Head of Buyer Enablement - Sample Job Description
Buyers only spend 17% of their buying journey in front of vendor sales teams.
And if you assume they are looking at three potential vendors - that means they spend just 5 or 6% of their buying process in front of your sellers.
So you need to meet your buyers where they are - and buyer enablement is the strategy for that, delivering information, insight, tools and assets that help each of your buyer personas as they go on their own journeys from unaware to happy repeat customer.
Buyer enablement is a cross-functional discipline - it is not marketing, or sales, or customer success - it is all of them, plus product, plus finance, plus legal….
For this reason it makes sense that your head of buyer enablement sits in your Revenue Operations function.
Below you’ll find a sample job description to use.
I have given the title of Head of Buyer Enablement - you may start with an buyer enablement analyst role, or end up with a VP of Buyer Enablement.
Just make sure that this role has the responsibility and credibility to engage with your customers and other senior executives to get what they need to build your buyer enablement strategy.
This is NOT an internal role - this individual should be meeting with customers (ideally in person) every week.
Sample Job Description - Head of Buyer Enablement
About the Role:
As the Head of Buyer Enablement, you will play a pivotal role in shaping the buyer experience at every stage of our customer’s journey, from their initial unawareness of our company to becoming a happy, repeat customer.
Reporting directly to the VP of Revenue Operations, this strategic position is key to driving our growth by deeply understanding and enhancing the buyer’s journey and building tools, information and processes that give our buyers what they want when they want it.
This role offers the unique opportunity to be at the forefront of our customer engagement strategy, working across all our go-to-market teams and delivering actionable insights that drive revenue and improve our customer’s experience.
Why This Role is Essential:
Modern buyers are increasingly directing their own buying decisions, looking for self-directed research and insights before engaging with educated sellers later in the process.
Our company thrives on understanding and fulfilling the needs of our buyers better than anyone else and providing customers with a world class buying experience.
In this role, you will ensure that our sales, marketing and customer success efforts are finely tuned to the requirements of our buyers.
By owning and refining key documents like our Ideal Customer Profile, Buyer Persona, and Value Proposition, and by developing targeted enablement tools, you will directly contribute to our competitive edge and revenue growth goals.
Responsibilities:
Develop and continuously refine the company’s Ideal Customer Profile and Buyer Personas, validating these with regular and ongoing customer interviews.
Map out multiple buyer journeys, based on different buying group personas and different stages of their buying process, identifying key touch points and opportunities for engagement.
Create and maintain a dynamic suite of buyer enablement tools and content that supports self-directed journeys and aids in moving prospects through their buying journey.
Collaborate closely with the Chief Revenue Officer and Chief Marketing Officer to ensure our buyer enablement strategy is aligned with our future go-to-market strategy, including new geographies, new acquisitions and new channels.
Select, manage and maintain an appropriate technology platform to deliver buyer enablement tools in the form of calculators, diagnostics and recommenders, including integration with CRM, email, BI/analytics platform and our website.
Collaborate with cross-functional teams including Marketing, Sales, Customer Success, Product, and Finance to align go-to-market strategies and drive successful buyer outcomes.
Work alongside sales enablement colleagues to ensure sellers are equipped, trained and coached on how and when to use buyer enablement tools in their sales processes.
Monitor and respond to buyer feedback and market shifts to stay ahead of industry trends and maintain relevance in all buyer-facing materials and tools.
Success Metrics and KPIs:
Increase in pipeline volume identified or influenced by buyer enablement tools.
Growth in closed revenue that can be attributed to engagements with buyer enablement strategies.
Increase in average order size when buyer enablement tools were used by the buying group.
Increase in win rate when buyer enablement tools were used by the buying group.
Enhancement in customer satisfaction and repeat business metrics.
Regular updates and improvements to buyer documentation based on feedback and performance data.
Candidate Profile:
Proven experience in Buyer Enablement, Sales Enablement, Product Management, Sales leadership or a similar role within a B2B SaaS environment.
Strong analytical skills with the ability to translate complex data into actionable strategies.
Strong project management skills to develop and maintain a consistent roadmap of new buyer enablement tools to be delivered to buyers.
Excellent communication and interpersonal skills, with a talent for building relationships both within and outside the company.
Confidence in speaking with customers and ability to arrange customer interviews directly and without support from other go-to-market teams.
A customer-centric mindset with a track record of enhancing buyer journeys and sales outcomes.
Ability to work effectively in cross-functional teams and drive project completion under tight deadlines.
Ability to demonstrate business acumen at a CxO level within customers and our own executive team.
Compensation:
Competitive salary package with 65% base and 35% performance-based commission.
Commission tied to measurable impacts on pipeline volume and closed revenue through buyer enablement initiatives.
Who else performs this role?
Buyer enablement is a very new role - in fact I can’t find any positions like this available at the time of writing.
So if this role doesn’t currently exist - where does this centralised responsibility of mapping the buyer journey and delivering insights, tools and assets to support it sit?
It is probably a blend of marketing, a bit of the RevOps strategy team, and some of sales and customer success with a bit of product thrown in.
No one person has ownership for the end to end buyer experience.
If you like the idea of a Head of Buyer Enablement but couldn’t get one signed off - this is the work that I help clients with.
Get started
Whenever you are ready, there are three ways that I can help you accelerate your revenue.
Buyer Enablement Assessment - Answer nine questions in five minutes and receive your free personalised report to help you SDRs and AEs generate pipeline.
Revenue 360 Assessments - inspire and lead your revenue teams with revenue specific 360 reports designed for marketing, sales and customer success teams.
Buyer Enablement Platform - We’ll design, build and manage your buyer enablement platform on your behalf - generating quality pipeline in under 90 days.