Senior Sales Trainer

About the role

Billtrust is seeking a Senior Sales Trainer to own and elevate how our Go-To-Market teams learn, adopt, and execute. You'll serve as an enablement partner to New Logo Sales, Expansion Sales, Business Development, and Pre-Sales - building scalable frameworks, driving GTM tool adoption, and translating complex technology into clear, compelling language sellers actually use.

This role reports to the Director of Sales Enablement and is a foundational hire on a growing team — you'll have real ownership and direct visibility to senior leadership from day one.

What You'll Do

• GTM Tooling & Systems

  • Own the administration, optimization, and adoption strategy for the GTM tech stack - including Mindtickle, Gong, Salesforce, LinkedIn Sales Navigator, and OutreachServe
  • Leverage Gong and Salesforce data to surface coaching insights, track rep behavior change, and demonstrate program ROI to executive stakeholders

• Enablement Program Design & Execution

  • Design and drive onboarding and ever-boarding programs that compress ramp time and build durable skills
  • Build and maintain structured learning paths, certifications, and reinforcement programs tied to MEDDPICC and Billtrust's evolving GTM motion
  • Facilitate high-impact live and virtual training sessions, including in-person onboarding weeks in Nashville

• Content Creation & Field-Ready Assets

  • Develop and maintain a library of high-quality enablement content including training decks, one-pagers, battlecards, and email templates that reps can deploy immediately
  • Translate product updates, competitive shifts, and GTM changes into seller-ready assets on compressed timelines

• Cross-Functional Alignment & Executive Partnership

  • Present enablement strategy, program results, and recommendations with executive-level clarity and confidence
  • Align closely with Product, Marketing, Revenue Operations, and Sales leadership to ensure enablement keeps pace with a rapidly evolving roadmap
  • Drive GTM readiness for product launches, competitive shifts, and methodology changes—often on compressed timelines

• Force Management & Command of the Message

  • Champion and reinforce Force Management principles across GTM teams, ensuring reps can consistently qualify, advance, and close deals using a shared language and framework
  • Embed MEDDPICC rigor into onboarding, deal reviews, and ongoing coaching to strengthen pipeline quality and forecast accuracy

What You'll Bring

• Required 5+ years of experience in sales enablement, revenue enablement, or a related field in a high-growth B2B SaaS environment
• Demonstrated ownership of GTM tooling - you've led the adoption, governance, and optimization of platforms like Mindtickle, Gong, Salesforce, and LinkedIn Sales Navigator, not just used them
• Proven ability to build and maintain CMS/LMS content libraries that stay current, structured, and rep-facing (not just filed away)
• Track record of designing and delivering enablement programs with measurable impact on ramp, pipeline, and win rates
• Strong content creation skills — you can produce polished enablement decks, one-pagers, battlecards, and email templates independently and at pace
• Highly comfortable in ambiguity - you adapt quickly when priorities shift and don't need a fully defined roadmap to move forward
• Familiarity with MEDDPICC or similar enterprise sales methodologies
• Able to quickly develop fluency in a complex B2B payments/AR market
• You operate well with autonomy, build trust quickly across functions, and know how to influence without authority

Preferred / Nice To Have:

• Proficiency with AI tools, including Claude or similar LLMs, to accelerate content creation, personalization, and program design
• Experience enabling teams selling into finance, AR/AP, treasury, or accounting functions
• Experience coming from a larger, structured sales organization and bringing that playbook discipline to a scaling company

Travel Monthly travel to Nashville, TN for in-person onboarding weeks (up to one week at a time), plus periodic travel for Sales Kickoff (SKO) and other key business events