View job here

Global Head of Sales Enablement

Ready to be part of the Legal Tech revolution?

Vision: As a leading software-as-a-service (SaaS) provider, Dilitrust is a global company dedicated to offering an integrated suite of legal and governance products. Our vision is to digitize legal departments worldwide. With an annual growth rate of over 40% since 2020, our ambition is to become the world's leading Legal Tech company, aiming for a valuation exceeding $1 billion by 2026.

Our Impact: From generating General Meeting reports to leveraging AI-assisted contract lifecycle management, our teams in our 8 offices across France, the US, Mexico, MEA, Germany, Spain, Italy, and Canada are the driving force behind our global success. We proudly support 2,400 customers in 64 countries, with 80% of our clientele comprising listed companies in major markets such as Europe, North America, and the Middle East.

Our Recognition: Dilitrust has been at fore front of Legal Tech innovation, being the first Legal Tech with AI features since 2022. The company is renowned for providing a positive and entrepreneurial work environment. We are honored to have received the "Happy at Work" and “Tech at Work” labels every year since 2019.

Your role:

As Global Head of Sales Enablement, you will be responsible for enabling the sales force on a world-class, AI-infused value selling go-to-market along DiliTrust’s revenue architecture.

You will directly report to our Chief Sales Officer, and work in concert with Sales Ops, Legal Solutions, the Chief Marketing Officer, the Chief Customer Officer, the Chief Product Officer, and their teams.

In addition to the classical Sales Enablement training programs (Sales Enablement 1.0) you are using a hands-on, customer-facing approach, working alongside AEs and Sales Management on strategic deals, to impersonate change (Sales Enablement 2.0)

This new role should put AI first, both in DiliTrust’s go-to-market as well as for internal Sales processes (Sales Enablement 4.0)

-       Articulate the AI value proposition of DiliTrust towards customers in terms of business benefits and use cases

-       Define and codify with Sales Ops an AI-powered, end-to-end sales methodology, from initial discovery and qualification through industry-specific points of view, business case creation, executive alignment, and long-term customer expansion.

-       Advise the CSO on using AI along the entire sales process, for example in lead generation/BDR, pitch development, account planning, discovery call preparation, RfP responses, CPQ, contract negotiation, etc.

-       Roll-out AI tools to increase sales productivity and enable the Field

Responsibilities:

  1. Take the DiliTrust overall value propostion (Golden Pitch) to the next level
    • Business use cases for AI-first Legal Platform to digitise the inhouse legal function
    • Design the underpinning DiliTrust business value framework
  2. Architect high-impact, repeatable Sales Plays aligned by industry, persona, and use case, enabling sellers to consistently win and grow complex enterprise engagement, including but not limited to developing pitch template decks
  3. Build and run a business value-oriented onboarding program for new hires in Sales and sales support
  4. Build and run a Continuous enablement / improvement program
    • Pitch Days and Dry Runs
    • Training curriculum / DiliTrust Academy
    • Industry Communities
  1. Design, build and pilot Knowledge Management, in concert with Product Marketing and Customer Success
    • Logo / references in each industry
    • Customer Success library and custoler advocacy (eg. 1 slide for major logo)
    • Value framework, maturity modeling and peer comparison
    • Benchmarking within the DiliTrust installed base on value realisation
  2. Support strategic deals with business value cases and competitive positioning
  3. Adress coaching needs for Sales Excellence and develop best practices guidelines and templates such as
    • QBR
    • Territory Plan
    • Account Plan
    • Business value-based demos
    • Enterprise deal reviews

 

Minimum Qualification:

·      Extensive experience in B2B Enterprise SaaS revenue architecture

·      Prior exposure to high, profitable growth scale-ups

·      Strategic consulting background

·      MBA preferred

·      Billingual French-English, additional DiliTrust languages are a plus (German, Spanish, Italian, Arab)

Desired Skills:

·      Demonstrated ability to independently build and manage a value framework and strategic sales enablement program

·      Ability to translate AI potential into GtM motion and business outcomes for customers

·      Leading through influence

·      Experience collaborating with executive stakeholders across large organisations, with excellent written and verbal communication skills

·      Storytelling with data

What we offer:

Join a fast-growing company in a friendly, international environment (offices across 8 countries);  with a very attractive compensation package (fix / variable) and other benefits.

Dilitrust has a clear "Telework Charter" guaranteeing that you can find the right balance between "Onsite" and "Remote”

 

Recruitment process:

·      Interview with the Chief Sales Officer

·      Interview with the co-CEO

·      Interview with the Chief People Officer

·      A reference review

 

DiliTrust is a socially responsible company, committed to the diversity of its teams and to promoting professional equality at all levels.