Sales Methodology Value Selling Enablement

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Your opportunity We are looking for a strategic, hands-on leader to serve as our internal expert and owner of both value selling and sales process methodology. You will design our value selling framework, define and codify our end-to-end sales process, and establish the content, tools, and training programs that bring both to life in the field - from how we qualify an opportunity to how we build and present a winning business case. You will be the connective tissue between Sales, Marketing, and Product - ensuring our messaging is sharp, our sales process is clearly defined and consistently executed, and our sellers and managers have the skills and resources they need at every stage of the buyer journey. You will partner with regional enablement leads to deliver these programs globally, coaching frontline managers alongside new hires and experienced reps alike. This is a high-visibility, high-impact role for someone who is energized by building, and who wants to leave a lasting mark on how a growing SaaS company sells. What you’ll do Lead the design, build, and annual refresh of the company's value selling framework - including core value pillars, differentiated positioning, proof points, and buyer-facing narratives — developed in close partnership with Sales, Marketing, and Product leadership. Facilitate cross-functional alignment sessions with Sales, Marketing, and Product to ensure the value framework remains a living asset - consistently reflected in messaging, content, campaigns, and seller conversations. Partner with Marketing to build and manage a world-class sales content library - including pitch decks, business case templates, battle cards, and discovery guides - aligned to buyer personas, verticals, and stages of the sales cycle. Design and lead a global value selling curriculum - including onboarding modules, ongoing skills training, and manager coaching frameworks - that equips new hires and tenured reps to sell on business outcomes, not features. You will partner with regional enablement leads to deliver these programs globally — directly owning delivery across the Americas, and partnering with regional enablement leads in EMEA and APAC to adapt and execute them in those markets. Coach sellers on discovery best practices - helping them uncover business pain, quantify impact, and connect solutions to measurable customer outcomes. Build and maintain documentation and training content for each stage of the sales cycle - including qualification, discovery, solution framing, forecasting, business case development, and closing motions Develop manager enablement content that equips frontline leaders to coach their teams on sales process adherence, deal progression, and pipeline quality Partner with Revenue Operations to ensure the sales process is reflected accurately in CRM and that stage definitions align to how deals are actually won Required Skills: 8+ years in Sales Enablement with demonstrated global program ownership. Deep expertise in a structured value selling methodology - Command of the Message, Challenger Sale, or equivalent - with hands-on experience certifying or coaching sellers. Strong executive presence and communication skills - able to influence Sales leadership, Marketing stakeholders, and frontline managers across geographies. Exceptional written and verbal communication skills with the ability to translate complex product capabilities into compelling business value narratives. Highly collaborative - thrives wo