Head of Segment Enablement, Revenue Enablement

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

📋 Description

• Establish the strategy for segment enablement.

• Develop annual and quarterly enablement plans tailored for each segment and region.

• Convert company priorities into specific behaviors and plays for each segment.

• Implement a capacity-based planning and intake model with defined priorities, service levels, and decision rights.

• Lead and expand a team of segment enablement leaders.

• Set goals, standards, operating rhythms, bench strength, and succession plans for the team.

• Recruit, mentor, and retain top-tier talent.

• Direct the team towards addressing high-leverage business challenges.

• Integrate the Force Management methodology, including Command of the Message, MEDDPICC, and the Value Framework, into onboarding, certifications, deal reviews, and manager coaching.

• Establish standards for discovery, value articulation, executive alignment, and mutual action planning.

• Provide sales managers with scorecards and deal-coaching resources.

• Incorporate selling best practices into CRM, conversation intelligence, content platforms, forecast, and pipeline workflows.

• Collaborate with Enablement Programs, Product Marketing, Sales, Solutions Engineering, Customer Success, and Partners.

• Develop frontline manager development paths based on real deals, peer learning, and executive sponsorship.

• Measure manager behavior as a key indicator of enablement adoption.

• Monitor leading indicators throughout the customer lifecycle, from ramp to expansion and renewal.

• Integrate insights from lost deals, churn, renewals, and customer health into plays, qualification, and coaching.

• Assess programs based on business impact and make decisions on scaling, fixing, or discontinuing them.

• Define requirements for AI-driven, personalized just-in-time coaching and practice.

• Establish baseline skills assessments, proficiency levels, skill gaps, practice, coaching, content, and manager actions.

• Identify signals driving recommendations, including assessments, call behavior, pipeline and opportunity data, customer health, and account context.

• Pilot AI-enabled enablement in one or two segments and scale successful approaches.

• Partner with Enablement Operations, Revenue Operations, Data, and AI teams.

• Set governance for content quality, data definitions, model feedback, privacy, and adoption.

⛳️ Requirements

• 8+ years of experience in revenue enablement, sales leadership, or sales productivity within a rapidly growing B2B SaaS environment, particularly with complex technical or security/data infrastructure solutions.

• Over 3 years of experience managing enablement teams, including overseeing leads or managers.

• Proven track record of developing enablement strategies for multiple segments or regions concurrently.

• Hands-on experience implementing a value-based sales methodology.

• Familiarity with Force Management (Command of the Message, MEDDPICC) is highly preferred.

• Demonstrated ability to link enablement efforts to measurable business outcomes such as ramp time, pipeline conversion, win rate, and ARR, utilizing CRM and revenue analytics.

• Experience in creating frontline manager coaching programs that effectively changed manager behavior.

• Established credibility with senior sales leaders and the executive presence to prioritize, push back, and make tough decisions.

• Experience facilitating a transition from single-product to multi-product or platform selling is advantageous.

• Experience enabling partner/channel, public sector, or sales development teams is a plus.

• Background in designing skills assessments, certifications, or competency models is beneficial.

• Familiarity with conversation intelligence, sales content platforms, and AI-driven coaching or practice tools is a bonus.

• Previous experience as a quota-carrying seller, sales manager, or sales engineer is advantageous.

• Flexibility to occasionally perform tasks outside of standard working hours may be required.

🏝️ Benefits

• Health insurance

• Dental insurance

• Vision insurance

• Short-term disability insurance

• Life insurance

• Paid holidays

• Paid time off

• Fertility treatment benefit

• 401(k)

• Equity

• Incentive compensation (commission) for sales and some sales-adjacent roles

• Cribl Corporate Bonus Program for other roles

• Remote-first work arrangement

• Global, collaborative work environment