Director of Sales Enablement

Responsibilities

Own Sales Enablement Strategy

• Build and execute a comprehensive enablement strategy tied to revenue priorities, including new-logo acquisition, cross-sell, multi-product adoption, expansion, and seller productivity.
• Translate company strategy into repeatable, measurable sales motions.
• Establish an operating system covering onboarding, ongoing development, product launches, messaging, methodology, certification, competitive intelligence, and manager coaching.

Accelerate Seller Ramp and Productivity

• Redesign onboarding around measurable time-to-productivity milestones.
• Build role-based onboarding and certification for Account Executives, Sales Development, Account Management, Sales Engineering, and Sales Leadership.
• Establish proficiency standards for product knowledge, discovery, positioning, demonstrations, competitive differentiation, objection handling, and commercial execution.
• Use performance data to identify capability gaps and improve enablement programs.

Build a Multi-Product Selling Organization

• Help sellers diagnose broader accounting and finance problems across leases, fixed assets, debt, accruals, prepaids, and future products.
• Build cross-sell and expansion plays for the installed customer base.
• Create discovery frameworks for uncovering adjacent customer needs.
• Equip sellers to communicate both individual product value and broader platform value.
• Develop product bundling, sequencing, and expansion plays.

Own Sales Methodology and Execution Excellence

• Establish and reinforce a common sales methodology.
• Improve discovery, qualification, value articulation, business cases, executive conversations, objection handling, competitive positioning, and deal strategy.
• Partner with sales leadership on pipeline inspection, opportunity coaching, and deal execution.
• Build practical tools for live opportunities.

Lead Product and Competitive Enablement

• Translate new products, capabilities, acquisitions, and AI innovations into field selling motions.
• Build launch enablement for new products.
• Develop competitive intelligence and battlecards.
• Establish feedback loops between the field, customers, Product, and Marketing.

Make AI a Sales Productivity Advantage

• Deploy AI-enabled workflows for account research, call preparation, discovery, follow-up, proposals, competitive analysis, coaching, and opportunity management.
• Build AI into enablement infrastructure and seller workflows.
• Establish standards for responsible and effective AI use.
• Test and scale AI capabilities that improve productivity or revenue performance.

Enable Sales Managers

• Build manager enablement programs for coaching, inspection, feedback, and performance management.
• Give managers frameworks, data, and tools to diagnose performance gaps.
• Establish reinforcement mechanisms within the sales operating cadence.

Requirements

• 8+ years of experience in B2B SaaS sales, sales enablement, revenue enablement, sales leadership, or related go-to-market roles, including significant experience building enablement programs for complex sales organizations.
• 3+ years leading sales or revenue enablement at Director level or equivalent scope.
• Experience enabling a multi-product SaaS sales organization.
• Proven ability to connect enablement programs to measurable revenue performance improvements.
• Experience building onboarding, certification, sales methodology, product enablement, competitive enablement, and manager coaching programs.
• Strong understanding of enterprise and mid-market B2B SaaS sales processes.
• Experience working with CROs, Sales Leaders, Product Marketing, Product, Revenue Operations, and Customer Success.
• Strong analytical skills using funnel, pipeline, conversion, and seller-performance data.
• Strong executive communication skills.
• Experience using AI and automation to improve individual or organizational productivity.
• Builder mentality with the ability to design, test, measure, and scale programs.

Nice-to-Haves

• Experience selling or enabling software for the Office of the CFO.
• Experience with accounting, finance, ERP, FP&A, financial close, procurement, or related financial software.
• Experience transitioning from a single-product to a multi-product platform selling motion.
• Experience building cross-sell programs for a large installed customer base.
• Experience enabling sales teams through acquisitions or new product launches.