Title: Head of Sales Enablement Location: Atlanta GA US Remote Sales/GTM Full time Job Description: Popmenu is hiring its first dedicated Head of Sales Enablement to own the full ramp and readiness motion for our growing GTM team. This isn't a maintenance role — it's a build role. You'll design the system from the ground up: onboarding programs, playbooks, coaching frameworks, AI-powered enablement tools, and the feedback loops that connect rep performance back to content and training. You'll work directly with Sales Leadership and report to the COO. You'll be the connective tissue between what our best reps do and what every rep can learn to do. If you're someone who genuinely cares about why a new hire succeeds or struggles, and you feel personally invested in getting that right — this role was built for you. WHAT YOU'LL OWN Onboarding & Ramp - Design and execute a structured 30/60/90-day onboarding program for all GTM hires (AEs, RSLs, Growth/Strategic AEs) - Build role-specific certification tracks that get reps selling fast and selling well - Measure ramp velocity and time-to-productivity; iterate based on results - Ensure new hires have a strong first 90 days — not just completion certificates, but real quota contribution Playbooks & Content - Build and maintain the full sales playbook: talk tracks, discovery frameworks, objection handling, competitive positioning, demo guidance - Partner with Marketing and Product to keep content current as the product and market evolve - Create and manage a single source of truth for all sales collateral in Salesforce and Salesloft AI-First Enablement - Develop and deploy an AI-powered enablement motion — this is a core requirement, not a nice-to-have - Identify, pilot, and roll out AI tools that accelerate onboarding, coaching, and rep performance - Train the GTM team on how to use AI in their daily workflow (prospecting, research, outreach, objection handling) Coaching & Continuous Learning - Build a structured coaching program in partnership with Sales Managers - Use call data and rep performance metrics to identify skill gaps and address them systematically - Develop an "everboarding" program so tenured reps continue developing GTM Rollouts - Own the enablement layer for all major GTM initiatives: new product launches, pricing changes, market expansions, seasonal campaigns - Coordinate cross-functionally with Sales, Marketing, Product, and RevOps to ensure reps are ready before anything goes live Measurement - Define and track enablement KPIs: ramp time, quota attainment at 90/180 days, win rates by segment, content usage, rep skill scores - Report to COO on enablement impact quarterly Requirements Non-Negotiables - 2–3 years in Sales Enablement — you've owned real programs with measurable outcomes, not just supported them - 1–2 years in a quota-carrying sales role in SaaS — you understand the motion you'll be enabling because you've lived it - Familiarity with SMB sales cycles (sub-60 days) and high-velocity, consultative selling - Hands-on Salesforce and Salesloft proficiency — you're in the tools, not just familiar with them - Demonstrated AI fluency — you've used AI tools in your enablement work and can show it - You've contributed to or owned an onboarding program and can speak to the results - Strong collaborator with Sales Leaders — you earn trust through follow-through and push back when something won't work Strong Preference - Background in restaurant tech, hospitality SaaS, or vertical SaaS - Experience in a high-growth, startup or scale-up environment (you've built without a big team) - Ability to evaluate and recommend tools that drive AE performance — you know what good looks like and can make a case for it - Experience rolling out GTM initiatives at the rep and manager level Who You Are - A builder, not a maintainer — you're energized by blank whiteboards, not frustrated by them - Obsessed with rep success — you measure yourself by how quickly new hires ramp and how long they stay - Data-driven — you use metrics to prioritize, not just to report - Direct and collaborative — you'll challenge Sales Leaders, and they'll respect you for it Benefits Who We Are Popmenu is a fast-growing, venture-backed SaaS company transforming the restaurant industry. We started with our patented dynamic menu technology, unleashing the power of a restaurant's most important marketing tool, the menu. Since then, we have continued innovating to solve existing and emerging challenges for restaurant operators. We do not just sell software. We partner with restaurants to help them win. Our mission is to empower owners and operators with the technology tools they need to succeed long into the future. We hire exceptionally bright, motivated people who are passionate about helping great restaurants reach their full potential. Compensation - Base: $105,000 to $120,000 - OTE: $126,000 to $144,000 - 80% base / 20% bonus - Meaningful equity for every employee What We're Serving - You'll be the first true Head of Sales Enablement — meaningful ownership from day one - Direct access to Sales and Executive leadership - A product that restaurants actually love — high-intent buyers, meaningful mission - Competitive comp, hybrid schedule out of Atlanta, and a team that moves fast - Equity with real upside — this is a founding seat, and it should feel like one - Genuine Core Values with quarterly peer recognition through our Super Booms - Giving Back with company donations to causes chosen by team members - Visible Growth and Development in a scaling SaaS company - Company Ownership with meaningful equity for every employee - Comprehensive Benefits including medical, dental, vision, 401(k), and Wagmo Wellness Plan for your pets

Role Description The North Regional Sales Operations Leader plays a fundamental role in achieving our ambitious order, growth and diversification objectives. This position requires the ability to lead a Regional sales support team and work in partnership with the local Districts. You will be responsible to set team goals and expectations, establish a vision for your Organization, enable & optimize success of each team member and define clear KPI’s to improve effectiveness & productivity of the Sales Support Organization. You must be comfortable multitasking and interacting directly with Sales Leaders, functional team members & ABB Customers. You will be expected to build solid relationships inside and outside of the Commercial Organization to ensure execution, e.g., Operations, Customer Service, and Sales Managers. A certain level of technical knowledge of electrical products and services will be expected. An ability to learn tools, systems & processes quickly and think creatively will be necessary to add value to customers and to your team. This position operates in a dynamic environment where it is imperative to be able to organize, prioritize and have confidence in responding. While this is a remote position, successful candidates will be located in the North Territory: OH, PA, WV, IN, MI, VA, NC, SC, MD, DC, DE, NH, RI, NY, NJ, MA, CT, ME. This role is contributing to the Electrification Division in the United States. - Sales Team Leadership: Build, coach, and develop a high‑performing sales support team with clear KPIs, balanced workloads, and continuous skill growth. - Operational Excellence: Own and optimize end‑to‑end sales processes, removing bottlenecks, reducing cycle times, and driving productivity across inside and outside sales. - Digital Sales Enablement: Identify and implement digital tools (CRM, CPQ, analytics) that automate tasks, enhance responsiveness, and enable data‑driven decision making. - Cross‑Functional Partnership: Collaborate with Regional Sales VPs and District Managers to support operational rhythms, accelerate business growth, and strengthen organizational effectiveness. Qualifications - Bachelor's Degree from an accredited university or college (preferred) or equivalent experience and 10+ years of sales and/or commercial Organization, sales support, and/or post-sales order execution experience in the electrical industry. - Managerial experience leading team members preferred. - General knowledge of power transmission & distribution products/systems preferred. - Previous experience with business-to-business customer support preferred. - Candidates must already have work authorization that would permit them to work for ABB in the US. - Possess an enhanced knowledge of SFDC, SAP, Empower and relevant systems. - You are passionate about solving customer problems, and resolving issues. - Ability to travel up to 20% as needed based on employee recommendations. Benefits - Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan. - Choice between two dental plan options: Core and Core Plus. - Vision benefit. - Company paid life insurance (2X base pay). - Company paid AD&D (1X base pay). - Voluntary life and AD&D – 100% employee paid up to maximums. - Short Term Disability – up to 26 weeks – Company paid. - Long Term Disability – 60% of pay – Company paid. Ability to “buy-up” to 66 2/3% of pay. - Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance). - Parental Leave – up to 6 weeks. - Employee Assistance Program. - Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption. - Employee discount program. - 401k Savings Plan with Company Contributions. - Employee Stock Acquisition Plan (ESAP). - ABB provides 11 paid holidays. Salaried exempt positions are provided vacation under a permissive time away policy. - This position is expected to pay between $119,000 and $190,400 annually and is eligible for a short-term incentive plan/annual bonus.

Role Description The West Regional Sales Operations Leader plays a fundamental role in achieving our ambitious order, growth and diversification objectives. This position requires the ability to lead a Regional sales support team and work in partnership with the local Districts. You will be responsible to set team goals and expectations, establish a vision for your Organization, enable & optimize success of each team member and define clear KPI’s to improve effectiveness & productivity of the Sales Support Organization. - Sales Team Leadership — Build, coach, and develop a high‑performing sales support team with clear KPIs, balanced workloads, and continuous skill growth. - Operational Excellence — Own and optimize end‑to‑end sales processes, removing bottlenecks, reducing cycle times, and driving productivity across inside and outside sales. - Digital Sales Enablement — Identify and implement digital tools (CRM, CPQ, analytics) that automate tasks, enhance responsiveness, and enable data‑driven decision making. - Cross‑Functional Partnership — Collaborate with Regional Sales VPs and District Managers to support operational rhythms, accelerate business growth, and strengthen organizational effectiveness. Qualifications - Bachelor's Degree from an accredited university or college (preferred) or equivalent experience. - 10+ years of sales and/or commercial Organization, sales support, and/or post-sales order execution experience in the electrical industry. - Managerial experience leading team members preferred. - General knowledge of power transmission & distribution products/systems preferred. - Previous experience with business-to-business customer support preferred. - Possess an enhanced knowledge of SFDC, SAP, Empower and relevant systems. - Ability to travel up to 20% as needed based on employee recommendations. - Candidates must already have work authorization that would permit them to work for ABB in the US. Requirements - You are passionate about solving customer problems and resolving issues. Benefits - Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan. - Choice between two dental plan options: Core and Core Plus. - Vision benefit. - Company paid life insurance (2X base pay). - Company paid AD&D (1X base pay). - Voluntary life and AD&D – 100% employee paid up to maximums. - Short Term Disability – up to 26 weeks – Company paid. - Long Term Disability – 60% of pay – Company paid. Ability to “buy-up” to 66 2/3% of pay. - Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance). - Parental Leave – up to 6 weeks. - Employee Assistance Program. - Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption. - Employee discount program. - 401k Savings Plan with Company Contributions. - Employee Stock Acquisition Plan (ESAP). - ABB provides 11 paid holidays. Salaried exempt positions are provided vacation under a permissive time away policy. - This position is expected to pay between $119,000 and $190,400 annually and is eligible for a short-term incentive plan/annual bonus.

The role / impact In this high-visibility role, you will drive transformation across Xero’s global sales function, combining strategy, data, and commercial impact. By leveraging best-in-class artificial intelligence tools and modern analytics, you will build the critical infrastructure that powers go-to-market intelligence, helping senior leaders turn deep insights into scalable growth and faster execution across our global regions. You will lead high-impact cross-functional initiatives end-to-end, modernising operational rhythms and establishing robust governance frameworks. Your work will centralise and streamline global programmes, ensuring our data flows keep pace with an evolving commercial model whilst designing scalable, AI-augmented process improvements that eliminate manual effort. The team / how they connect The Global Sales Operations team acts as a central coordination point across a matrixed international environment, partnering directly with senior leadership teams in the US, AU, and UK. We focus on aligning definitions, metrics, and reporting outputs to ensure regional teams are fully supported whilst maintaining global consistency. Together, we work collaboratively to turn messy data into actionable solutions that supercharge our go-to-market performance. The team is currently working on / Initially, you will focus on - Evolving our global analytical infrastructure by embedding modern, AI-enabled reporting environments and customer relationship management tools. - Overseeing and enhancing our core global reporting assets, datasets, and interactive dashboards to elevate sales productivity and track Net Dollar Retention. - Designing cleaner operating rhythms and best-practice data flows to streamline territory and segment performance metrics. - Establishing new key performance indicators and governance structures to monitor and continuously optimise global go-to-market initiatives. Where and how you can work At Xero, we offer a flexible hybrid working environment that balances remote productivity with meaningful in-person collaboration. You will have access to our modern office spaces, participating in designated boost days designed to bring teams together to connect, brainstorm, and drive projects forward. Here are some of the things we are looking for - You bring a highly analytical mind with a genuine passion for transforming complex data into clear, commercially grounded insights. - A proven background in sales operations, revenue operations, or go-to-market analytics, ideally within a multi-regional or global remit. - Your exceptional ability to lead through influence allows you to build alignment and drive action across matrixed, cross-functional teams without needing direct authority. - You possess a natural knack for workflow optimisation, process improvement, and designing scalable operational changes. - Familiarity with modern sales tools, advanced reporting environments, artificial intelligence tools, and CRMs is essential to your success. - A tertiary qualification in business, finance, analytics, or a related discipline supports your structured, proactive, and organised approach. Compensation & Total Rewards At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits. The expected base salary range for this role in: - $138,000 - 173,000 USD Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role. In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation: - Variable Pay: Permanent employees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-based cash or equity (RSUs) incentives depending on your role level, and company performance. - Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks page. Xero uses AI to help screen applications based on job-related qualifications. These tools assist our recruiters but do not make automated hiring decisions. A human recruiter reviews all candidates before any hiring action is taken. Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.