Enablement and Conversion Manager, Revenue Operations

Nivoda · Remote - European timezoneRemotomid

En corto

▸Gestiona la formación y conversión de clientes en ventas B2B de diamantes y gemas.
▸Impulsa el rendimiento del equipo con evaluaciones de llamadas, liderazgos semanales y planes de mejora personalizados.
▸Actúa como puente entre marketing, producto y ventas para alinear estrategias y materiales.

Fluent English required for all internal and external communications.

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¿Qué piden?

✓Experiencia en enablement o gestión de conversión en entornos B2B.
✓Capacidad para crear y mantener materiales de formación y documentación actualizada.
✓Habilidad para trabajar con datos, métricas y herramientas de evaluación de llamadas.
✓Conocimiento del proceso de KYC y su impacto en la conversión.
✓Capacidad de coordinar entre equipos de ventas, producto y marketing.
✓Experiencia con herramientas de IA para análisis de transcripciones (ej. Claude).

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Location: Remote in Europe About Nivoda 🚀 Nivoda is a rapidly scaling global B2B diamond and gemstone marketplace connecting jewellery retailers with competitive, high-quality suppliers worldwide. Processing $300M+ in annual transactions and operating across multiple regions, Nivoda is transforming a $350B industry that has historically been slow to modernise. Our platform gives businesses of all sizes, from independent jewellers to major retail chains access to the world's best diamond and gemstone inventory, without the traditional barriers of capital, geography, or information asymmetry. Our Mission 🎯 Diamond and gemstone trading has long been plagued by inefficiency, opacity, and exclusivity. Nivoda was built to change that - to democratise access and empower every business, regardless of size or location, to buy and sell with confidence. Independent jewellers are at the heart of this mission. They deserve the same access to quality, pricing, and selection as the biggest players in the industry. That's exactly what we give them. About the Role 🤔 Conversion is one of the three chokepoints in our revenue organisation. Customers arrive, take the demo, go through KYC, and too many stall before the first purchase, or buy once and never come back. The second purchase is where the product becomes sticky, and getting a merchant there is the hardest 60 days of their life with us. Fixing that takes two things, and this role owns both. Reps who know the product, the pricing and the playbook cold. And a conversion funnel that is measured, scored and coached rather than hoped for. Function one: enablement Training and standards Make sure every rep is up to spec and trained, and keep them there. Own the theoretical onboarding of every new rep, SDR, AE and AM alike: what Nivoda sells, to whom, at what price, and how. Set what "up to spec" means for each role and hold the bar. Documentation and materials Own the product material for every line of business: how it works, who it is for, pricing, take rate and best practice. Keep it current. A rep should never be the last person to find out something changed. The channel to marketing Act as the link between marketing and the front line. Every campaign is known to the reps in advance, socialised at the all-hands before it lands, not discovered from a customer. The channel to product Translate the product roadmap into enablement. You do not decide the roadmap. You turn it into what to sell, to whom, and when. When something ships, the reps already know what it is and how to position it. Function two: conversion Conversion rests on two things, and this role owns both: the call, and the KYC. A brilliant call that dies in KYC converts nothing, and a clean KYC on a badly run call never gets there. Call scoring Build the scoring rubrics with the team managers, so the standard is one both sides recognise. Run transcript review and scoring at volume, using Claude to do it. Send the reports out every week, to everyone. Run a weekly leaderboard: the best calls, the scores, winners and losers, visible to the team. Build a personalised coaching plan for every rep, written down and tracked, not delivered verbally and forgotten. Coach in two directions: with the managers so they can coach their own people, and directly with reps where that is faster. KYC Own the insight generation of what is working and not on the process Hold the accountability of the KYC SLAs, and call it out when they slip. Map the blockers and the escalation paths, and push the fix at the cause rather than the symptom, across sales, product and marketing as needed. Make sure the KYC operators know the rules, and that the rules are written. Train and enable both sides of it: the reps and the operations team. How we will measure it 💻 Conversion through to second purchase at 75% of each new cohort. KYC above 60%, in every geography, not just on the average. Rubric and call scores in place and reported weekly.

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