Head of Revenue Enablement

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

📋 Description

• Design and manage the onboarding and ramp program for AEs, SEs, Partner Managers, and CSMs, aimed at reducing time-to-productivity by 25–35% compared to current benchmarks.

• Take ownership of the 30/60/90 ramp curriculum: Foundation → Absorb → Apply → Graduate, incorporating measurable milestones at each phase (Foundation Cert, Persona Cert, Demo Cert, Graduation Cert).

• Implement the certification framework — at Zenity, certification is achieved through the application of behavior in real customer interactions multiple times, rather than simply passing a quiz; you will establish the criteria, required evidence, and timeline.

• Facilitate quarterly recertification cycles for the entire field to ensure that messaging, use cases, market knowledge, and competitive positioning remain sharp.

• Manage the comprehensive library of content for customer-facing and partner-facing materials — including pitch decks, battlecards, use-case scenarios, discovery tools, objection handlers, customer stories, demo scripts, tech-win libraries, RFI/RFP templates, and partner co-sell resources.

• Operate content as a system: every asset will have a designated owner, a refresh schedule, and an expiration date; outdated content will be retired rather than reissued.

• Maintain cross-functional service-level agreements with PMM, Product, Customer Marketing, CS, and OCTO to ensure the content engine operates smoothly — even when market dynamics outpace the content development cycle.

• Deliver content rapidly — a sharp version 1 in 48 hours is preferable to a refined version 3 in three weeks; you will establish the benchmark for quick delivery and open revisions.

• Oversee the GTM technology stack from the perspectives of adoption and effectiveness — including Gong, HubSpot, and any AI tools we implement.

• Define optimal usage standards, monitor them, provide coaching, and phase out tools that fail to justify their existence.

• Ensure that every tool used by customer-facing representatives enhances their efficiency — never slows them down.

• Collaborate with the AI GTM team to create and manage the Zenity Knowledge Engine — an AI-driven repository where all enablement materials, content, and competitive insights are instantly accessible in real-time during deals, precisely when needed.

• Establish the agent-led enablement framework: Account, Call Prep, Battlecard, Story, Win/Loss, Forecast Risk, Demo Recommender, and Audible Coach — replacing the conventional LMS.

• Manage the weekly, monthly, and quarterly enablement schedule — including Audible Drills, Win Plan reviews, Win/Loss Labs, Deep Dives, Roadmap Briefings, Manager Forums, and QBR Sales Excellence Reviews.

• Create layered and coherent learning journeys — daily nudges, weekly drills, monthly deep dives, quarterly recertifications — ensuring representatives absorb the right knowledge in the appropriate format at the right time.

• Mentor the coaches; the Manager Forum will be under your direction; RDs will share responsibility for behavior change rather than being passive participants.

⛳️ Requirements

• Experience in building and scaling a revenue or sales enablement function within a high-growth tech startup — preferably from Series B onwards through later-stage expansion.

• Knowledge of the cybersecurity industry — you understand the buyer personas (CISO, security architect, AppSec, GRC, IT, AppDev, LOB), the sales process, and the competitive landscape; experience in AI security or related emerging categories is a significant advantage.

• Proficient in Command of the Message and MEDDPICC — you have implemented both frameworks, coached managers to effectively utilize them, and measured the resultant behavior changes.

• Comprehensive experience managing the entire customer journey — both pre-sale and post-sale — in developing enablement programs for AEs, SEs, CSMs, and partner teams.

• Proven track record of leading cross-functional collaborations with Product Marketing, Product, RevOps, Customer Marketing, and Customer Success — and holding these partners accountable to service-level agreements, not just aspirations.

🏝️ Benefits

• Equity

• Performance-based incentives linked to productivity and revenue outcomes