AI Enablement Facilitator

Job description

***This role is open to candidates based in LATAM, Africa, and Eastern Europe. Please note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours aligned with the client’s time zone.*** # **Why this role exists** Scale Army is building a new line of business: AI Implementation Pods — three-person embedded build teams that ship AI systems inside mid-market companies against named 90-day outcomes. The path to every pod is deliberate: a free AI diagnosis earns a paid Leadership Intensive with the client’s executive team; the Intensive produces a 90-day technical roadmap; the roadmap converts into a monthly pod engagement. Today our founders personally run every step of that path. That is the bottleneck. This role removes it. You own the middle of that journey — the paid, human, in-the-room part. You are the single person a client sees from the moment their diagnosis is presented, through both Intensive working sessions, to the roadmap presentation that closes the pod. Everything upstream (prospecting, qualification, the diagnosis build) feeds you; everything downstream (the pod, the delivery) depends on what you sold being true. This is not a sales job with some teaching, and not a training job with a quota bolted on. It is one craft: selling by teaching, in rooms full of executives, with real money attached to every session. # **What you will own** ## **1. The diagnosis presentation — turning free into paid** - Take the free AI diagnosis our team builds for a prospect and present it to their CEO or COO as a finding, not a pitch: here is where AI pays off in your business, here is what we validated, here is what we could not see from the outside. - Convert that credibility into the paid Leadership Intensive: a 30-day engagement with executive working sessions, interviews with the people who do the work, and a readout — with the fee credited against their first pod. - Run the close with the account executive as your wingman: you own the narrative and the ask; they own the relationship history and the paperwork. - Protect the boundary of the free diagnosis: it never includes sizing, sequencing, or build specifications. Give those away in the first meeting and you have destroyed the paid product. Knowing what NOT to answer is half the skill. ## **2. The Leadership Intensive — the product you personally deliver** - The deep-dive session: facilitate a working session inside the client’s actual systems and data. You drive the room — each leader walks through the manual hours they own, function by function — while your solutions engineer probes the stack. You leave with a ranked shortlist of AI opportunities in the client’s own words. - The hands-on build session: five-plus executives, most of whom have never built anything, each ship a clickable first version of the thing they want — on their own data, with AI tools, in one session. You teach the concepts (how data works, build vs. buy vs. hire, routine vs. judgment), run the build time, and land the demos. The solutions engineer rescues anything that breaks; you keep the room believing. - Own the arc between sessions: what the client owes us (data exports, input from each leader), chasing it without souring the relationship, and adjusting session two based on what session one surfaced. - Hold the core-versus-custom discipline: roughly 70% of every Intensive is our fixed, reusable core taught the same way every time; 30% is this client. You deliver the core verbatim and improvise only in the designated client-specific slots — that discipline is what makes the product profitable and what makes you scalable. ## **3. The pod conversion — where the real revenue is** - Co-present the 90-day technical roadmap alongside the senior engineer who will deliver it: they own the technical credibility; you own the commercial frame and the close. - Sell the engagement structure correctly: the client-managed pod as the recommended default; the fully managed pod positioned as limited availability; on-call senior support as the add-on; the Intensive fee credited as promised. Never invert the positioning to chase the bigger check. - Handle the endgame objections with proof: "we could hire this in-house" (the cost and time math says otherwise), "why nearshore talent," "what if it fails" (our fast-start promise: the pod is embedded and shipping working software in under three weeks, or the deposit comes back — and never promise more than that). ## **4. Feeding the machine** - Every session you run generates raw material: objections you heard, questions the deck did not answer, exercises that landed or died. You are the primary sensor. You owe structured feedback into the diagnosis system, the session decks, the objection-handling playbook, and the close scripts — weekly, not eventually. - Record everything (with consent), tag the moments that mattered, and work with the team so the next facilitator we hire ramps on your tape. - As volume grows, help design the facilitator hiring bar and train your successor-peers. This seat becomes a function; you become its standard. # **What a typical week looks like** At steady state: two to three Intensive sessions delivered across different accounts, one or two diagnosis presentations, one roadmap close, roughly a half-day of session prep with your solutions engineer per Intensive, a pipeline review with the account executive, and a standing hour where your field notes go back into the playbook. Expect 60–70% of your time in front of clients or preparing to be, and the rest sharpening the machine. Some weeks will stack — sessions are scheduled by client availability, and US time zones set the rhythm. # **What you must bring** - **Executive-room selling:** 5+ years in quota-carrying consultative B2B sales, sales engineering, or paid advisory selling to founders, CEOs, and C-level operators — with specific closes you can name, numbers attached, and references who were in the room. - **Facilitation under stakes:** you have run paid workshops, executive offsites, enablement programs, or high-stakes demos — sessions where the audience was senior, skeptical, and time-poor, and where a bad session cost real money. Teaching experience without a commercial edge does not qualify; sales experience without room-craft does not either. - **Working AI fluency:** you use AI tools daily and visibly — you can live-demo building a working automation or agent flow in front of a room, explain the main technical approaches in plain English, and give a credible build-vs-buy answer for a business process you learned about twenty minutes ago. You will be tested on this live. You do not need to write production code; you do need to never hand-wave. - **Business-process literacy:** you can hear a COO describe their quote-to-cash or month-end close and immediately map where the manual hours are. Backgrounds in operations consulting, revenue operations, or having run a P&L are strong signals. - **The personality spec, stated plainly:** magnetic, quick, a little irreverent — the person the room remembers — wrapped around genuine discipline: you run a tight agenda, you land on time, you always make the ask. Charm that cannot close is entertainment; closing that cannot charm will not survive a three-hour session. - **English:** full professional fluency, spoken and written — you present to US executives for a living. Spanish or Portuguese is a plus for internal collaboration, not a requirement. # **Strong pluses** - You have sold or delivered paid diagnostics, assessments, or paid pilots that converted into recurring engagements — you understand the credit-against-the-real-deal mechanic in your bones. - You have worked with or sold nearshore delivery teams and can speak to that objection from experience rather than a script. - You have built your own AI side projects — an automation stack, an agent, an internal tool — and can show it. - Experience at a services firm during a staffing-to-solutions transition, or at a consultancy that sold outcomes rather than hours. # **This is not for you if** - You want a pure closing role with a team feeding you meetings and no delivery obligations — half this job is standing in front of the room you sold. - You need a mature playbook. You will inherit decks and scripts in draft; your job includes finishing them with your own scar tissue. - You are uncomfortable being the commercial one: every session you run exists to advance a sale, and you must be at peace with that being honest work when the product is real. - Deep technical identity is your anchor and simplifying feels like dumbing down. Your value is translation, not depth — depth sits next to you in every session. # # **How We Will Measure You** Your performance will be measured through conversion, session quality, deal durability, and your contribution to improving the team’s playbooks and processes: - **Diagnosis-to-Intensive Conversion:** At least 40% of the diagnoses you present should convert into a paid Leadership Intensive. The diagnosis should clearly establish the value of the Intensive and create a compelling path forward. - **Intensive-to-Pod Conversion:** At least 50% of completed Leadership Intensives should convert into signed pod engagements. The roadmap should make the pod the natural next step for the client. - **Session Quality:** Maintain consistently strong executive satisfaction following Leadership Intensives. Individual challenges should be treated as coaching opportunities, while recurring issues should be addressed proactively. - **Deal Durability:** Track the 90-day renewal and expansion rates of the pods you close. Focus on selling solutions that delivery can successfully sustain and that create long-term client value. - **Machine Contribution:** Contribute improvements to playbooks, processes, and reusable assets based on field notes and client learnings on a weekly cadence, with contributions clearly visible in the team’s evolving resources. # **Your first 90 days** - **Days 1–30 — absorb:** shadow our founders on every session and meeting type; learn the diagnosis system, the Intensive kit, and the pricing mechanics cold; co-facilitate one Intensive session with a founder leading; pass an internal certification: deliver the full Intensive core to our team as if we were the client. - **Days 31–60 — invert:** you lead, founders shadow. Run at least two Intensives end to end and present at least three diagnoses. Your first solo diagnosis-to-Intensive close happens in this window. - **Days 61–90 — own:** the founder is out of your rooms. You run the full client-facing arc on your accounts, close your first pod without a founder present, and ship your first set of playbook revisions. Exit bar: the motion runs through you, and the numbers above have baselines. # # **Where this goes** The honest trajectory: first facilitator → the person who defines the facilitation standard → leader of a facilitation team as the pods business scales past twenty engagements, or a pivot into revenue leadership of the line. This business is planned to grow from its first pod to fifty within a year; the people who build the middle of that journey own an outsized share of what it becomes. **Scale Army** is a staffing agency dedicated to connecting international talent with US-based companies. We cover a broad range of positions and industries, from customer support and sales roles to engineering and executive-level positions. ### **Application Process:** ### To be considered for this role these steps need to be followed: - Fill in the application form - Record a video showcasing your skill sets