• Design and operate a modern, AI-augmented enablement system that dramatically compresses time-to-productivity for new hires and time-to-adoption for new product capabilities. • Build scalable, role-based learning programs that leverage AI tools — including adaptive learning platforms, AI-assisted coaching, and automated content delivery — to increase throughput without proportional headcount growth. • Establish a repeatable motion for enabling the field on AI product releases: from launch readiness to certified competency, with measurable adoption milestones. • Define and own the success metrics that connect enablement activity to revenue outcomes — ramp time, win rates, pipeline conversion, expansion rates, and forecast accuracy. • Build dashboards and reporting frameworks that make the ROI of enablement visible to the CMO and CRO, and that inform program decisions. • Translate Smartsheet’s broader GTM strategy into quarterly enablement priorities with clear owners, milestones, and accountability. • Partner closely with Product Marketing to ensure that AI feature messaging is translated into crisp, field-ready narratives, objection handling frameworks, and competitive positioning. • Own the motion that takes a product release from “launched” to “seller-certified” — designing the programs, content, and inspection cadences that make readiness a standard, not an exception. • Operationalize Strategic Value Selling methodology, supported by structured playbooks, AI-assisted call review tools, and inspection cadences. • Define and continuously evolve the enterprise B2B selling competencies required to win in Smartsheet’s market — including AI fluency as a core selling skill. • Drive consistent execution of sales methodology, deal rigor, and pipeline hygiene through both programming and data-driven inspection. • Own the enablement content ecosystem: messaging frameworks, playbooks, competitive battlecards, training assets, and partner materials. • Lead the evaluation, adoption, and optimization of AI-powered enablement tools — from conversational intelligence platforms to AI content generation and readiness scoring. • Partner with Revenue Operations to ensure the enablement and sales technology stack is integrated, instrumented, and driving measurable seller productivity. • Build, inspire, and scale a high-performing Enablement organization, fostering a culture of accountability, continuous growth, and measurable impact. • Own and steward the Enablement budget, making strategic investment decisions that directly accelerate revenue growth and sales productivity. • Shape company-wide strategic direction as a senior leadership stakeholder, driving program decisions with a focus on operational excellence and measurable business outcomes.

• Own the intake and translation of business requests into clearly defined, actionable requirements. • Partner directly with stakeholders to understand needs, ask the right questions, and design scalable, well-structured solutions. • Independently manage mid-sized Salesforce and RevOps projects from intake through delivery. • Drive clarity, maintain momentum, and ensure projects are completed on time with strong stakeholder alignment. • Continuously identify opportunities to improve processes, data quality, and system design. • Ensure solutions are scalable, maintainable, and aligned with our broader RevOps strategy.

• Lead how Degreed's sales org learns, from day-one onboarding through ongoing skills development, product fluency, and GTM readiness. • Work directly with Sales, Product Marketing, and RevOps to design programs that actually get used in the field: training that lands, collateral that shows up in real sales conversations, and measurement frameworks tied to pipeline outcomes. • Facilitate sessions, run kickoffs, and sit alongside revenue leaders to diagnose what's getting in the way and build programs to address it.

Role Description The challenge Caelor has grown largely through product-led and organic growth. While this approach has served us well, the next stage of growth requires a more intentional and structured revenue function. Today, we have a strong product portfolio, a growing customer base, and an established position within the Atlassian ecosystem. What we don't yet have is a formal sales team, partner channel, revenue operations function, or fully structured go-to-market organization. This role will design and build Caelor's first integrated revenue function, working closely with leadership, product, and marketing to turn our organic growth into a repeatable and scalable go-to-market motion. Rather than joining a fully built department, the mandate is to create the foundation: define the strategy, establish the right systems and processes, identify the biggest growth opportunities, and develop a clear operating and hiring plan. Success in this role means helping Caelor evolve from primarily organic growth to a structured and scalable go-to-market motion across products, customers, and partners. What you will be doing - Define and lead our go-to-market strategy across products, customers, and segments within the Atlassian ecosystem. - Establish and own our revenue operations function, including forecasting, reporting, tooling, performance measurement, and commercial processes. - Build and develop our partner and reseller channel, identifying strategic relationships and enabling partners to succeed with our products. - Work closely with product, marketing, and leadership to refine positioning and strengthen our go-to-market approach. - Develop a sales motion where it creates value, without overbuilding for our current stage. - Identify opportunities for cross-sell, expansion, and lifecycle communication across our product portfolio. - Use customer and product data to identify opportunities, guide investment decisions, and improve commercial performance. - Review pricing, campaigns, and growth initiatives to ensure our commercial model evolves alongside the business. - Determine what roles are needed, when they are needed, and how the revenue organization should scale over time. - Hire, develop, and lead the team required to support the next phase of growth. Qualifications - Experience taking a SaaS company from founder-led or organically driven growth to a structured go-to-market motion, ideally in a B2B SaaS environment. - Understanding the dynamics of marketplace businesses, platform ecosystems, or apps built on top of a larger parent product is a strong plus. - Built or significantly shaped a revenue organization, including defining strategy, establishing systems and processes, and building teams over time. - Data-driven approach to decision-making, using customer, product, and revenue insights to guide priorities and growth initiatives. - Experience in the Atlassian ecosystem is valuable, but the most important thing is understanding how to build and scale a revenue function in an environment with limited existing structure. - Collaborative leadership style that brings product, marketing, and leadership together around a shared commercial strategy. - Strong communication and people leadership skills, with experience leading distributed teams. - Fluent in English. Additional languages are a plus. Benefits - Competitive salary that reflects your experience and skills. - Top-notch tech stack and the tools you need to excel. - Flexible working hours and the option to work remotely. - Additional perks depending on your location.