Director, Sales Enablement

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the sales enablement function from start to finish, encompassing onboarding, ramp-up, continuous skills enhancement, sales methodology, and measurement.

• Develop an AI-first enablement strategy leveraging Sanity AI capabilities.

• Create real-time, context-aware agents that provide buyer content, objection-handling scripts, and competitive insights within seller workflows.

• Identify capability gaps within the Sales organization and prioritize enablement requirements.

• Collaborate with Sales leadership and utilize performance data to establish quarterly enablement roadmaps.

• Manage the onboarding and ramp-up of new hires from their first day through their initial pipeline and closed deals.

• Design milestone-based ramp plans with certification criteria and measures of seller readiness.

• Develop automated and scalable enablement programs.

• Oversee reinforcement, certification, refreshes, product launches, pricing adjustments, and process rollouts.

• Maintain playbooks, battlecards, and dialogue tracks tailored for technical buyers.

• Collaborate with Product Marketing and Product teams to align enablement with messaging and product strategies.

• Take charge of MEDDPICC adoption, qualification framework implementation, stage definitions, deal inspections, and win/loss processes.

• Create coaching guides, call review frameworks, and toolkits for managers.

• Define enablement metrics such as ramp time, win rate, quota attainment, and pipeline generation.

• Work with RevOps to build reporting and assess seller performance outcomes.

• Lead and nurture a small team focused on instructional design, outbound enablement, and technical enablement.

⛳️ Requirements

• Residing in North America or Europe.

• 8+ years of experience in sales or revenue enablement within a B2B SaaS company.

• 3+ years of experience leading an enablement team.

• Direct experience in building AI workflows and agents to automate and reduce manual tasks, showcasing efficiency outcomes.

• Hands-on experience with Gong and utilizing AI workflows based on Gong data.

• Experience in establishing an enablement function rather than merely managing existing programs.

• Strong facilitation skills for bootcamps, skills workshops, and deal reviews.

• Proficient in a qualification framework such as MEDDPICC and Command of the Message.

• Capability to utilize performance data and connect programs to measurable results.

• Practical experience with LMS, content management, conversation intelligence tools like Gong, and Salesforce.

• Proven experience in collaborating with Sales leadership and addressing requests when data suggests an alternative assessment.

• A successful history of enhancing ramp time, win rate, and quota attainment.

• Bonus: experience in enabling teams that sell to developers or technical buyers.

• Bonus: previous experience carrying a quota.

🏝️ Benefits

• Comprehensive health plans and additional perks.

• Support for a healthy work-life balance accommodating individual and family needs.

• Competitive stock options program.

• Salary adjusted based on location.

• A positive, flexible, and trust-based work environment.

• Opportunities for professional and personal growth.

• A highly-skilled, inspiring, and supportive team.

• Diverse global colleagues and customers from multiple cultures.