Job Description

About Us

Zycus, recognized by leading analyst firms in procurement technology, empowers teams to unlock deep value through its comprehensive Source-to-Pay (S2P) solutions. At the heart of our S2P solution is the Merlin Agentic Platform, which orchestrates intelligent AI agents to deliver simplified, efficient, and compliant processes.
The Merlin Intake Agent offers business users unparalleled ease of use, increasing adoption rates and significantly reducing non-compliant spending. For procurement teams, the Merlin Autonomous Negotiation Agent handles tail spend autonomously, securing additional savings; the Merlin Contract Agent helps draft compliant contracts and reduces risks by actively monitoring them; and the Merlin AP Agent further enhances efficiency by automating invoice processing with exceptional speed and accuracy.

We Are An Equal Opportunity Employer:

Zycus is committed to providing equal opportunities in employment and creating an inclusive work environment. We do not discriminate against applicants on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected characteristic. All hiring decisions will be based solely on qualifications, skills, and experience relevant to the job requirements.

We are seeking a strategic and results-driven Director of Sales Enablement to accelerate our sales team's performance and drive revenue growth. This role is critical in ensuring our sales professionals are equipped with the skills, knowledge, tools, and resources needed to effectively pitch Zycus solutions with confidence and conviction, differentiate our offerings in competitive situations, and successfully navigate the entire sales cycle from discovery to close.

Key Responsibilities

Sales Readiness & Training

Certification Programs

: Design and implement mandatory certification programs for Zycus pitch mastery and product knowledge to ensure all sales professionals meet minimum competency standards before engaging with prospects

Product Knowledge Certification

: Develop product certification tracks covering all Zycus solution modules, core differentiations, battlecards etc. required passing scores

Pitch Certification

: Create standardized pitch certification program ensuring sales team can confidently present Zycus value proposition, customize messaging based on discovery insights, and handle Q&A sessions effectively

Ongoing Certification Maintenance

: Establish recertification requirements and continuous learning programs to keep sales teams current on organizational strategy, value proposition, product updates, new features, and market developments

Objection Handling Excellence

: Create comprehensive objection handling playbooks and conduct regular training sessions to prepare sales teams for common customer concerns and competitive challenges

Discovery Methodology

: Establish and train sales teams on effective discovery processes to uncover customer pain points, business requirements, and decision criteria

Pipeline & Sales Process Optimization

Top Funnel Management

: Collaborate with marketing to optimize lead qualification processes and ensure smooth handoffs from marketing to sales

Sales Process Enhancement

: Analyze and optimize the sales funnel to improve conversion rates at each stage and reduce sales cycle time

Deal Progression Support

: Provide tools, templates, and coaching to help sales teams effectively move opportunities through the pipeline

Cross-functional Coordination

: Facilitate seamless collaboration between sales, solutions consultants, and business development teams

Sales Technology & Tools

CRM Optimization

: Ensure sales teams are fully proficient in CRM usage, data hygiene, and pipeline management

Sales Technology Stack

: Evaluate, implement, and manage sales and marketing technology tools that enhance productivity and effectiveness

Content Management

: Develop and maintain a centralized repository of sales materials, case studies, competitive intelligence, and customer references

Performance Analytics

: Implement systems to track and analyze sales performance metrics, training effectiveness, and enablement ROI

Content Development & Resources

Sales Collateral

: With support of the Product & Content marketing and AR team, maintain up-to-date sales materials, battle cards, competitive analyses, and proposal templates

Customer Success Stories

: With support of the customer marketing team, maintain compelling case studies, customer references, and success stories to support the sales process

Industry Expertise

: Build industry-specific content and messaging to help sales teams speak the language of their prospects

Required Qualifications

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Experience & Background

Bachelor's degree in Engineering and Masters in Business, Marketing, or related field; MBA preferred 8-10+ years of experience in sales enablement, sales operations, or sales management roles 5+ years of experience in B2B software/SaaS environment, preferably in procurement or supply chain technology Proven track record of designing and implementing successful sales enablement programs that drive measurable results

Technical Skills

Expertise in CRM platforms (Salesforce, HubSpot, etc.) and sales enablement tools Proficiency in sales analytics and performance measurement tools Experience with content management systems and learning management platforms Strong presentation and training delivery skills

Core Competencies

Strategic Thinking

: Ability to align sales enablement initiatives with business objectives and revenue goals

Cross-functional Leadership

: Experience working with sales, marketing, product, and customer success teams

Data-Driven Approach

: Strong analytical skills to measure program effectiveness and ROI

Change Management

: Proven ability to drive adoption of new processes, tools, and methodologies Proven ability to work in a truly multi-cultural environment Willingness to travel internationally upto 1 time every quarter.

Preferred Qualifications

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Experience in procurement technology, supply chain management, or related B2B software markets Background in sales methodology frameworks (MEDDIC, Challenger Sale, SPIN, etc.) Certification in sales enablement or training programs Experience with competitive intelligence and market analysis

Success Metrics

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Certification Achievement

: 100% of sales team achieving required Zycus pitch and product knowledge certifications within defined timeframes

Certification Maintenance

: Ongoing recertification rates and performance scores on updated assessments Sales team quota attainment and revenue growth Reduction in sales cycle time and improvement in win rates Sales team proficiency scores on product knowledge and competitive positioning CRM adoption and data quality metrics Pipeline velocity and conversion rate improvements Customer reference program utilization and effectiveness

Reporting Structure

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This position reports to the SVP of Marketing & BD and works closely with the Chief Revenue Officers/ Chief Sales Officers & VP Sales and VP Solutions Consultants across all regions.

What We Offer

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Competitive salary and performance-based incentives Comprehensive benefits package Professional development opportunities Collaborative and innovative work environment * Opportunity to make a significant impact on company growth and sales success