Sales Enablement Manager (REMOTE OK) at Arkose Labs

San Mateo, California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, SaaS, TechnologyIndustries

Requirements

2+ years facilitation experience moderating interactive and informative discussions
3+ years sales or customer facing experience
5+ years working in a fast-paced technology company
Qualification methodology: MEDDPIC
Sales philosophy: Force Management
Strong presentation skills
A knack for explaining complex concepts in a clear, succinct and concrete way
Ability to motivate, influence team members
Excellent project management instincts. Ability to manage multiple projects at one time
Highly motivated and entrepreneurial – you not only can spot problems, but you can marshal resources towards creative solutions
Nice to Haves
Product Marketing experience
BS/BA or equivalent
Background in cybersecurity sales
Startup Experience

Responsibilities

Design and deploy sales methodology frameworks using MEDDPIC and Force Management principles
Develop role-specific playbooks for prospecting, discovery, demos, objection handling, and closing
Create use case-based selling guides aligned to vertical markets and buyer personas
Build competitive battle cards and positioning frameworks
Continuously iterate on sales playbooks based on win/loss analysis and market feedback
Partner with CRO to design and deliver a comprehensive, repeatable training curriculum including: Sales Process (MEDDPIC qualification, Force Management command messaging), Technical Training (Product deep-dives, API integrations, security architecture, fraud use cases), Competitive Intelligence (Positioning against key competitors, handling objections), Soft Skills (Executive presence, storytelling, negotiation techniques)
Develop scalable onboarding program for new sales hires (30-60-90 day ramp plan)
Create advanced training tracks for experienced reps to continue skill development
Implement certification programs to validate competency at each stage

Skills

Sales Enablement

MEDDPIC

Force Management

Sales Playbooks

Sales Training

Win/Loss Analysis

B2B SaaS

Prospecting

Discovery

Demos

Objection Handling

Closing

Competitive Battle Cards

Buyer Personas

Arkose Labs

Cybersecurity solutions to deter bot attacks

About Arkose Labs

Arkose Labs focuses on preventing bot attacks in the cybersecurity sector. Their platform uses real-time risk assessments and machine learning analytics to identify and counteract malicious bot activities before they can inflict harm. A key feature of their offering is the Arkose MatchKey, which is designed to be a highly effective CAPTCHA, enhancing both security and user experience. Unlike many competitors, Arkose Labs aims to increase the cost and effort required for attackers, making bot attacks less appealing. The company's goal is to provide robust protection for digital assets, ensuring that clients can operate securely in an increasingly hostile online environment.

San Francisco, CaliforniaHeadquarters

2016Year Founded

$96.8MTotal Funding

SERIES_CCompany Stage

Cybersecurity, AI & Machine LearningIndustries

201-500Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

401(k) Retirement Plan

401(k) Company Match

Unlimited Paid Time Off

Flexible Work Hours

Paid Vacation

Generous nationwide parental leave policy

Employee Assistance Program

Mental Health Support

Gym Membership

Risks

Emerging AI-driven bot attacks could potentially outpace Arkose Labs' current defenses.

Competitors are developing advanced CAPTCHA alternatives challenging Arkose MatchKey's position.

The rise of DeFi platforms introduces new vectors for bot attacks Arkose must address.

Differentiation

Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud.

Arkose MatchKey is touted as the strongest CAPTCHA ever made, enhancing security measures.

Arkose Labs' AI-powered platform combines risk assessments with dynamic threat response.

Upsides

Arkose Labs is recognized as the 2023 Leader in Bot Detection and Mitigation.

The launch of Arkose Device ID enhances fraud detection and prevention capabilities.

Arkose Labs' protection measures for GPT applications address new attack vectors effectively.

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