Head of Enablement

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

📋 Description

• Manage the entire enablement lifecycle at Reco, starting from discovery to technical validation, adoption, renewal, and expansion.

• Gather and organize institutional knowledge through win/loss analyses, deal breakdowns, curation of call libraries, ride-alongs, and expert interviews.

• Develop versioned, easily accessible content with designated owners and scheduled refreshes.

• Create in-depth product enablement covering Reco's architecture, application coverage, SaaS and identity frameworks, OAuth, integration risks, AI agent/MCP exposure, and compliance standards.

• Take charge of demo certifications, hands-on labs, and readiness for releases.

• Develop sales and go-to-market playbooks that address discovery, qualification, multi-threading, handling objections, and closing strategies.

• Implement the MEDDPICC methodology and provide coaching to managers.

• Oversee POV enablement, commercial enablement, competitive enablement, pricing strategies, packaging, business case development, deal structuring, margin management, discounting, and negotiation processes.

• Create role-specific onboarding programs with certification milestones at the 30/60/90-day marks.

• Design post-sale strategies focused on time-to-value, adoption, executive business reviews, renewal defense, and expansion opportunities.

• Provide coaching based on actual calls and prepare frontline managers for one-on-ones, pipeline evaluations, and deal inspections.

• Manage the enablement stack, instrument the function, and leverage AI-powered personalized paths and coaching.

⛳️ Requirements

• Over 8 years of experience in go-to-market (GTM) or revenue enablement, including the establishment of a function from the ground up in a high-growth B2B SaaS environment.

• Proven experience in enabling Account Executives (AEs), Sales Engineers (SEs), Business Development Representatives (BDRs), and Customer Success Managers (CSMs).

• Strong technical understanding of SaaS and identity architectures, cloud security, and AI/agent-based risks.

• Security expertise is highly preferred.

• Experience in creating and managing structured enablement content derived from subject-matter expertise.

• Familiarity with influencing behavior through MEDDPICC, Command of the Message, or Challenger methodologies.

• Comfortable taking ownership of pricing strategies, business case development, discounting, and negotiation enablement.

• Metrics-focused program management capabilities with established baselines, designated owners, timelines, and follow-through processes.

• A builder mindset dedicated to advancing deals.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible working arrangements to support work-life balance.

• Engaging company culture with a focus on innovation and teamwork.