Title: Sales Enablement Lead

Location:

New York, NY, US, 10001 US Chantilly, VA, US, 20151 Wichita, KS, US, 67208 Vienna, VA, US, 22102 Boulder, CO, US, 80301 Atlanta, GA, US, 30342 Waltham, MA, US, 02451 San Jose, CA, US, 95128 Morrisville, NC, US

Requisition ID: 134546

Job Summary

We are seeking a strategic, hands-on Sales Enablement Lead to design and scale high-impact enablement that improves how we sell and deliver value in complex, multi-product enterprise environments. This role equips sellers, solution engineers, and partner technical leads with the skills, workflows, and tools needed to win, balancing business value selling with technical credibility. Enablement is undergoing a major transformation, and this role sits at the center of that shift. The ideal candidate applies AI-powered techniques such as AI-assisted content creation, role-based learning, in-the-flow coaching, and deal and account insights to increase enablement speed, relevance, and impact. The focus is on practical, outcome-driven use of AI to improve how field teams learn, prepare, and execute. The successful candidate has experience across B2B sales motions, technical selling, and partner ecosystems, and can translate strategy into field-ready enablement that drives behavior change, execution quality, and measurable business results. This role reports to the Director, Seller Enablement, and works closely with Sales, Technical Sales, Partner Leadership, Product, Marketing, and Revenue Operations. Scope of Enablement includes Sales, Partner, and Cloud sellers, and first- and second-line Sales leaders.

Key Responsibilities

Sales Enablement Strategy

Drive enablement that balances business value selling and technical credibility in complex, multi‑product enterprise environments
Translate executive strategy into clear, role‑based field execution through programs, plays, and workflows

Role‑Based Enablement Programs

Own enablement across core sales and technical motions, including:
Prospecting and discovery
Account and territory planning
Value articulation and business case development
Technical discovery, solution positioning, and demonstrations
Deal strategy, competitive differentiation, and close plans
Pipeline inspection and forecasting
Onboarding and accelerated time‑to‑productivity

Leader & Manager Enablement

Equip sales leaders with coaching frameworks, inspection models, and tools to drive consistent execution
Embed enablement into manager rhythms such as pipeline reviews, deal coaching, technical validation, and performance conversations
Build sustained leader capability to reinforce behaviors beyond formal training events

Cross‑Functional Alignment

Partner closely with Product, Product Marketing, Revenue Operations, and Sales Leadership to:
Identify capability gaps and priority enablement needs
Align launches, messaging, and field readiness
Ground enablement in real customer and field insight
Serve as a connective tissue between strategy, product evolution, and field execution

Measurement & Impact

Define and track success metrics focused on behavior change, execution quality, and business outcomes
Use data, field feedback, and observation to continuously refine enablement programs
Ensure enablement investments are outcome‑driven rather than activity‑driven

Qualifications

12+ years of experience in Sales Enablement, Technical Sales Enablement, or a field‑facing role (Sales or Solution Engineering experience strongly valued)
Deep understanding of B2B enterprise sales motions, complex technical solution selling, and value‑based selling
Proven experience designing and delivering large‑scale, role‑based enablement programs
Strong understanding of how Sellers and Partners collaborate to win complex deals
Demonstrated ability to apply modern AI tools to sales and technical enablement (e.g., AI‑assisted content creation, in‑the‑flow coaching, role‑based learning, deal and account intelligence) to improve enablement effectiveness and field execution—without owning AI platforms or governance
Ability to influence without authority and lead through cross‑functional collaboration
Excellent communication skills, executive presence, and comfort working with senior leaders

Preferred Qualifications

Experience enabling partner ecosystems in a B2B or enterprise technology environment
Familiarity with modern sales methodologies, value‑based selling, and technical discovery frameworks
Experience working in global, matrixed organizations

Compensation:
The target salary range for this position is 170,000 - 253,000 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.