Jocelyn Pena

About Jocelyn Pena

I build and scale revenue enablement programs that drive measurable impact across the go-to-market organization.Over the course of my career, I have designed, launched, and operationalized Sales and Revenue Enablement functions from the ground up across multiple organizations, partnering closely with executive leadership to align enablement strategy with company growth objectives. My work focuses on improving sales productivity, reducing ramp time, bolstering pipelines, and equipping GTM teams with the skills, tools, and methodologies required to win in competitive SaaS markets.With deep experience in B2B SaaS sales, sales leadership, and organizational development, I create enablement ecosystems that support the entire revenue lifecycle—from onboarding and certification programs to ongoing skill development, coaching frameworks, and manager enablement. My approach combines modern learning design, AI-driven tools, and proven sales methodologies to drive adoption, consistency, and performance across sales and customer-facing teams.I have built and delivered programs that include:• New hire onboarding for SDRs, AEs, CSMs, and technical sales roles • Sales methodology implementation (MEDDPICC, Challenger)• Sales Process skills training: Discovery, Negotiation, Storytelling• Manager enablement and coaching frameworks• Sales playbooks and certification programs• Sales technology adoption (Salesforce, Gong, LMS platforms, Zoominfo)• Cross-functional enablement across Sales, SEs, Customer Success, and ImplementationI work closely with Sales, Product, Marketing, RevOps, and Executive leadership to ensure enablement initiatives directly support pipeline growth, revenue targets, and long-term GTM strategy. My goal is always the same: build high-performing, confident revenue teams equipped with the right message, tools, and skills to consistently win.Programs I\'ve built have resulted in • Ramp times reduced by 1-6 months• YOY revenue growth and surpassing sales goals for 7 years straight (since 2019)• Reduced sales turnover by 49%My background spans SaaS and technology, media and marketing, hospitality, commercial construction, logistics, and small business development. I have also led organizational development initiatives, including enterprise programs focused on leadership development and inclusive workplace culture.I hold a Bachelor of Science from the University of Illinois at Urbana-Champaign, along with certifications in emerging AI technologies and their application to modern sales and enablement strategies.

Experience

1. Senior Sales Enablement Manager

   EasyPost

   Jul 2024 — Present · US

   Spearheaded the development and implementation of comprehensive onboarding and training programs for Sales and Customer Success teams, collaborating with senior revenue leaders- Designed high-impact learning content in partnership with cross-functional leaders and key external vendors (Outreach, Zoominfo, Salesforce)- Introduced MEDDPICC methodology and conducted selling clinics focused on the sales process, qualification, discovery, storytelling, objection handling, and creating urgency- Championed the acquisition and deployment of critical enablement technologies, including an LMS and GONG for call recording and deal review- Led major cross-functional enablement initiatives, including role-specific new hire onboarding, two successful Sales Kick Offs, and the development of distinct sales processes for Enterprise and Commercial AE teams- Optimized the SDR to Implementation handoff process- Architected and delivered GTM approaches and training for multiple product lines- Established an Enablement Council to gather frontline feedback, significantly enhancing program effectiveness- Leveraged AI for best practice analysis to create targeted Sales Playbooks for each team.

Education

• University of Illinois Urbana-Champaign

  Bachelor of Science (B.S.), Chemistry

  1984 — 1988

• University of Illinois Urbana-Champaign

  Bachelor of Science - BS, Chemistry

Skills

• Press Releases
• Digital Media
• Social Networking
• Ppc
• Sem
• Search Engine Marketing (Sem)
• Event Planning
• Direct Marketing
• Advertising Sales
• Mobile Advertising
• Public Relations
• Email Marketing
• Media Planning
• Newspapers
• Integrated Marketing
• New Media
• Marketing Communications
• Facebook
• Blogging
• Lead Generation
• Social Media
• Market Research
• Management
• Media Buying
• Copywriting
• Mobile Marketing
• SEO
• Pay Per Click (Ppc)
• Sales
• Online Advertising
• Advertising
• Website Development
• Marketing
• Newsletters
• Online Marketing
• Google Adwords
• Social Media Marketing
• Digital Strategy
• Business Development
• Marketing Strategy