • Ensure enablement remains practical, relevant, and directly tied to field success

• Customize Product Marketing-approved positioning for specific B2B buyer types, verticals, and agency audiences. • Build enablement materials for advertisers and agencies that demonstrate how epocrates’ audience relevance, timing, and context drive better outcomes than traditional, reach-based approaches. • Develop and maintain core sales enablement materials, including pitch decks, case studies, objection-handling tools, and messaging guides. • Design and deliver sales training programs that enable sellers to lead with the epocrates audience and clearly articulate the value of audience—first healthcare media. • Implement and manage a sales certification program to ensure consistent, audience-led selling of epocrates’ digital media solutions across the organization. • Capture frontline deal feedback and translate insights into actionable recommendations for Product Marketing and Commercial Leadership. • Maintain enablement systems and content libraries, ensuring sales teams have easy access to accurate, current messaging, training, and supporting materials.

DescriptionAbout Empathy Empathy is on a mission to help families through life’s most challenging moments. Our award-winning product, powered by tech and driven by purpose, provides peace of mind by guiding families through all the tedious and time-consuming tasks associated with loss. With a combination of tech and human support, we enable families to focus on what truly matters and support them through the emotions that follow. Our team is passionate, empathetic, and dedicated to providing world-class solutions to families in need. We work collaboratively to identify pain points and design elegant solutions that empower and support our users. In this role you willWe're looking for a hands-on, execution-focused Sales Strategy and Operations Lead to serve as the operational backbone of our commercial organization. This is an individual contributor role reporting directly to the Director of Revenue Operations. This role is for an experienced builder who has stood up sales operations infrastructure from scratch and knows what good looks like at scale. Someone who rolls up their sleeves, ships fast, and works shoulder-to-shoulder with Sales and cross-functional partners every day. You will be the trusted operational partner to our sales leaders and you will own the forecasting, planning, and reporting layer that leadership uses to run the business. You will also work very closely with the GTM cross-functional team including Marketing, Finance, and CS. You will play a critical role in: - Partnering with Sales Leadership as their primary operations counterpart - Owning forecasting, pipeline, and the reporting layer that powers executive decisions - Designing the territory, quota, and capacity models that shape how we grow - Turning Salesforce into a true system of action for the field What You'll Own: Sales Partnership - Serve as the day-to-day strategic and analytical right hand to frontline sales leaders, embedded in their pipeline reviews, forecast calls, and planning cycles - Translate sales leadership priorities into crisp, executable workflows for the field - Bring the data and the point of view that help sales leaders make faster, sharper decisions Forecasting & Pipeline - Drive pipeline hygiene through clear stage exit criteria, definitions, and automated enforcement in Salesforce and Sweep through direct partnership with Sales Leadership and RevOps, - Build leading-indicator reporting so the team sees trouble early instead of at quarter end - Tighten forecast accuracy quarter over quarter by tracking forecast vs. actuals, identifying patterns in miss categories, and refining methodology based on what the data shows - Run the weekly forecasting cadence across all GTM channels, including deal inspection, roll-ups, and commentary for executive review Planning & GTM Design - Partner with the Director of Revenue Operations on annual and quarterly planning, including territory design, quota setting, segmentation, and capacity modeling - Run diagnostic analyses on win rates, sales cycle, ASP, and channel performance, and turn findings into clear recommendations for leadership Systems & Tooling - Serve as the primary point of contact for our GTM tech stack, including Salesforce, HubSpot, Sweep, and Gong. Responsibilities include day-to-day administration, building and maintaining workflows and reporting, and triaging field requests. - Build and maintain the core reporting layer covering pipeline health, conversion rates, rep productivity, and forecast accuracy - Analyze sales and pipeline data to surface actionable insights, identify trends, and deliver recommendations that help leadership prioritize strategies and execution - - Partner with Enablement to operationalize process changes so field adoption sticks RequirementsWho You Are - 4 to 6 years in Sales Operations, Revenue Operations, or Sales Strategy at a high-growth B2B SaaS company, or Consulting / Investment Banking - A proven partner to sales leadership, with a track record of building trust and influence with frontline commercial teams - Highly hands-on. You execute, not just plan - Deep Salesforce expertise, including reporting, workflows, and declarative automation - Strong analytical chops with fluency in spreadsheets and BI tools - Excellent communicator who can translate data into a point of view senior leaders can act on - Resourceful and proactive, with a bias toward shaping the business instead of firefighting - Comfortable operating in a fast-paced, high-growth environment where you are building from scratch, educating stakeholders on new processes, and driving transformation across teams without established playbooks - Strong preference for bachelor's degree in Business Administration, Finance, Economics, Accounting, Marketing, or a related business discipline. This role requires strong foundational knowledge in business analysis, financial modeling, and commercial operations. Preferred Qualifications - MBA or other relevant advanced degree - Experience with Clay, Salesloft, Tableau, and Clari - Experience supporting a multi-channel GTM motion (direct, channel, partner) - Familiarity with formal sales methodologies and qualification frameworks The salary for this position is approximately $150,000-$170,000, plus equity and full benefits package. The exact compensation is decided based on many factors, including but not limited to: skills, qualifications, and geographic location. To support our employees, we offer comprehensive benefits both in and out of the office. These include premium healthcare, comprehensive paid time off, and flexible parental leave. Our bereavement care includes premium access to the Empathy platform and support for employees and their families. We support financial wellness with a company-sponsored 401(k) plan and up to a 4% employer match, along with competitive stock options. With annual retreats, team lunches for our NYC office, and a remote employee stipend, we prioritize spending time together and investing in our people. We hope you will want to join our exceptional team!

• Lead the design, development, and delivery of scalable training programs, sales messaging, processes, and tools that drive consistent performance across global sales teams and partners. • Enable successful product launches by equipping sales teams with the knowledge, positioning, and resources needed to effectively sell our solutions. • Plan and facilitate partner webinars to support onboarding, product education, and ongoing enablement initiatives. • Own end-to-end sales learning programs, including content development, scheduling, coordination, and delivery of instructor-led and virtual training. • Drive new hire onboarding programs, ensuring a structured and effective ramp that accelerates productivity and consistency. • Build and maintain strong partner relationships, supporting their journey from initial onboarding through ongoing enablement and engagement. • Partner with sales leadership to identify skill gaps, reinforce messaging, and align enablement initiatives with revenue objectives. • Manage cross-functional enablement projects, including training programs, webinars, and targeted development initiatives. • Develop engaging learning assets across formats, including eLearning modules, instructor-led content, presentations, and job aids. • Continuously assess and improve enablement programs using feedback, performance metrics, and evolving business priorities.