To wrap up last year, we highlighted the top enablement professionals that we believe need to be on your radar as we headed into the new year.
Now that 2022 is well and truly underway, we want to shine a light on these fantastic Ones to Watch again so that you can follow them, connect with them, and learn from them if you aren’t already!
For the full list, download the full report here:
Co-founder and Head of Training and Enablement at Flow State
As Co-Founder and Head of Enablement for Flow State Sales, Aaron has created a new category called Sales Enablement as a Service. This is designed to give customers the expertise and bandwidth to scale, develop and achieve sales excellence.
Aaron has 14 years of sales enablement, coaching and hands-on training experience in both multinational, corporate and start-up business environments across EMEA, US, LATAM and APAC.
He successfully led sales transformations in several verticals, including taking an HR tech business to IPO in 2014.
Additionally, he’s a qualified coach and practitioner of NLP and Neuro-Semantics, and is a passionate SaaS sales enablement leader, guest speaker and mentor who has proudly developed thousands of sales managers and professionals globally.
Aaron specializes in highly-immersive, bespoke B2B sales training and coaching experiences, which not only teaches advanced skills and techniques, but help participants better challenge their own beliefs and assumptions to create new self-learning pathways.
Senior Manager for Productivity at LevelJump (a Salesforce company)
Adriana is an engineer that became a seller, that became an enabler. Her passion has always been in process optimization and helping others.
Having been born and raised in Caracas, Venezuela, she took a leap of faith and left the life she knew for the adventure of immigration. She moved to Canada in 2006 and is grateful to the opportunities that Canada has given her. Passionate as she is for data, she joined the trailblazing enablement tech company LevelJump in 2020, after being a happy customer for over a year.
Here, she not only enabled a team of BDRs and AEs, but also created content to help other enablers in their quest for better processes. LevelJump was acquired by Salesforce in the fall of 2021, where Adriana joined the enablement strategy and innovation team to continue
Head of Revenue Operations and Enablement at Andela
Carly has been in the training and enablement industry for 8 years and is currently the Head of RevOps & Enablement at Andela.
She specializes in new hire onboarding programmes and micro-learning strategies with an aim to get salespeople the information they need without distracting them from bringing in revenue.
On top of her great work at Andela, Carly is always sharing her knowledge and expertise with the wider enablement community.
She’s a familiar face at SEC, and recently participated in SEC’s ‘Let’s Talk Enablement’ series centered around onboarding, as well as our first in-person Sales Enablement Summit in London since 2019.
It doesn’t stop there, as she’s also the co-host of the wonderful ‘The Enablement Brew’ podcast, where each episode covers a key enablement topic.
CEO and Co-founder of Saleshood
Elay Cohen is the CEO and Co-founder of SalesHood, a sales enablement platform. He is the former Senior VP of Sales Productivity at Salesforce.
Elay was recognized as the “2011 Top Executive” by Marc Benioff and credited for creating and executing all of Salesforce’s sales training and coaching programs that accelerated its growth from a 500 million-dollar business to an enterprise worth more than 3 billion dollars. The innovative sales training and support delivered over these years by Elay’s team to thousands of sales professionals resulted in unprecedented hypergrowth.
Elay authored the books ‘Enablement Mastery: Grow Your Business Faster by Aligning Your People, Processes, and Priorities’ (2019) and ‘SalesHood: How Winning Sales Managers Inspire Sales Teams To Succeed.’ (2014)
Elay is a thought leader in the discipline of sales management and is sought after by the most successful CEOs. He is also recognized as a top innovative ‘Mover and Shaker’ in sales leadership
Senior Manager for Sales Enablement at PandaDoc
Gail Behun is a high-performance sales enablement leader experienced in all facets of strategy, planning and program development.
As the Director of Sales Enablement at PandaDoc, Gail focuses on cutting through the clutter and providing agile enablement for a company in rocket ship growth mode.
The PandaDoc enablement function focuses on sales readiness and empowerment, powerhouse outbound strategies to drive NBD, career progression, manager excellence, metrics that matter, and key leadership in company ERG for Women
Prior to joining PandaDoc, Gail held leadership roles in rapidly growing SaaS companies across the spectrum. She brings a deep understanding of sales and marketing roles, process, methodology and business practices, along with comprehensive employee learning and development techniques.
Leading global teams to increase productivity, profitability and stakeholder value, she achieves results that are dramatic while always keeping an eye on scalability and repeatability, Gail connects the dots in powerful and innovative ways by pioneering new enablement, learning, sales and operational initiatives.
Building positive employment cultures and coaching top performers from onboarding to leadership is Gail’s passion.
Sales Enablement and Skills Transformation EMEA at IBM
Georgia is an international enablement and learning leader with a passion for innovation and inclusion. Georgia is delivering sales enablement programs and transforming skills for IBM across Europe, the Middle East and Africa.
The innovative learning experiences and results delivered during the pandemic received accolades including 2021 awards for SEC Sales Enablement Innovation of the Year, a Stevie Award for Sales Enablement Program of the Year, and an Internal Business Award for Innovator of the Year.
Georgia’s experience has been gained working in the technology industry across the very different contexts of Australia, Europe Africa and the Middle East.
When she’s not working, Georgia enjoys playing superheroes with her sons or hiding from them trying to sneak in some yoga.
EMEA Enablement at ServiceNow
Georgina is an enablement leader with a wealth of experience and expertise. Currently at ServiceNow working on enablement in the EMEA region, she previously held multiple enablement roles at Salesforce and has been coaching and supporting sales reps for over a decade.
With a deep understanding of sales enablement, operations, and management, Georgina consistently provides meaningful, actionable insights to sales reps through her coaching and support and is lauded by her colleagues for her passion for learning and ability to lead teams in a professional and conscientious manner.
Not only is Georgina a consummate professional in the workplace, but her passion means that she’s always willing to share her wisdom with the wider sales enablement community.
Georgina recently contributed to The Irish Times, Ireland’s leading broadsheet newspaper, sharing her insights and perspectives on the hybrid working environment.
Chief Revenue Officer at Mindtickle
As Chief Revenue Officer, Jeff Santelices leads the world-class, global sales and sales operations teams that are driving exponential growth at Mindtickle.
Jeff brings more than 20 years of experience in building customer-focused organizations that increase revenue, deliver on customer promises, and build brand value.
Prior to Mindtickle, Jeff was Chief Strategy & Delivery Officer at Apttus, where he was responsible for managing a team of more than 800 resources responsible for global Strategic Sales, Professional Services, Support, Training and Customer Success.
Before Apttus, Jeff served in many executive sales leadership roles including Webroot, TrackVia, Hyperic, and Corio.
Jeff has also held management roles at Oracle and A.T. Kearney. Jeff earned an MBA and Bachelors of Arts degree from Northwestern University
Director for Global Sales Enablement at UserZoom
Kunal has over 20 years of experience in helping high-growth SaaS and tech companies such as SuccessFactors, Taulia and HighRadius transform into tech unicorns, in addition to his involvement with multinational giants such as SAP. 13 of those years have been focused on driving revenue growth through the enablement of sales teams and channel partners.
Kunal is no stranger to the SEC spotlight, most recently having spoken at our in-person Sales Enablement Summit in London about one of the most powerful sales enablement metrics: sales velocity.
Kunal is a strong leader and garners praise wherever he goes. He leads by example and passes on his ambitious spirit to his teams.
Head of Revenue Operations at Buildots
Leore is a bilingual professional with 10+ years of experience driving revenue growth, utilizing keen team leadership, business development, operations, and project management skills.
Recognized for demonstrating a natural aptitude for strategic planning and process improvement, she has a verifiable history of contributing directly to company expansion throughout her career.
Currently, Leore is the Head of Revenue Operations with Buildots. Directing cross functional teams and leadership, she oversees the development and implementation of strategies that enhance operational efficiency, employee productivity, team cohesion, and organizational profitability.
She co-founded the first Israeli professional community of operations leaders, named ‘The Optimizers’. The community members hold executive, junior, or managerial positions related to revenue, marketing, sales, customer success, finance, product, and R&D operations.
Sales Enablement Lead at ReachDesk
Malvina is a sales enablement leader with a 10 year history of working in the financial services Industry. She is currently a Sales EnablementLead at a fast growth scale-up, Reachdesk.
She is passionate about sales enablement, believing in the core values of staying human in the world of sales. Malvina hosts the ‘stayhuman’podcast which focuses on demystifying theworld of sales, and what it means to be a ‘great’ salesperson.
Her involvement doesn’t just stop at one podcast, she is also the co-host of ‘The Enablement Brew’, alongside another SEC One to watch for 2022 Carly Lehner. ‘The Enablement Brew’ is a miniseries dedicated to all things enablement.
Sales Enablement Director at Allego
Mary Charles is the Sales Enablement Director at Allego with over twenty years of experience in the software industry.
Mary specializes in leveraging innovative learning techniques and tools to enable and train global software sales teams to achieve revenue objectives in a fastpaced, competitive environment. Previously, she held roles at AT&T, Unica (acquired by IBM in 2010), and Salesforce.
Mary originally studied early childhood education and planned to be a teacher, but accidentally ended up in a sales role. She realized that her true passion was seeing others succeed and helping them to learn, so she stayed in sales enablement.
She also loves being able to collaborate with others frequently in her role, and being able to easily measure success by seeing proven sales outcomes.
Revenue Enablement Manager at Lunchbox
Matt was born and raised in Nebraska, which is where he found his passion for sales.
Over the course of 12 years of sales and (some) marketing experience, he found his passion for enablement, working closely with leaders forming strategic plans for rapid growth and development.
His biggest passion in enablement work is with manager enablement, which focuses on coaching and conversation intelligence.
Matt’s no stranger to being highlighted as a top enablement professional, having been featured as one of SEC’s top influencers for 2020.
Revenue Velocity and Enablement at Zscaler
With a background in hospitality sales, Megan started her career wanting to help people.
She eventually decided to move into tech sales and started at Zscaler as a Sales Development Rep, which soon enough presented the opportunity to help onboard other SDRs on the side as the organization grew.
This awakened a love for enablement before she knew enablement was a career option, and eventually she was able to move into sales enablement full-time. In her role today, she optimizes net-new & upsell sales funnels for the global go-to-market sales organization of 900+ by leveraging key velocity drivers.
For Megan, it all comes back to helping people. She now gets to challenge the status quo, think outside of the box and help people crush their goals.
CEO & Founder of Syncari
Nick is CEO and founder of Syncari, a data automation platform. Nick is an ambitious and talented leader with a keen sense of understanding of the sales industry and its landscape.
What makes Nick special is that he doesn’t keep his knowledge to himself. He is always willing and able to share what he’s learned throughout his career.
With experience as a CTO, in product, in operations, and much more, it’s no wonder that Nick has a wealth of knowledge to impart on the community.
Most recently, Nick was part of SEC’s exciting Revenue Acceleration Festival, where he walked us through the RevOps roadmap, and how to bring order to your chaotic data.
Head of Enablement at Melio
Petek is a global enablement professional who bridges the gap between business strategy, and customer outcomes to drive revenue at Melio. Petek is a global enablement professional who bridges the gap between business strategy, and customer outcomes to drive revenue at Melio.
Her focus is on implementing enablement strategies and programs for the sustainable growth of multi-million global SaaS companies such as Zoom Video Communications, Fivetran and Melio.
Some highlights of her career include programs that resulted in over 4000 employees onboarding and IPO support at Zoom, and driving $11M ARR to $63M ARR in less than a year.
Her GTM background and revenue motion expertise is key to driving individuals to full productivity by aligning the business strategy, company OKRs to intelligently designed datadriven programs that deliver business results.
She leads companies to quickly grow revenue engines with scalable and effective enablement.
Petek often shares knowledge and insights with the enablement community, having spoken at SEC’s flagship Sales Enablement Festival, and being involved with Women in Sales Enablement. Her motto is: Simplify, standardize, and scale!
Director of Sales Enablement and Organizational Culture in APAC at Oracle
Pooja is the Director of Sales Enablement and Organizational Culture for Oracle’s Business Development team in Japan and Asia Pacific.
She stumbled into sales enablement accidentally and has stayed in the profession for the last 15 years, simply because she loves it. Pooja has worked with IBM & Oracle, across the sales ecosystem, enabling high performing sales teams.
She is focused on driving business results using transformative enablement strategies.
Pooja is also a coach and is always looking for opportunities to learn and collaborate for growth. She is always willing to share her knowledge and expertise, and has presented to the SEC community in the past.
Senior Director for Global Sales Enablement at RingCentral
In Sarah’s professional life she currently works for RingCentral, advising senior leadership on the strategic direction of sales enablement, which is focused on driving business results.
Her role relies on building and maintaining cross-functional relationships to develop, deploy and manage everything that needs to be communicated to the RingCentral customer facing teams.
From running product roundtables to rolling out CPQ to managing how RingCentral structures their partner outreach programs; her team drives everything impacting the pre-sales customer journey.
Before RingCentral Sarah ran field enablement at Gartner after growing up in sales & sales management at companies like Atlantic Media, TrackMaven and Vorsight.
Head of Digital Sales Enablement Adoption at Cisco
Steffaney Zohrabyan, is an award winning Digital Transformation Leader with several years of experience creating sales enablement strategies, performance improvement programs, and digital transformation initiatives for companies such as LendingClub, Robert Half, Sprinklr, T-Mobile for Business and has recently joined Cisco as as the Head of Digital Sales Enablement Adoption.
She is the host and producer of the first Digital Adoption LinkedIn Series: The Digital Adopter.
When Steffaney isn't strategizing change management or digital transformation efforts, she can be found dressing up and hosting tea parties for her three daughters, or trying to convince her husband to travel the world with her!
Steffaney spoke at the Sales Enablement Festival in May 2021, about the exciting possibilities that come with gamifying training and creating frictionless workflows across the tech stack.
Thomas K. Cheriyan
Senior Director of Learning and Development (Sales Enablement) at OwnBackup
Thomas (also known as Tom) currently serves as the Senior Director of Learning and Development at OwnBackup.
Due to his massive success previously running and being focused solely on sales enablement, he is now responsible for the enablement and success of every associate and function globally within OwnBackup.
Tom also serves as an Adjunct Professor within The City College of New York and is a proud father of two girls. He brings to the table a culmination of experiences having worked at notable firms including Gartner, Yelp, and Simplilearn just to name a few.
Tom is well-known in our community. He’s frequently active in the SEC Slack community sharing his knowledge, is a regular speaker at our festivals, and most recently he participated in SEC’s ‘Let’s Talk Enablement’ series.
Senior Director of Revenue Enablement at Outreach
Whitney currently serves as Senior Director of Revenue Enablement at Outreach.io.
She is an accomplished enablement leader with extensive experience in learning gap analysis, curriculum design and implementation, professional development consulting, project management and process improvement initiatives.
Her passion has been working with revenue teams as she believes there is nothing more gratifying than seeing tangible business results impacted by enablement initiatives.
Whitney is hailed by her colleagues as a visionary and a manager who provides insight and direction that leads revenue teams to great success.
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