As Senior Manager of Sales Enablement, Ali Jones is responsible for MuleSoft’s early stage opportunity strategy and executive briefing program. Her experience brings together Ali’s experience in direct selling and consulting.
“We have a relatively small enablement team at MuleSoft. One person is focused on sales analytics, then three enablement managers each have ownership over part of the sales process. Each of us also has ownership over specific programs and regional alignment as well. We’re generalists yet we also have the opportunity to go deep and really maximize how we engage with our customers and generate revenue,” explains Ali.
Each function also has their own enablement team, but they each leverage the content and assets that are built by the central team. This flexible structure has enabled MuleSoft to grow and scale up very quickly.
Two crucial parts of their central enablement program are MuleSoft’s onboarding KickStart program and its certification process.
“We take our certification process very seriously,” says Ali. “Salespeople go through multiple rounds and the bar is really high. People take weeks to prepare for their certification. The nice thing is that when they come out of it we are 100% positive that they will nail it in front of a customer.”
So far, over 500 people have been through MuleSoft’s certification program, and they aspire to do so much more with it.
As Ali says, “sales enablement is such an interesting place to be in the software world. It’s exciting and there are so many interesting things to do.”
In this 20 minute podcast Ali explains:
- How MuleSoft has structured its enablement team and compensation to drive sales results
- What makes MuleSoft’s Kickstart onboarding experience so unique and impactful
- The tools that have helped MuleSoft enable and scale its sales team
- The advice she would give to herself if she could do it again