Director, Global Sales Enablement

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, Revenue Operations, 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 and rules of engagement: Define, document, and scale sales processes and rules of engagement in partnership with Sales and Revenue Operations.
• Field enablement: Deliver role-specific onboarding, plays, and reinforcement across Sales, Channel, Solutions, and Customer Success, aligned to a unified go-to-market motion.
• Playbooks: Translate priority motions—including new logo, expansion, vertical, and competitive motions—into actionable playbooks with defined stages, exit criteria, roles, tooling signals, and required assets.
• Launch readiness: Drive field readiness for product, pricing, and packaging updates through talk tracks, discovery guides, objection handling, and FAQs.
• Skills and methodology: Embed consistent selling disciplines, including discovery, value selling, SPICED or equivalent methodologies, negotiation, mutual action plans, and forecasting.
• AI and agent assist: Identify opportunities to leverage AI to scale enablement programs, increase time to information, and reduce time out of the field.
• Manager enablement: Equip frontline leaders with coaching frameworks, scorecards, and inspection rhythms.
• Reinforcement and communications: Sustain behavior change through recurring learning, office hours, certification refreshers, and structured field communications.

Requirements

• Strong program leadership and change management experience in a revenue organization across both PLG and SLG environments.
• Analytical mindset and comfort diagnosing performance issues with data.
• Ability to influence with or without authority.
• Excellent communication and content judgment, with the ability to simplify and drive adoption.
• Operational rigor, including the ability to prioritize, say no, and run repeatable processes.
• Familiarity with enablement tools such as Gong and Highspot, as well as emerging AI technology.
• Player-coach mindset, developing a team while driving outcomes.

Preferred Qualifications

• Scaled enablement leadership for a multi-segment and/or global sales organization, including programs that work across regions.
• Experience establishing intake and prioritization, governance, and program management discipline.
• Familiarity with enterprise and commercial go-to-market motions, including PLG-to-sales-assisted handoffs where relevant.
• Demonstrated ability to connect enablement to measurable outcomes and influence Revenue Operations instrumentation.
• Track record of driving adoption through managers and leadership systems, not just content delivery.

Compensation

• US Zone 2: $208,800–$282,600 USD
• US Zone 3: $185,600–$251,200 USD