BDR Enablement Specialist

Responsibilities

• Develop & Refresh Sales Playbooks
• Build, iterate, and maintain high-adoption BDR playbooks covering 10-K-driven prospecting, personalized multi-channel cadences (email, Linked In, phone), objection handling, multi-threading, qualification frameworks, and value-based selling tailored to reputation management, customer experience, and marketing leaders.
• Own & Host Flight School Onboarding
• Design, lead, and continuously improve our immersive Flight School program — a structured 4–8 week onboarding experience for all new BDR hires.
• Deliver live training, role-plays, shadowing, certification milestones, and real prospecting assignments to ensure new reps ramp to full productivity quickly.
• Deliver Ongoing Training & Development
• Create and execute a year-round training calendar with monthly and quarterly sessions on advanced topics such as AI-assisted prospecting, conversation intelligence, modern social selling, handling reputation-risk conversations, and leveraging Birdeye tools in outreach.
• Incorporate micro-learning, gamification, and just-in-time modules.
• Provide Hands-On Coaching & Performance Support
• Conduct 1:1 and small-group coaching sessions, call reviews, and skill assessments using conversation intelligence platforms.
• Deliver data-driven feedback, create targeted improvement plans, and help underperformers accelerate while enabling top performers to scale their impact.
• Measure & Optimize Enablement Impact
• Track key enablement metrics including ramp time, meeting booking rates, activity-to-opportunity conversion, retention, and overall pipeline contribution.
• Run regular feedback surveys and deliver quarterly reports to the Senior Director of BDR and sales leadership demonstrating clear ROI.
• Collaborate Cross-Functionally
• Partner closely with the Senior Director of BDR, Sales Leadership, Marketing, Product Marketing, Rev Ops, and Customer Success to ensure all enablement content stays current with product updates, competitive intelligence, and market dynamics.

• 4+ years of experience in sales enablement, BDR/SDR leadership, or high-performing outbound sales roles in SaaS/tech.
• Proven success designing and scaling onboarding programs (Flight School or equivalent) and significantly reducing ramp time for large BDR teams (30+ reps).
• Strong track record creating practical, high-adoption playbooks and training content that drive measurable results.
• Hands-on experience with modern sales tech stack:
  Gong/Chorus (conversation intelligence), Outreach/Salesloft/Apollo (sequencing), Linked In Sales Navigator, Salesforce, and AI-powered enablement/coaching tools.
• Familiarity with AI-driven enablement practices — including AI role-play simulators, personalized learning paths, and using conversation data for targeted feedback and coaching.
• Excellent facilitation and presentation skills — confident leading engaging in-person and virtual training sessions and workshops for 50+ reps.
• Data-driven mindset with the ability to translate performance insights into actionable training programs.
• Coaching-oriented leadership style and genuine passion for developing sales talent.