About the RoleAdvantive is building an AI-first commercial organization. The Director of Revenue Enablement leads the enablement that makes every revenue-generating person at Advantive more effective. You'll lead a team of enablement professionals and sit at the intersection of sales effectiveness, AI tooling, and commercial strategy. This is not a traditional enablement role.
What You'll Own- Work with our AI team to build an enablement engine that runs itself - AI generates onboarding plans by role, vertical, and skill gap; assembles coaching prep from call data; keeps content current from field signal. Your job is to govern the machine, not be the machine.
- Own certification that means something. Build rubrics from Advantive's actual winning conversations and confirm readiness from live AI call scores and simulation results - not module completions or time elapsed.
- Lead the field rollout of Advantive ONE, our AI platform. This is the highest-visibility commercial initiative over the next 12-18 months. You own field readiness - making sure every sales, CS, and PS rep knows what it is, how to sell it, and how to use it.
- Turn field signal into commercial intelligence. Every captured conversation is a data point on what buyers care about right now. You'll help design the system that synthesizes that signal and routes it to GMs, marketing, and product - continuously, not quarterly.
- Make manager coaching a data sport. Managers arrive at every 1:1 with an AI-generated summary: which skills are strong, which are drifting, where to focus. The conversation becomes coaching. The system did the prep.
- Build role-specific playbooks and competitive talk tracks from recorded call data - using AI to accelerate creation and field signal to keep them current.
- Own systems enablement. Every sales, CS, and PS rep needs to know how to use the tools that run their job - you'll build the programs that close that gap and keep pace as the systems evolve.
What Success Looks Like- Advantive ONE lands in the field. Sales, CS, and PS reps can articulate what it is, demo it confidently, and close with it. Adoption and attach rate are the scorecard.
- Ramp time, GRR impact, and deal velocity move. Enablement is measured on revenue outcomes, not content produced or courses completed.
- New hires in Sales, CS, and PS reach full productivity faster - measured in weeks to first meaningful contribution, not 90-day checkboxes.
- Certification means something. Every customer-facing role has a rubric, a passing bar, and a live call score behind it within 12 months.
- Managers coach. 1:1s shift from pipeline reviews to skill development - measurable through Glyphic (call recorder) coaching activity data.
- Field signal flows to the business. GMs, marketing, and product receive continuous intelligence from customer conversations - not a quarterly deck.
- Reps know how to use their tools. Systems enablement is current, accessible, and tied to how work actually gets done - not a one-time onboarding module that's out of date in 90 days.
Skills & Requirements Qualifications: - 7+ years in revenue enablement, with at least 2 years owning the function at a B2B SaaS company. You've built programs, not just run them.
- You use AI to do the work - you've replaced manual processes with intelligent systems, built feedback loops that update content without human intervention, and made coaching scalable through data - not more headcount. You're actively building toward an AI-first model and you're not looking back.
- You've designed certification rubrics tied to demonstrated skill - you know the difference between someone who passed training and someone who is ready.
- You've made manager coaching scalable. You've built systems that give managers the information they need to have real coaching conversations.
- You've operated across multiple domains (e.g. Sales, CS, etc.). Single-segment sales trainers will struggle in this role.
- You can hold your own in a cross-functional room. You'll work directly with senior leadership (e.g. CRO, GMs, VPs, etc.). Credibility is earned through outcomes, not tenure.
- Comfortable with resource constraints and fast-moving priorities. You know how to prioritize ruthlessly and deliver without a perfect set of conditions.
- Familiarity with structured sales methodologies (e.g. MEDDPICC, SPIN, Challenger). You don't need to have invented them - you need to know how to build enablement programs around them.
- Hands-on experience building and connecting GTM tech - CRM, call recording, sales engagement, and enablement platforms. You know how these systems connect, where reps get stuck, and how to drive adoption without a six-month implementation project.
