• Partner with Enterprise, SE, and Channel leadership to define enablement priorities aligned to pipeline growth and revenue targets. • Translate direct and partner sales strategy into quarterly enablement roadmaps. • Identify skill and execution gaps across AEs, SEs, and Channel partners. • Prioritize initiatives that measurably improve deal execution and partner effectiveness. • Design differentiated enablement frameworks, aligning enablement intensity with expected revenue contribution across strategic partnerships. • Design role-based onboarding for Enterprise AEs and Sales Engineers. • Build demo certifications and technical validation training. • Build, maintain, and operationalize enterprise and channel sales playbooks (discovery, technical validation, POVs). • Convert playbooks into AI-enabled workflows generating executive summaries and competitive positioning narratives. • Support rollout of new sales and partner tools, demo platforms, and CRM workflows. • Measure enablement impact across direct and partner revenue metrics.

• Own the day-to-day execution of the SMB sales operating system: run weekly and monthly reporting, maintain dashboards, manage pipeline hygiene workflows, and support performance inspection to ensure operational rigor and data accuracy. • Diagnose rep behavior and performance gaps: Analyze activity, meetings, follow-up execution, and stage progression to surface insights and drive measurable improvements in rep execution. • Drive automation and workflow improvements: identify opportunities, design process flows, partner with internal stakeholders on implementation, and QA solutions that reduce rep friction, increase compliance, and improve data quality. • Own SMB sales process and documentation: Build and maintain SOPs, system workflows, and the SMB RevOps single source of truth to enable clarity, scale, and fast onboarding. • Partner with SMB sales leadership on high-priority initiatives: deliver ad-hoc analysis, operational insights, and hands-on execution support across critical projects and business priorities.

• Design, build, and scale customer and partner training programs across onboarding, advanced use cases, and ongoing education • Define clear learning objectives tied to adoption, retention, and customer outcomes • Develop role-based, lifecycle-aligned curricula for customers and partners • Ensure training programs support successful onboarding, early activation, and long-term value realization • Build and launch paid customer and partner training offerings in partnership with Services and GTM leadership • Define training packages, delivery models, and success criteria • Partner with Sales and Customer Success to support positioning, attach, and expansion of paid training • Track revenue contribution, attach rate, and ROI of training services • Develop scalable training content including live workshops, virtual sessions, on-demand courses, facilitator guides, and participant materials • Translate product capabilities into practical, outcome-driven customer workflows • Continuously update training content based on product changes, customer feedback, and adoption data • Enable and certify internal and external facilitators to deliver customer and partner training • Partner with Customer Success to align training to onboarding motions, health scores, and renewal outcomes • Define and track success metrics for training programs, including adoption, time to value, retention, and services revenue • Measure engagement and effectiveness of training delivery and content

• Everboarding programs for CS / COS / Existing Business teams • Renewal, retention, and value reinforcement motions • International GTM enablement and localization • Post-onboarding adoption of Gong, Salesforce, telephony, and GTM tools • Manager enablement for CS leaders