Director, Sales Enablement

Responsibilities

Content Ownership & the Product-to-Field Loop

• Own the full bidirectional content loop: convert product strategy, PMM output, and competitive intelligence into field-ready playbooks and stage-mapped sales content, and close the loop back to PMM with structured field feedback on what landed and what didn't.
• Report on enablement quality: capture field feedback, anecdotally and through data, and surface it systematically back to PMM.
• Maintain centralized, versioned content repositories with clear ownership, refresh cadences, and expiration standards.
• Keep pace with Docker's rapidly evolving product strategy and AI governance motion.
• Build and own a content and certification framework for the channel ecosystem.
• Partner closely with PMM to prioritize and sequence content development.

Field Intelligence & Data-Informed Priorities

• Act as the conduit between what the field is experiencing and what the data shows about performance, patterns, and gaps.
• Synthesize qualitative field feedback with quantitative signals (ramp, conversion, attainment) to set enablement priorities.
• Bring that synthesis to PMM, product leadership, and sales leadership in a form that drives decisions.

Common Language & Inspection Frameworks

• Define and own the common language used for pipeline inspection, deal qualification, and forecast methodology across the global sales organization.
• Ensure MEDDPICC and Command of the Message are embedded into how reps think and how managers inspect.
• Build enablement infrastructure that connects sales stage definitions to the field's working vocabulary.

Manager Enablement & Coaching Consistency

• Design and deploy structured programs to build consistency in how front-line managers inspect pipeline, coach reps, and develop talent.
• Make manager enablement a first-class investment.
• Partner with sales leadership to establish shared coaching standards and cadences across regions.

Onboarding & Ramp

• Own ramp time and time-to-productivity as primary success metrics.
• Evaluate and determine the most effective delivery model and content architecture.
• Deliver world-class onboarding for every function.
• Build a holistic new hire experience that connects initial training to Command of the Message and Docker’s structured career progression framework.
• Design content and certification programs for new hire enablement, CoM, and CAP.

Measurement & Accountability

• Build a data-driven enablement function with KPIs tied to business outcomes: ramp time, quota attainment, win rates, stage conversion, and productivity.
• Establish a culture of accountability where impact is visible and programs are continuously improved based on evidence.
• Report to sales leadership and the VP of Revenue Operations.

Field Leadership Partnership

• Operate as a genuine business partner to sales leadership.
• Embed enablement into key sales moments: pipeline reviews, QBRs, deal strategy sessions, product launches, and territory changes.
• Hold field leadership accountable to the standards, frameworks, and inspection disciplines.

Requirements

• 10+ years in sales enablement, sales leadership, or a combination, with at least 3 years owning a function.
• Proven track record scaling enablement from early-stage to hyper-growth in a B2B SaaS or developer tools company.
• Technically fluent, capable of understanding and articulating Docker's product strategy, roadmap, and technical differentiation.
• Deep expertise in MEDDPICC, Command of the Message, and modern sales methodologies.
• Experience running the full product-to-field content loop.
• Demonstrated ability to synthesize field signals and performance data into clear enablement priorities.
• Track record of building manager-level programs.
• Relentless problem-solver with a bias for action.
• Strong executive presence and willingness to challenge field leadership constructively.
• Experience supporting multi-product, multi-motion sales environments; familiarity with developer tools, infrastructure, or security is a plus.