Position OverviewWe're looking for a Sales Enablement Manager who thrives in the intersection of people, process, and pipeline. In this role you'll own the full lifecycle of AE effectiveness - from the moment a new rep joins through the ongoing coaching and deal inspection that determines whether we hit our numbers. You'll work directly with AEs, frontline managers, and cross-functional partners to ensure every rep understands our space, sells with conviction, and closes deals faster.
This is a high-impact individual contributor role best suited for someone who has been in the field (or sat close to it) at a B2B SaaS startup and knows the difference between enablement that looks good on slides and enablement that actually moves quota.
WHAT YOU'LL DONew AE Onboarding & Ramp Acceleration- Design and own a structured onboarding program that gets new AEs productive in their first 30/60/90 days - covering our space, ICP, competitive landscape, sales motion, pricing, and ROI story.
- Build certifications and milestones that validate readiness before reps engage live prospects.
- Partner with Sales leadership to continuously shorten ramp time and benchmark progress against targets.
Deal Execution & Pipeline Inspection- Develop and maintain a clear framework for stage definitions, entry/exit criteria, and deal inspection standards - and train reps and managers to use them consistently.
- Partner with RevOps to embed these criteria into CRM and create visibility into stage adherence across the team.
- Partner with Sales leadership and frontline managers to run deal reviews and pipeline walkthroughs, using them to identify coaching gaps, methodology drift, and repeatable blockers.
- This role owns the enablement framework and feedback loop, not forecast ownership.
Call Coaching & Messaging Consistency- Regularly review Gong calls across the team to evaluate how reps run discovery, handle objections, communicate value, and advance deals.
- Develop a structured call review cadence with scorecards aligned to our sales methodology.
- Surface winning patterns from top performers and package them into playbooks and training the full team can use.
- Provide direct coaching feedback to reps and equip managers with the tools to do the same.
Playbooks & Deal Friction Diagnosis- Analyze where deals stall across the funnel - by stage, segment, persona, or objection type - and work cross-functionally to build targeted playbooks and process improvements.
- Collaborate with Product Marketing to translate positioning and competitive intel into field-ready plays.
- Maintain a living library of enablement assets: talk tracks, objection handlers, competitive battlecards, and segment-specific plays.
Late-Stage Deal Support- Own the enablement and upkeep of assets that help AEs navigate late-stage friction: security questionnaire responses, legal FAQs, procurement guides, and ROI/business case templates.
- Work with Sales Engineering, Legal, and Finance to ensure these resources are accurate, current, and actually used.
- Identify systemic late-stage blockers and propose structural fixes - not just band-aids.
WHAT YOU'LL BRING- 5+ years of experience in sales enablement, revenue enablement, or a quota-carrying sales role at a B2B SaaS company.
- Working knowledge of cloud infrastructure and data protection concepts, including cloud environments, backup/recovery, storage, security/compliance reviews, and enterprise IT buying motions
- You do not need to be a solutions architect, but you must be credible enough to understand technical value drivers and translate them into AE-ready messaging, discovery, objection handling, and business- case narratives.
- Direct experience supporting Account Executives in an enterprise or mid-market sales motion - you understand how deals actually move (or don't).
- Startup DNA: you've built programs from scratch, operate well with ambiguity, and know how to create structure without bureaucracy.
- Hands-on experience with Gong or a comparable call intelligence platform for coaching and pattern analysis.
- Fluency with CRM hygiene, stage-based pipeline management, and the RevOps systems that underpin deal inspection (Salesforce, HubSpot, or equivalent).
- Strong communication and facilitation skills - you can run a workshop with 20 AEs and a 1:1 coaching session with equal impact.
- Experience building and maintaining enablement content: playbooks, certifications, battlecards, ROI tools, and onboarding curricula.
- Data-driven: you know how to define success metrics for enablement and tie program outcomes to pipeline and revenue.
NICE TO HAVE- Experience selling to or enabling reps who sell to large enterprise accounts (procurement cycles, security reviews, multi-stakeholder buying committees).
- Familiarity with enablement platforms such as Notion-based wikis as content hubs.
- Background in sales methodology frameworks (MEDDIC/MEDDPICC, Command of the Message, 3 Why's, etc.).
- Prior experience with LMS tools for structured onboarding and certification tracking.
WHO THRIVES HEREThis role is a strong fit if you:
- Get energized by being close to the sales floor - you want to know what's happening in deals, not just hear about it secondhand.
- Have strong opinions about what good looks like in a sales process, but hold them loosely enough to adapt to new contexts.
- Are comfortable moving fast, iterating, and shipping imperfect-but-useful assets over waiting for perfect.
- Know how to build trust with skeptical salespeople who have seen bad enablement and are allergic to anything that feels like "training for training's sake."
