Senior Manager, Sales Enablement

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

📋 Description

• Report directly to the Chief Revenue Officer (CRO)

• Establish Ent's sales enablement function from the ground up

• Oversee onboarding and ramp-up for Commercial, Enterprise, and Strategic Account Executives, which includes 30/60/90 day plans and certification requirements

• Develop playbooks for commercial hunting, enterprise sales cycles, and partner co-selling

• Provide training to representatives on the threat landscape, budgeting for CISOs, evaluating security products, and conducting discovery conversations with security architects

• Create a Gong-based coaching system that includes call libraries, scorecards, and a review cadence

• Mentor frontline managers on how to implement the coaching process

• Design and update discovery guides, objection-handling resources, competitive battlecards, proof-of-value kits, business-case templates, and support for security questionnaires

• Collaborate with product marketing to develop content for sellers

• Ensure readiness for the launch of product capabilities, pricing modifications, and packaging updates

• Support sales development teams in prospecting, messaging, call frameworks, and ramp planning

• Extend enablement initiatives to channel partners

• Track metrics such as ramp time, quota attainment, quota coverage, stage conversion, win rate, certification pass rates, and content utilization

• Eliminate programs that do not contribute to improved business outcomes

• Educate representatives on utilizing AI for research, preparation, follow-up, and self-assessment

• Leverage AI to create and customize enablement resources more efficiently

⛳️ Requirements

• Minimum of 5 years in sales enablement, sales training, or a player-coach sales position

• Proven experience in managing onboarding and ramp-up for a quota-bearing team

• Familiarity with enabling sellers in the cybersecurity field or similarly technical enterprise software

• Capability to teach the buyer's perspective, rather than just delivering a pitch

• Experience in developing a program from scratch, which includes curriculum, certification, ramp plans, and supporting materials

• Strong facilitation skills with quota-carrying sales professionals

• Ability to demonstrate changes in behavior post-training

• Experience in coaching on conversation intelligence tools such as Gong or similar

• Proficiency in creating scorecards and establishing a call review process

• Experience in enabling both frontline managers and sales representatives

• Ability to measure business outcomes including ramp time, attainment rates, win rates, and conversion metrics

• Hands-on experience with AI tools, with clear applications in enablement content, role-playing, call analysis, or self-service support for representatives

• Willingness to engage in deal reviews and listen to recorded calls

• Preference for candidates located on the East Coast

• Bonus: personal experience in carrying a sales quota

• Bonus: served as the first enablement hire at a company transitioning from early traction to scale

• Bonus: enabled multiple market segments, including commercial and enterprise

• Bonus: managed channel or partner enablement initiatives

• Bonus: implemented a sales methodology

• Bonus: worked closely with product marketing teams

🏝️ Benefits

• Each team member is granted significant equity in addition to their salary

• Ent covers 90% of medical, dental, and vision insurance costs

• Ent pays for 75% of medical, dental, and vision costs for dependents

• Flexible paid time off (PTO)

• 12 weeks of fully paid maternity leave for birth, adoption, or foster care

• 8 weeks of fully paid paternity leave

• $100 monthly lifestyle stipend to be used for fitness, wellness, education, and more

• $500 home office allowance for remote employees upon joining

• Opportunity to work in a distributed and remote environment across North America