Senior Sales Onboarding Manager

About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture.

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Reliable, high-quality data is the fuel that propels AI-powered data engineering.
• AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.
• We empower engineers to deliver reliable, governed data faster, cheaper, and at scale.

About the Role

As the Sales Onboarding Manager, you'll play a crucial role in empowering our Sales team to excel in selling a diverse and expanding range of products. Reporting directly to the Manager of Enablement, you'll help spearhead the global Sales Enablement Strategy, overseeing operations across three geographical regions and multiple sales segments. The ideal candidate will possess extensive experience in sales enablement, demonstrating a proven track record of implementing successful enablement strategies with measurable impacts to pipeline and revenue. They should also exhibit a deep passion for the sales process and be well-versed in MEDDPICC sales qualification and the Command of the Message framework.

In this role, you can expect to:

• Conduct engaging onboarding and ramp courses and follow up workshops, for ICS and leadership emphasizing interaction and understanding with a focus on reducing new hire ramp time
• Foster inclusivity across in-person, hybrid, and remote audiences during sessions
• Collaborate with Sales leadership to pinpoint knowledge gaps and devise strategies to create intervention enablement, such as skills and process training
• Lead the onboarding live and virtual content audit quarterly to ensure our onboarding program so content is always up to date
• Create practical exercises for hands-on learning during sessions to ensure comprehension
• Partner with curriculum sales enablement managers to ensure that core content and programs are addressed in ramp program
• Track time-to-productivity and other ramp metrics for new hires
• Inform leadership of team’s performance and engagement across the ramp cycle
• Manage a Gong library folder with gold standard calls which can be used in content or have insights extracted for use in sales strategies
• Provide continuous training on MEDDPICC methodologies to support ongoing learning and skill enhancement within the sales team
• This position will require approximately 25-50% travel to our hub office. This candidate will facilitate live training and coaching

You are a good fit if you have:

• 3+ years of experience in sales enablement, sales, or sales leadership
• Experience with MEDDPICC and Command of the Message
• Experience with various systems and tools including Gong, Clari, Salesforce, Claude
• Experience building and iterating on AI-assisted work