Director, Revenue Enablement

Job Summary

Directs the Revenue Enablement function for the organization. Owns the strategy, roadmap, and execution of enablement programs for Go to Market (GTM) teams. Provides guidance to Revenue Enablement leaders and their direct reports, and ensures work is distributed across the team in a manner that optimizes throughput and builds skills and capabilities. Works cross functionally to provide the Sales, Customer Success, and other customer facing teams the right content, training, and mentorship needed to hone their skillsets and effectively engage their buyers and customers. Quarterbacks the Onboarding & New Hire Training Program to drive quicker and more consistent ramp times, runs point on sales readiness programs, and leads the use of AI to scale enablement delivery.

Key Responsibilities

• Leads, guides, evaluates and monitors deliverables of the Revenue Enablement team. Manages performance including hiring, coaching, performance reviews, and professional development planning for direct reports. Ensures clarity around priorities, motivates and empowers department leaders to manage day-to-day execution of team operations, and removes obstacles to improve team productivity and effectiveness. Encourages leadership development and growth and implements professional development plans for high-potential employees.
• Works with Sr. Leadership to identify and execute engagement, recognition, promotion, and retention strategies focused on making sure the organization has the right talent to drive enablement strategy and initiatives forward.
• Owns and architects the vision, roadmap, and priorities for sales communications and enablement, and assumes accountability for evolving the roadmap based on business results and organizational input.
• Collaborates with subject matter experts from product management and other teams to create high-quality enablement content, including role specific training materials and processes, playbooks, sales guides, demo scripts, certifications, and solution presentations.
• Assumes responsibility of foundational and continuous learning programs for customer facing teams, including but not limited to training content creation, scheduling and coordination, creation and deployment or delivery of on-demand courseware, and instructor-led sales and field training.
• Works with product management, marketing, and other stakeholders to gather feedback, incorporate product updates, and ensure that enablement materials are up to date and aligned with the latest product offerings.
• Establishes key performance indicators (KPIs) that tie enablement programs to revenue outcomes such as win rate, sales-cycle length, ramp-to-quota time, and quota attainment. Generates reports to track progress, identifies areas for improvement, and communicates success to stakeholders.
• Stays abreast of industry trends, competitive landscape, and customer challenges. Incorporates knowledge into enablement programs to help position OEC’s solutions as industry-leading and differentiated.
• Assumes ownership for implementing and maintaining sales productivity tools including Seismic and Outreach, builds self-paced training content, and leads the evaluation and adoption of AI-driven tools and workflows. Recommends and leads process improvement initiatives.
• Recruits, hires and onboards new department leaders and staff.
• Participates in developing the annual budget. Identifies, manages and allocates company resources (budget and staffing) to ensure business goals can be accomplished, while ensuring fiscal responsibility.
• Leads the implementation of standardized sales methodologies across customer-facing teams and drives their ongoing adoption, embedding them into training, coaching, and content.

Education

A bachelor’s degree from an accredited college or university is required, with a focus in Training, Sales, or related discipline. In the absence of a degree, equivalent work experience will be considered as a substitute for the degree.

Experience

At least 10 years of experience in revenue/sales/GTM enablement or revenue operations, with a background in executing sales trainings such as teaching selling skills, sales coaching, and/or roleplaying, plus demonstrated experience leveraging AI tools and workflows for improving enablement efficiency and reporting, a verifiable track record of connecting enablement programs to measurable revenue outcomes, hands on experience implementing and driving adoption of a structured sales methodology, and at least 5 years of prior management experience directly managing a high-performing team and providing performance management and coaching to direct and indirect reports.

Must also be able to demonstrate the following knowledge, skills and abilities:

• Proficiency with Seismic, a Sales Enablement platform 
• Experience training and coaching GTM teams on MEDDIC, Sandler, and Challenger sales methodologies 
• Ability to lead diverse teams and create an engaging and positive culture that motivates and empowers others to do great work.
• Driven proactive operator who can effectively and independently set direction, build agendas, anticipate business needs, and move initiatives forward.
• Comfortable operating in a complex, matrixed, and fast-changing work environment with competing priorities and incomplete information.
• Strong business acumen with the ability to translate the company's vision and defining objectives into impactful goals and expectations for the team.
• Excellent audience-tailored communication skills and can flex messaging and format for executives, frontline sellers, and cross-functional partners, with a clear call to action.
• Sound business judgement and strong critical thinking skills.
• Flexible and adaptable approach to work and can effectively support department leaders and their teams through change management and with adjusting to shifts in priorities as the needs of the business change.