Sales Enablement Lead

Responsibilities

Onboarding and Ramp

• Design and run a repeatable onboarding program for new BDRs, Commercial AEs, and Enterprise AEs.
• Define ramp criteria and ramp-time targets for each role.
• Own the first 30/60/90 days for every new seller, including product, pitch, demo, tooling, and territory readiness.
• Build feedback loops to improve each cohort.

Messaging, Pitch, and Demo

• Codify Enterprise, Commercial, and API messaging into a consistent, opinionated narrative.
• Build and maintain standard demo flows for Enterprise Pro, Computer, and API.
• Partner with Product Marketing on positioning, use cases, buyer personas, and vertical narratives.

Ongoing Enablement and Coaching

• Run weekly rep-facing sessions, monthly deep dives, and quarterly kickoffs.
• Build a call-review and coaching program with Sales leadership using recorded calls.
• Own the enablement content library, including playbooks, talk tracks, discovery questions, objection handling, competitive battlecards, and ROI framing.

Product-to-Field Translation

• Translate product releases into field guidance covering messaging, audiences, timing, and supporting proof.
• Build a process that turns product updates into consistent field readiness.

Sales Methodology and Skill Development

• Partner with Sales leadership to select and operationalize a qualification and deal-management framework.
• Build role-specific programs for discovery, multi-threading, negotiation, executive presence, and technical selling to IT and security buyers.

Measurement and Iteration

• Define and report on enablement metrics, including ramp time to first deal, certification pass rates, contested-deal win rate, content adoption, and manager coaching consistency.
• Discontinue programs that do not improve results.

Requirements

• 6+ years in sales enablement, sales training, sales operations, or a quota-carrying or sales-adjacent role at a B2B software company.
• Clear ownership of a program built end to end.
• Experience building or scaling enablement from zero or near-zero.
• Strong sales messaging instincts and ability to translate complex, fast-moving technical products into actionable buyer and seller narratives.
• Experience coaching sellers and conducting call reviews.
• Ability to work cross-functionally with Sales leadership, Product, Product Marketing, Revenue Operations, and Strategic Finance.
• Bachelor's degree or equivalent practical experience.
• Willingness to work from the San Francisco or New York office four days per week.

Nice to Have

• Experience at a Series B–D company selling a fast-changing product to technical and business buyers.
• Experience enabling both direct sales and a self-serve-to-enterprise motion.
• Experience selling or enabling AI, developer tools, search, or enterprise infrastructure.
• Familiarity with CRM, LMS, conversation intelligence, and content management tools.
• Previous experience as an AE, SDR, or SC before moving into enablement.