About this role
Role Description
The Director of Sales Enablement will drive revenue growth by designing and running targeted enablement programs that measurably improve seller performance. This role uses data and field insights to identify performance gaps, optimize sales motions, and deliver training, content, and programs that help sellers execute against business priorities. The Director leads a cross-functional enablement team and partners closely with Sales, RevOps, Product, and Marketing to ensure programs are tightly aligned to revenue targets and deliver provable impact. They will report directly to the Head of Revenue Operations.
Enablement is the bridge between strategy and seller execution and ensures:
• The field knows what to do, when to do it, and how to do it well
• Sales priorities translate into consistent behaviors across segments/regions
• Leaders have visibility into what’s working, what’s not, and what to change
Responsibilities
Core Responsibilities
• Program Leadership: Design and deliver global enablement programs that drive measurable revenue impact, tailored to regional and cultural nuances
• Insights & Analytics: Leverage performance data to diagnose gaps, identify root causes, and prioritize high-impact interventions
• Training & Content Strategy: Develop role-based training and assets aligned to field needs and business priorities
• Cross-Functional Alignment: Partner with Sales, RevOps, and executive leadership to align enablement with revenue goals and strategic initiatives
• Impact & Optimization: Track adoption and outcomes; continuously refine strategy, messaging, and delivery to maximize effectiveness
Core Programs
• New Hire Ramp: Structured onboarding, time-to-productivity plans, certification, and manager reinforcement
• Sales Process & ROEs: Define, document, and scale sales processes and rules of engagement in partnership with Sales and RevOps
• Field Enablement (Multi-Role): Deliver role-specific onboarding, plays, and reinforcement across Sales, Channel, Solutions, and Customer Success—aligned to a unified GTM motio n
• Playbooks: Translate priority motions (new logo, expansion, vertical, competitive) into clear, actionable playbooks with defined stages, exit criteria, roles, tooling signals, and required assets
• Launch Readiness: Drive field readiness for product, pricing, and packaging updates (talk tracks, discovery guides, objection handling, FAQs)
• Skills & Methodology: Embed consistent selling disciplines (discovery, value selling, SPICED or equivalent, negotiation, mutual action plans, forecasting)
• AI and Agent assist: ID where to best leverage AI to scale enablement programs and increase time to information and reduce time out of the field.
• Manager Enablement: Equip frontline leaders with coaching frameworks, scorecards, and inspection rhythms
• Reinforcement & Communications: Sustain behavior change through recurring learnin