Role Description
The Director of Sales Enablement is responsible for defining and executing a comprehensive enablement strategy that drives sales productivity, accelerates revenue growth, and ensures consistent, high-quality execution across the go-to-market (GTM) organization.
This role owns the end-to-end enablement function; spanning onboarding, continuous learning, sales plays, product readiness, and enablement systems and serves as a strategic partner to Sales, Marketing, RevOps, Product, and Customer Success leadership. The Director translates company strategy into scalable enablement programs, ensuring sellers have the skills, content, tools, and insights required to perform at a high level.
Success in this role is measured by improved ramp time, increased quota attainment, higher win rates, and consistent execution of sales motions across segments and geographies.
Key Responsibilities
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Enablement Strategy & Leadership:
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Define and own the global Sales Enablement strategy aligned to company growth objectives and GTM priorities.
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Act as a strategic advisor to Sales Leadership on performance improvement, skill development, and productivity levers.
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Establish a data-driven enablement operating model, tying programs directly to revenue outcomes (e.g., ramp time, pipeline conversion, win rates).
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Build and scale a high-performing enablement function, including processes, governance, sales onboarding, coaching and where applicable team leadership.
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World-Class Onboarding & Continuous Learning:
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Design and operationalize a best-in-class onboarding program that accelerates time-to-productivity across all sales roles (AE, SDR, AM, SE).
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Implement role-based learning paths, certifications, and ongoing skill development programs.
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Introduce modern enablement approaches including microlearning, spaced repetition, slack communication and just-in-time training.
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Establish clear onboarding success metrics and continuously optimize based on performance data.
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GTM Readiness & Product Launch Enablement:
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Own and run the quarterly GTM enablement cadence, ensuring successful rollout of new products, features, pricing, and messaging.
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Partner with Product Marketing to translate product strategy into compelling, buyer-centric sales narratives.
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Ensure field readiness through coordinated training, content, tools, and reinforcement plans.
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Build repeatable launch frameworks that scale across segments and geographies.
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Sales Plays & Methodology Execution:
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Design, implement, and operationalize high-impact sales plays aligned to key growth motions (e.g., new logo, expansion, cross-sell, vertical plays).
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Standardize and reinforce sales methodologies (e.g., MEDDIC, BANT) through SalesForce embedded coaching and deal inspection frameworks.
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Partner with Sales Leadership to drive consistent execution through pipeline reviews, call coaching (via our AI tooling), and field engagement.
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Continuously iterate on plays based on performance insights and market feedback.
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Multi-Modal Enablement & Reinforcement:
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Build a multi-modality enablement strategy that incorporates live training, on-demand learning, micro-content, certifications, and ongoing reinforcement.
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Develop structured enablement cadences including newsletters, drip campaigns, sales All hands and targeted reinforcement tied to key initiatives.
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Ensure knowledge retention and behavior change through reinforcement mechanisms embedded in daily workflows and our tech stack.
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Enablement Systems & Technology:
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Own the enablement tech stack (e.g., LMS, CMS, AI and sales engagement tools) and ensure high adoption and effectiveness.
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Partner with RevOps to embed enablement into core systems (e.g., Salesforce), reinforcing key processes, content, and methodologies within seller workflows.
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Optimize content discoverability, usage tracking, and analytics to drive continuous improvement.
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Evaluate and implement new tools to enhance enablement delivery and measurement.
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Performance Analytics & Continuous Improvement:
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Define and track KPIs to measure the effectiveness of enablement programs (e.g., rep ramp time, quota attainment, deal velocity, content usage and AI utilization and adoption).
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Conduct ongoing performance diagnostics to identify skill gaps and productivity bottlenecks.
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Use insights to design targeted interventions and continuously refine enablement programs.
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Deliver regular reporting and insights to executive leadership on enablement impact.
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Cross-Functional Alignment:
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Partner closely with Sales, Marketing, Product, Customer Success, Finance and RevOps to ensure alignment across all GTM initiatives.
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Act as the central hub for translating strategy into field execution.
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Ensure consistent messaging, positioning, and customer experience across all touchpoints.
Qualifications
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8+ years in Sales Enablement, Revenue Operations, or Sales Leadership, with at least 3+ years in a senior or director-level role.
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Deep experience in B2B SaaS environments with a strong understanding of GTM motions and sales cycles.
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Proven ability to define strategy and execute at scale in high-growth environments.
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Hands-on experience implementing and reinforcing sales methodologies (e.g., MEDDIC, Challenger, BANT).
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Strong experience with Salesforce.com and modern enablement tools (e.g., LMS, CMS, sales engagement platforms).
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Ability to connect enablement initiatives to measurable business outcomes.
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Bachelor’s degree required.
Preferred Qualifications
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Experience in private equity-backed or high-growth SaaS companies.
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Experience supporting multi-product or platform-based GTM models.
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Background in sales leadership (e.g., former AE, Sales Manager).
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Experience building enablement functions from the ground up or significantly transforming them.
Physical and Work Environment Requirements
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This role primarily involves remote work and regular use of standard office equipment such as a computer, phone, and webcam.
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Prolonged periods sitting or standing at a workstation.
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Ability to communicate clearly via phone, video, and written channels.
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Occasional travel for meetings, training, or team events may be required.
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WorkWave is committed to providing reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and applicable state laws.
Behavioral Competencies
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Ability to influence senior stakeholders and drive alignment across functions.
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Strong operator who can translate strategy into scalable programs.
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Uses data to inform priorities and measure impact.
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Operates with full accountability for enablement outcomes and business impact.
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Thrives in fast-paced, evolving environments.
Career Path & Development
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This role provides a pathway for advancement into Senior Director (M4) or VP-level leadership roles within Revenue Operations, Sales or GTM Strategy.
Company Values Alignment
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All employees are expected to uphold WorkWave’s core values of Be Authentic, Be an Impact Player, Make a Difference, Empower Yourself & Others, Embrace Opportunities.
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We foster a diverse, equitable, and inclusive culture that supports growth and belonging.
Equal Employment Opportunity Statement
WorkWave is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability status, or any other protected characteristic under applicable law.
