Sales Enablement Lead

Job description

Laurel is on a mission to return time. As the leading AI Time platform for professional services firms, we’re transforming how organizations capture, analyze, and optimize their most valuable resource: time. Our proprietary machine learning technology automates work time capture and connects time data to business outcomes, enabling firms to increase profitability, improve client delivery, and make data-driven strategic decisions. We serve many of the world's largest accounting and law firms, including EY, Aprio, Crowell & Moring, and Frost Brown Todd, and process over 1 billion work activities annually that have never been collected and aggregated before Laurel’s AI Time platform. Our team comprises top talent in AI, product development, and engineering—innovative, humble, and forward-thinking professionals committed to redefining productivity in the knowledge economy. We're building solutions that empower workers to deliver twice the value in half the time, giving people more time to be creative and impactful. If you're passionate about transforming how people work and building a lasting company that explores the essence of time itself, we'd love to meet you. The Opportunity This is a founding enablement hire reporting directly to the Head of Business Development & Sales Enablement. You'll be the first person fully dedicated to making our sales team better – building the programs, owning the content, and staying close enough to the field that you know what's actually working. The team is 30+ reps and growing. We need someone who can build the system, bring rigor to each program, and scale the motion as the team grows – making sure it works in practice, not just on paper. The number one trait this hire brings is curiosity. This person wants to deeply understand the product, the buyer, and the industry – not just well enough to build slides, but well enough to coach a rep through a stuck deal. You'll spend time with product, engineering, and customer-facing teams learning how things work and why customers buy. We want someone who builds the content, facilitates training and coaching, and is embedded with the team on the ground: watching calls, giving feedback, running workshops. Most importantly, you genuinely care whether individual reps get better, not just whether the program ran. What You'll Do - Onboarding: Own and continuously improve the new hire ramp program across Business Development, Sales, and Customer Success. Assess what works, cut what doesn't, and make it something people actually reference after their first month. - Content and Pitch Library: Build and maintain a library of pitch decks, talk tracks, demo flows, and playbooks across buyer personas and use cases. Keep them current as the product and competitive landscape evolve. - Certification: Design and run a rigorous certification program: rubric, scoring, and follow-through for reps who don't pass. Not a quiz but a rep-by-rep assessment with feedback loops. - Coaching: Sit in on calls, debrief with sellers, run small group workshops. Be the person reps come to when a deal is stuck or a renewal is at risk and they need help sharpening their narrative. - Competitive and Product Readiness: Translate new features, roadmap updates, and competitive moves into crisp seller briefs. Keep the team sharp without making them read documentation. - Enablement Cadence: Win/loss reviews, deal storytelling sessions, rep spotlights, peer learning. Build the cadence of enablement that the team actually looks forward to. - Cross-functional Partnership: Work closely with Product Marketing, RevOps, and Sales leadership to connect pipeline data, win/loss patterns, and field signals to enablement priorities. Be the voice of the field back to the business. Minimum Qualifications - 5+ years in sales enablement, sales training, or a closely adjacent GTM role at a B2B SaaS company; or 3+ years of sales enablement experience with 2+ years of direct selling experience - Has built or meaningfully rebuilt an enablement program, not just maintained inherited content - Has directly coached sellers one-on-one, not just built content for them - Strong verbal and written communicator who can author pitch decks, talk tracks, and training materials that reps actually use - Expert at project + program management with strong stakeholder management skills - Skilled facilitator comfortable running workshops, certifications, and internal training sessions - Comfortable in fast-moving environments where the product and GTM strategy shift frequently - Scrappy and execution-oriented: high ownership, low ego, willing to be in the weeds Preferred Qualifications - 2+ years of direct selling experience in SaaS - Experience in a high-growth B2B SaaS environment with a technical or AI-adjacent product - Familiarity with enterprise sales cycles involving multiple stakeholders, legal review, and security assessments - Has designed and run a certification program with evaluation criteria - Skilled at enabling sellers to be credible with skeptical, detail-oriented buyers - Experience enabling both new logo and expansion/renewal motions simultaneously - Comfortable using pipeline analysis, win/loss data, and conversion metrics to prioritize enablement work WHY JOIN LAUREL: - To date, we've secured significant funding from renowned venture capitalists (Google Ventures, IVP, Anthos, Upfront Ventures), as well as notable individuals like Marc Benioff, Gokul Rajaram, Kevin Weil, and Alexis Ohanian - A smart, fun, collaborative, and inclusive team - Great employee benefits, including equity and 401K - Bi-annual, in-person company off-sites, in unique locations, to grow and share time with the team - An opportunity to perform at your best while growing, making a meaningful impact on the company's trajectory, and embodying our core values: understanding your "why," dancing in the rain, being your whole self, and sanctifying time We encourage diverse perspectives and rigorous thinkers who aren't afraid to challenge the status quo. Laurel is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are not able to support visa sponsorship or relocation assistance. If you think you'd be a good fit for this role, we encourage you to apply, even if you don’t perfectly match all the bullet points in the job description. At Laurel, we strive to create an inclusive culture that encourages people from all walks of life to bring their unique, diverse perspectives to work. Every day, we aim to build an environment that empowers us all to do the best work of our careers, and we can't wait to show you what we have to offer!