Senior Director, Revenue Enablement

Senior Director of Revenue Enablement

As the Senior Director of Revenue Enablement, you will play a critical role in driving our revenue team's success by building, scaling, and optimizing our revenue enablement programs. You will be responsible for creating strategies, programs and resources that empower our sales force to improve efficiency, increase revenue, and maintain a high level of customer engagement. This position will work closely with Sales, Marketing, Product, and Customer Success teams to align content, training, and tools to the broader business objectives, while directly overseeing a sales enablement team who executes and delivers them.

Key Responsibilities:

• Develop and Implement Revenue Enablement Strategy: Design and execute a comprehensive revenue enablement strategy that supports the needs of a fast-growing SaaS business, ensuring alignment with revenue and business goals.
  • Create frameworks for scalable revenue training programs, onboarding, and ongoing development that equip reps with the knowledge and skills needed to excel.
• Revenue Training and Coaching: Partner with GTM leadership to design sales methodologies, tools, and processes that enhance revenue effectiveness.
  • Facilitate both onboarding and continuous learning for sales teams, covering key areas such as product knowledge, sales methodologies and deal strategies, and market trends.
  • Implement data-driven coaching strategies and performance feedback mechanisms.
• Content and Resource Development: Collaborate with Product Marketing and other internal teams to create, curate, and manage revenue collateral, including case studies, playbooks, pitch decks, and objection-handling scripts.
  • Ensure that all content is relevant, timely, and tailored to different segments of the sales funnel.
• GTM Tools and CRM Optimization: Evaluate and recommend new technologies to improve productivity and align tools with revenue objectives.
  • Optimize the LMS and the use of existing CRM and other GTM tools to ensure seamless integration into daily workflows.
• Cross-Departmental Collaboration: Partner with Product, Marketing, and all GTM cross-functional teams to ensure alignment on messaging, product updates, and market positioning.
  • Work closely with GTM leadership to analyze performance, identify gaps, and implement improvements in revenue processes.
• Metrics and Reporting: Define and track key performance indicators (KPIs) for revenue enablement effectiveness, including ramp-up time, quota attainment, and win rates.
  • Regularly report on program success and make recommendations for continuous improvement to senior leadership.
  • Stay informed on industry trends, competitor activities and customer needs.

Qualifications:

• 8+ years of experience in enablement or a related function within a SaaS or technology company; with 2+ years of experience leading a sales enablement team preferred.
• Proven track record of leading and scaling GTM enablement programs for midmarket or enterprise-level sales teams.
• Strong understanding of sales methodologies (e.g., SPIN, MEDDIC, Challenger) and how to integrate them into a sales organization.
• Experience with CRM systems (e.g., Salesforce) and other GTM tools (e.g., MindTickle, Outreach, Gong, Terret, PlanHat).
• Exceptional communication and leadership skills, with the ability to collaborate across multiple departments and influence without direct authority.
• Analytical mindset, with experience using data to drive decisions and improve sales effectiveness.
• Ability to thrive in a fast-paced, rapidly changing, high-growth environment.
• Prior sales or sales management experience preferred.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

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