Head of Sales Enablement

Key Responsibilities

Strategic Enablement Leadership

• Develop and own a comprehensive sales enablement strategy aligned with growth goals, sales segmentation, and go-to-market motions (Enterprise, Commercial, Channel, and Public Sector).
• Partner with Sales Leadership to identify skill gaps, pipeline friction, and execution bottlenecks, translating them into high-impact enablement initiatives.
• Scale enablement programs globally, supporting multiple regions, languages, and specialized roles including Account Executives, SDRs, Sales Engineers, Channel Managers, and Sales Leaders.
• Serve as a trusted advisor to sales leadership on execution excellence, messaging consistency, and deal strategy.

Onboarding, Training & Development

• Design and continuously refine best-in-class onboarding programs that reduce ramp time and accelerate time-to-first deal.
• Own ongoing skill development across discovery, value-based selling, competitive positioning, AI/vision-based use cases, and multi-stakeholder deal management.
• Build structured certification programs covering product knowledge, sales methodology, vertical use cases, and leadership development.
• Enable sales managers with coaching frameworks, inspection cadences, and enablement-driven support.

Content & Sales Playbooks

• Own the creation and evolution of sales content including pitch decks, demo flows, battlecards, talk tracks, objection handling, case studies, and vertical-specific playbooks.
• Ensure enablement content aligns tightly to buyer journey, ICPs, and differentiated AI value proposition.
• Maintain a centralized, easily accessible enablement content system with clear ownership and regular refresh cycles.

Product Launch & GTM Readiness

• Lead sales readiness for new product releases, features, and packaging changes ensuring sellers are confident and effective at launch.
• Partner closely with Product and Marketing to translate technical capabilities into compelling customer-facing narratives and sales motions.
• Drive consistent messaging across direct sales and channel partners.

Performance Measurement & Optimization

• Define and track enablement KPIs such as onboarding ramp time, quota attainment, win rates, content adoption, and training effectiveness.
• Use data and insights to continuously optimize enablement programs and demonstrate clear ROI to executive leadership.
• Deliver regular reporting and recommendations to Sales and Executive Leadership.

Sales Events & GTM Alignment

• Own enablement strategy and execution for Sales Kickoffs (SKO), QBRs, regional trainings, and leadership offsites.
• Act as a connective layer across Sales, Sales Ops, Marketing, Product, and Customer Success to ensure GTM alignment and execution consistency.

Team Leadership

• Build, mentor, and scale a high-performing sales enablement team capable of supporting rapid growth.
• Establish clear roles, career paths, and success metrics for enablement team members.

Requirements

Must-Have Experience

• 5+ years of experience in Sales Enablement, GTM Enablement or Revenue Enablement in high-growth B2B SaaS or enterprise technology companies.
• Proven experience building enablement from the ground up in a startup or scale-up environment, including onboarding, training, certification, content, and tooling.
• Experience building role-based enablement for Account Executives, SDRs, Sales Engineers, Channel Partners, and Sales Leaders.
• Experience enabling verticalized GTM motions, such as public sector, education, enterprise, or regulated industries.
• Highly analytical mindset with the ability to measure enablement impact and tie initiatives directly to revenue outcomes.
• Comfortable operating in ambiguity and moving fast in a VC-backed startup environment, balancing speed, quality, and scale.

Nice-to-Have

• Experience supporting global sales teams across multiple regions and time zones.
• Prior exposure to channel or partner enablement programs.
• Background in physical security, surveillance, or adjacent industries.