The OpportunityWe are seeking a strategic and experienced Director of Sales Enablement to build and lead our enablement function from the ground up, with a distinct focus on working in full support of our sales team. In this critical leadership role, you will be responsible for directly enabling our Account Executive layer-equipping them with the data, marketing insights, industry knowledge, training, and modern sales concepts they need to accelerate deal velocity and drive aggressive growth. Your ultimate goal is to ensure the sales team feels empowered and fully supported in order to close deals with confidence.
Reporting directly to the CRO, you will own the overarching enablement strategy, ensuring that all field activities ladder up to the CRO's broader revenue mandate. You will serve as the crucial connective tissue between Sales, Marketing, Revenue Operations (RevOps), Policy, Bid Writing, Legal, and Post-Sales to ensure a unified go-to-market motion that puts our sellers in the best position to succeed.
Key ResponsibilitiesEnablement Strategy & Program Leadership- Design, build, and execute a comprehensive sales enablement strategy that aligns with the CRO's top-line revenue targets, ensuring our Account Executives are fully equipped and empowered in the field.
- Develop and own the onboarding program for new sales hires, dramatically reducing ramp time and ensuring reps are fully supported and field-ready from day one.
- Create continuous learning and training programs focused on modern sales concepts, public-sector procurement nuances, negotiation, and competitive intelligence to keep the sales team sharp.
Cross-Functional Orchestration & Content Alignment- Partner closely with Marketing, Policy, and Bid Writing teams to distill complex messaging, deep industry knowledge, and legislative updates into highly effective, digestible sales plays, battlecards, and collateral that arm our Account Executives to close deals.
- Work alongside Legal and Post-Sales to ensure sales teams are trained on compliance guidelines, contract risk, and smooth customer handoffs without feeling burdened by the process.
- Act as the voice of the field, creating a feedback loop between frontline sellers and cross-functional leaders to continuously refine GTM strategies and ensure the sales team gets the exact support they need.
Methodology & Field Execution- Drive the adoption of a unified, modern sales methodology across all regions, ensuring consistent execution and empowering sellers in a messy, multi-stakeholder B2G environment.
- Collaborate with Revenue Operations (RevOps) to leverage pipeline analytics and CRM data, translating that data into actionable insights and deploying targeted training to help Account Executives improve win rates and stage conversion.
- Define and track key enablement metrics (e.g., time-to-first-deal, win rate improvements, collateral adoption) to demonstrate the ROI of enablement programs and ensure the sales team is actively feeling the impact.
Qualifications- 10+ years of experience in Sales/Revenue Enablement, Sales Training, or progressive Sales Leadership roles, ideally within B2G, GovTech, public safety, or complex enterprise SaaS environments.
- Proven track record of building and scaling an enablement function from scratch at a high-growth company, with a strong emphasis on directly supporting Account Executives.
- Deep understanding of complex, non-linear sales cycles and multi-constituent procurement processes (e.g., RFPs, co-ops, board approvals).
- Exceptional ability to collaborate cross-functionally and translate marketing, policy, and industry insights into actionable enablement materials for the field.
- Strong proficiency with sales enablement platforms (e.g., Highspot, Seismic) and LMS tools, alongside a working knowledge of Salesforce and using data to guide enablement.
- World-class presentation and facilitation skills, with a passion for mentoring, training, and empowering high-performing sales teams.
Bonus Points- Experience navigating sales motions involving violator-funded enforcement, school transportation, or smart city safety infrastructure.
- Familiarity with public sector pricing models and cooperative purchasing contracts.
- Relevant enablement or modern sales methodology certifications (e.g., MEDDPICC, Challenger, Command of the Message).
The US salary range for this position is provided in this posting. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your Talent Partner can share more about the specific salary range for your preferred location and skill level during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, and/or commission (if applicable) or benefits.
