Position Overview:We are seeking an experienced leader to join us as Director of Global Sales Enablement. This role owns onboarding, continuous development, and coaching for global Sales and Sales Engineering teams, Customer Success, and for our channel partners, working closely with stakeholders across the organization. The emphasis is on coaching and field development. It also builds our AI-assisted enablement function, spanning conversation intelligence, practice and simulation, and content operations. This role reports to the VP, Revenue Operations, and sits inside the revenue engine alongside pipeline, forecast, and productivity data.
Key Responsibilities:Coaching and Field Development - Run the coaching system end to end: call coaching, deal coaching, and opportunity inspection alongside sales leadership. You are in live deals every week, not adjacent to them.
- Coach the coaches. Build and certify frontline sales managers on a consistent coaching cadence, language, and quality bar so capability scales past any one person.
- Own a seller competency model with observable behaviors by stage and by persona. Assess against it, not just train against it.
- Diagnose precisely. Tell the difference between a skill gap, a knowledge gap, a message gap, and a management gap, then route each to the right fix instead of defaulting to more training.
- Sit in forecast and pipeline reviews as a contributor: identify the recurring seller behaviors behind slipped and lost deals, and close them.
Platform-Selling - Evolve the sales narrative and discovery motion for platform selling: multi-product and multi-stakeholder.
- Define the selling motion in behavioral terms (what a seller does differently in discovery, in a business case, in an expansion conversation), then baseline where the field sits against it today, region by region and rep by rep.
- Enable a staged land-and-expand motion: land a beachhead use case, prove value against criteria agreed with the customer, and convert that proof into a funded expansion with a named budget owner.
- Arm the field for quantified business-case conversations: cost consolidation, analyst time recovered, risk and noise reduction, backed by real proof points and reference stories.
- Partner with Product Marketing, Product Management, and the C-suite to translate strategy into what a seller actually says on Tuesday morning, and to send it back when it is not yet usable in the field.
- Own how the market understands what we do. This role is not a relay for messaging written elsewhere. You are expected to form a view on how buyers currently categorize us, which conversations that category does and does not get us into, and what would move it, then work with Product Marketing, Product Management, and the C-suite to move it. Category position is the work; the narrative cascade is only the output.
Programs, Partners, and AI Enablement- Own end-to-end onboarding for new Sales and Sales Engineering hires against a defined time-to-first-deal target.
- Own the sales team's development moments, from design through execution: SKO, ongoing skill sessions, and enablement content for QBRs and forecast reviews.
- Partner with global channel leadership on partner enablement and certification.
- Own the internal content estate: the narrative, playbooks, battlecards, and call guides sellers and partners actually use, kept current and findable.
- Report enablement performance in revenue terms, on the same cadence as the rest of Revenue Operations.
- Stand up AI-assisted coaching at scale: conversation intelligence to surface what to coach and who needs it, AI role-play and simulation so reps practice personas and objections before live calls, and automated scoring against the competency model.
Required Qualifications:- Bachelor's degree with 8+ years experience in a high-performing B2B technology sales organization in sales, enablement, or learning and development.
- Quota carrying or sales management experience preferred.
- Demonstrated sales coaching ability at scale. You have coached individual sellers, coached managers to coach, and can point to the performance change that followed.
- Experience enabling a multi-product platform motion at enterprise scale, including elevating deals to executive personas.
- The ability to diagnose how a market classifies a company and what would change that classification, and the ability to compress that diagnosis into something a seller can use on a call tomorrow.
- Working fluency with AI in the enablement stack: conversation intelligence (Gong or equivalent), AI role-play and practice tooling, AI-assisted content operations, plus a clear point of view on where AI helps and where it does not.
- Hands-on experience running enablement and LMS platforms across a global team (Highspot, Seismic, Allego, Mindtickle or equivalent) as an operator, not just as a buyer.
- Strong command of a sales methodology and qualification rigor (MEDDPICC, Command of the Message, Challenger or equivalent) and a track record of making it stick.
- Enterprise security domain fluency, or a credible track record of getting technical fast. SaaS product experience required; SIEM, threat intelligence, cloud security, or agentic AI experience preferred.
- Global program experience across North America, EMEA, and APAC, including partner-led motions required. You will enable sellers and partners in three regions with different buying cultures and competitive sets.
- This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require employment visa sponsorship to work in the US.
- Remote applicants in the US will be considered. Candidates local to our Redwood City, CA HQ will be expected to work a hybrid schedule onsite.
