Director, Revenue Enablement
Headquartered in Phoenix, AZ, Fullbay is the number one cloud-based shop management software for commercial repair shops and is growing fast. This is an exciting opportunity to join a high-performing team and help shape the next phase of growth for the company. We are seeking a strategic, experienced Director of Revenue Enablement to lead enablement efforts across our customer-facing teams. This position plays a critical leadership role in enhancing the effectiveness of our go-to-market (GTM) organization, including Account Executives (AEs), Business Development Representatives (BDRs), Payments AEs, and Customer Success (CS) teams focused on onboarding and renewals.
Primary Duties & Responsibilities:
- Develop and execute a comprehensive enablement strategy that supports the growth and productivity of Sales, BDR, CS, and Payments teams.
- Partner cross-functionally with Sales, Marketing, Product, and CS leadership to identify enablement needs, skill gaps, and opportunities for improved go-to-market execution.
- Design and manage scalable onboarding and continuous learning programs that include live coaching, ongoing training, and reinforcement mechanisms to support knowledge retention and performance improvement.
- Own the development and execution of cross-functional revenue (GTM) plays and campaigns-from concept through launch-ensuring alignment with business goals and operational readiness.
- Lead enablement for product and tool adoption, including driving awareness and training around product enhancements, new sales technologies, and customer-facing tools.
- Conduct regular skill gap analyses to inform training plans and targeted coaching, ensuring teams stay competitive and aligned to evolving market demands.
- Drive consistency in messaging and methodologies across the go-to-market organization, enabling cohesive customer engagement and value articulation.
- Build and own core enablement assets such as playbooks, deal coaching frameworks, certifications, learning paths, and ongoing performance support materials.
- Manage enablement content to ensure it is accurate, current, and aligned with field needs, leveraging a centralized platform or CMS.
- Track, analyze, and report on KPIs to measure enablement effectiveness, including productivity metrics, program adoption, and business impact.
- Serve as a trusted advisor to executive leadership on enablement best practices, team development, and sales productivity levers.
- Manage and develop a high-performing enablement team, including program managers and contractors, while fostering a culture of excellence and continuous improvement.
Minimum Education & Work Experience:
- 8+ years of experience in sales or revenue enablement, GTM strategy, or revenue operations, with at least 3 years in a people leadership or senior strategic role.
- Demonstrated ability to lead cross-functional programs and support a range of roles across Sales, CS, and BDR teams.
- Strong understanding of the B2B SaaS sales process
- Proven ability to build enablement programs that impact performance and align with strategic goals.
- Excellent communication, stakeholder management, and presentation skills.
- Experience owning and executing major revenue-facing events (e.g., SKO).
Key Skills and Qualifications:
- Familiarity with sales methodologies such as Challenger, MEDDIC, or SPIN.
- Experience with sales and enablement tools (e.g., Salesforce, Gong, Seismic, Highspot, etc.).
- Strong project management skills with the ability to lead multiple initiatives concurrently.
- Provide timely updates on project progress, changes, and any potential issues.
Physical Demands and Work Environment:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
- Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds.
- Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
- Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.
- Noise level in the work environment is usually moderate.
- Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone
