Job opening – Head of Sales Enablement at Cutover


Head of Sales Enablement at Cutover @gocutover
New York / East Coast, USA

We’re focused on building a cutting edge software platform to help enterprise teams move quickly with confidence. We’re the leader in work orchestration & observability, enabling teams to plan, orchestrate, and analyze complex work faster, smarter, and with greater visibility. We’ve come a long way in a short space of time: more than doubling our global team to 100+ people, bringing on board multiple top-tier Enterprise clients (including some of the world’s largest Financial Services institutions), & having Eldridge lead our recent $35m Series B round along with a number of great partners like Index Ventures, who led our $17m round Series A in 2019.

We’re scaling our Customer Journey Organisation [CJO = the term we give to all of our teams focused on driving Cutover’s revenue] organization in a big way in 2021 and we’re excited to start the search for a talented enablement pro to join us and lead Sales Enablement globally.

One of our core Guiding Principles at Cutover is “Stay curious and enable others to succeed”, so we feel confident in saying that we’re a global team that is very much bought into the importance of building knowledge and striving for self-improvement. Reporting into our Global Director of RevOps & Enablement, this role will be pivotal in helping us to build strong foundations that will allow us to continue scaling in a sustainable manner, while ensuring that we are doing everything within our power to build a culture of success and enablement within our go-to-market teams.

What you’ll be doing as our Head of Sales Enablement….

  • Partnering with go-to-market leadership to define the strategy that will underpin sales enablement, training and our broader “revenue acceleration” programs.
  • Designing & developing world-class innovative training content and programs for our sales team and our wider commercial organization (Customer Success, Marketing, Partners, etc).
  • Optimizing ramp time for new hires (and also – importantly – those who get promoted into full cycle sales roles) by building a thorough, engaging and constantly developing onboarding program for our new joiners; you’ll play a key role in measuring the success of our ramp, onboarding and enablement philosophies, too.
  • Becoming an expert in Cutover products, go-to-market philosophy and our commercial methodologies.
  • Leveraging data and insights (Culture Amp engagement surveys and feedback cycles, for example) to identify key learning opportunities for our commercial teams; you’ll work in close collaboration with our People Team: sales enablement shouldn’t happen in a silo, after all!
  • Being a bridge between Product, Engineering, Product Marketing and the wider commercial organization: you’re going to be the point person for ensuring relevant product and technical information flows in all necessary directions to keep our team engaged and informed as we ship new products with increasing pace over the coming quarters.
  • Building a genuine culture of accountability amongst our commercial leadership team, ensuring that our go-to-market leaders are genuine partners and facilitators of our Enablement strategy

What we’d like you to bring to the table for this role…

  • You’ll have several years of experience working in a Sales Enablement role at an Enterprise software company (ideally you’ll have worked closely with sales teams selling disruptive SaaS products to complex Large Enterprise accounts). If you spent some successful time doing what you do in a quickly growing scale-up company, that would really make your application stand out. In terms of years of experience, we’re thinking you’ll likely have 4+ years in this field, but we’re not stuck to that number.
  • You’ll be a confident, credible public speaker and you’ll be used to building strong relationships with internal and external stakeholders. Leading and recording thought leadership, enablement and training sessions will be second nature to you.
  • You’ll have created customer-facing training content in past roles and will have a keen eye for detail and a flair for telling engaging stories with written and visual content. You love creating journeys & workflows for users, gamification and milestone-based learning.
  • Ideally, you will have hands on experience in a sales role previously (but not required).
  • You’ll have entrepreneurial spirit with a high tolerance for ambiguity and complexity. You’ll be able to be efficient with limited resources (classic “scale-up company scrappiness” will be needed!) and identify internal process gaps that you can help evolve and fix as Cutover scales. You’ll also have experience managing internal projects and initiatives involving multiple teams and stakeholders.
  • You’re technically savvy, with experience using the tech-stack and tool-kit of a modern SaaS sales pro. You’re also keen to develop a strong knowledge of the Cutover platform and solutions.
  • If you have prior experience using Intercom and a best-in-class LMS platform(s), that would be a plus.

Continue reading “Job opening – Head of Sales Enablement at Cutover”

Demand Science made many Sales Enablement related acquisitions

The most recent acquisitions I just became aware of:

Screen Shot 2022-02-03 at 1.18.03 pm19-Apr-2021, DANVERS, Mass., USA, Demand Science DemandScience @DemandScience (Buyer Intelligence Platform / B2B Sales Enablement & Market Intelligence Solutions) completed the acquisition of Leadiro @leadiro B2B sales enablement, sales intelligence & data enrichment platform with 60M+ verified records. Moreover, Demand Science achieved 50% CAGR since 2014, & is on track to exceed $100M in revenue in 2021. UK-based Leadiro experienced more than 100% year-over-year revenue and EBITDA growth in 2020. Q1 was a record revenue quarter with approximately 150% year-over-year revenue growth. Demand Science is a global buyer intelligence platform that accelerates demand generation for the world’s largest software, technology & B2B companies. It delivers data & prioritized buyer insights that align sales & marketing professionals with more qualified audiences through its PureB2B, Klarity, Internal Screen Shot 2022-02-03 at 1.36.09 pmResults, Leadiro, Tidings, & BIOMES brands. Interestingly on 3-Feb-2022 started to redirect to 20-Jul-2021: Airborne App Airborneapp @Airborneapp_io sales engagement & enablement software platform (Toronto, ON, Canada) acquired by Demand Science. 8-Feb-2021, global buyer intelligence platform @DemandScience acquired Tidings @TidingsCo an on-demand automated newsletter creation SaaS platform, to expand its sales enablement ( which used to be & intelligence solution suite. 


The first ones are not in order of revenue!

Microsoft Office / Microsoft CRM Dynamics 365 / Teams / Microsoft Delve / SharePoint / Dynamics / Xbox / Microsoft Mesh / Microsoft Loop / Yammer / Skype / LinkedIn Learning & LinkedIn (PointDrive) sold SlideShare 14
Bigtincan: Contondo, FatStax, Zunos, Veelo (mobilepaks) Asdeq Labs, XINN, Agnitio A/S, ClearSlide (SlideRocket), VoiceVibes, Vidinoti, Brainshark 13
Salesforce CRM CMS / Sites / Content / Chatter / Quip / Einstein / AppExchange / Trailhead / Slack / LevelJump formerly known as Lurniture 13
Showpad (LearnCore, LIA, Voicefox, Hickup, Taptera) 7
SAP (Callidus, iCentera, Litmos LMS, Emarsys, Signavio CRM, CPQ, CLM 7
Seismic (SAVO, KnowledgeTree, Zensight, Percolate, Grapevine6, Lessonly [Obie acquired by Lessonly 29-Jul-2021]) 8
Private Equity Firm HGGC, LLC invested in Upland: Altify, Kapost, RO|innovation, Qvidian (Sant & Kadient), BlueVenn, Objectif Lune Inc. @objlune, BA-Insight Inc. @BAinsight 8
DemandScience (PureB2B, Klarity, Internal Results, Leadiro, Tidings, BIOMES, Airborne App Airborneapp @Airborneapp_io) 7
Adobe Experience Cloud / AEM / Marketo / ToutApp 4
Conga (Octiv [formerly TinderBox]) acquired by Apttus owned by Thoma Bravo. Aptuss decided to use the Conga brand 4
ZoomInfo Technologies (acquired by DiscoverOrg) acquired TellWise, Clickagy AI, Komiko,, 5-Nov-2020, EverString @EverString  5
Mediafly (Alinean / iPresent / Presentify / InsightSquared [acquired Olono]) 4
Aurea, Inc. an ESW Capital Group Company (Jive Software / XANT, Inc. [now once again] PLAYBOOKS) 3
Dropbox (HelloSign, DocSend 3
Episerver Inc. (Insite Software acquired Storyworks Ondemand / Storyworks1. Optimizely acquired Insite Sep-2020, Episerver [Acquired by Insight Partners] acquired Optimizely In Bid To Drive ‘Experimentation’) 4
Nitro Software, Inc. (doxIQ @doxiqteam / Connective a European eSign company) 3
Acquia was acquired by Vista Equity Partners. 8-Sep-2021, Acquia acquired Widen Enterprises, Inc. @widen 3 (Vayo, ONDiGO) 2
Observe.AI @observeai also known as Z21 Labs acquired ScopeAI @ScopeAI  2
NICE @NICELtd NICE Ltd / NICE Systems Ltd. (ContentEngine / MindTouch @MindTouch) 2

screen-shot-2022-06-02-at-9.27.55-amFor 2023 I estimate the market size of the Sales Enablement & Sales Engagement segment of the MarTech market to have USD $10bn in annual revenue.

However, I count not just the typical players but also some of the revenue of the alternatives / workarounds.

The whole point of my market overview (here as an Airtable to export) [includes not just competitors but also alternatives] is actually to show the number of acquisitions.

Screen Shot 2022-03-24 at 9.13.44 am24-Feb-2022, Upland Software @UplandSoftware acquired Boston-based search company BAInsight / BA Insight / BA-Insight Inc. @BAinsight for $33.4M in cash. With the acquisition of BA Insight, Upland continues to build its knowledge management product portfolio by giving customers a powerful new way to conduct searches that span their enterprise systems to deliver relevant, personalized, & actionable results, with a technology that: Eliminates the blind spots by connecting search to many different systems & applications; Unifies search results with the ability to set up the correct, specialized taxonomies to organize, retrieve, & sort the most relevant documents; Delivers increasingly relevant results using analytics and machine learning to make each search better; & Places a search bar wherever the user wants it so they can search natively in target applications or across all the applications they use every day.

5-Nov-2020Zoominfo acquires EverString @EverString to expand its breadth of Company & Contact Data

ScopeAI @ScopeAI automatically extracts actionable insights from customer service conversations using NLP (Neuro-linguistic programming). San Francisco, CA, USAAlso known as QuikiScreen Shot 2022-03-19 at 9.26.12 pmOn 31-Aug-2021, Observe.AI acquired ScopeAI to advance omnichannel ambitions; for an undisclosed amount. Observe.AI @observeai also known as Z21 Labs: Ushering in the next generation of contact center teams with an Intelligent Workforce Platform that helps teams improve CX & agent performance. San Francisco, California, US. Z21 Labs, Inc.

Acquia @acquia cloud platform for building, delivering & optimizing digital experiences. Boston, DC, Portland, & Reading, UK. Acquia was acquired by Vista Equity Partners.Screen Shot 2022-03-17 at 5.18.33 pm WIDEN @Widen DAM & PIM software to help businesses deliver content with confidence. 8-Sep-2021, Acquia acquired Widen Enterprises, Inc. @widen for an undisclosed amount. 

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