Director, Sales Enablement & Training

Director, Sales Enablement & Training

The Sales Enablement & Training function is responsible for equipping sales teams with the knowledge, tools, content, processes, and skills needed to drive revenue and accelerate customer acquisition. This role partners closely with Sales, Marketing, Product, and Leadership to develop and execute enablement programs that translate organizational strategy and product innovation into effective sales execution. The ideal candidate is a strategic, hands-on leader who can build scalable enablement programs, simplify complex technology solutions into compelling sales narratives, and continuously improve sales team performance.

Responsibilities

Sales Enablement Strategy

• Develop and execute a comprehensive sales enablement strategy aligned with revenue goals, sales priorities, and product initiatives.
• Identify gaps in sales knowledge, skills, tools, processes, and content, and build programs to address them.
• Partner with Sales Leadership to uncover opportunities to improve productivity, pipeline generation, conversion rates, and sales velocity.
• Establish consistent onboarding, training, certification, and ongoing development programs across the sales organization.

Training & Development

• Lead new-hire onboarding and ongoing training programs for the sales organization.
• Develop training on products, solutions, competitive positioning, sales methodology, industry trends, customer pain points, and value propositions.
• Enable sales teams to confidently articulate complex technology solutions in clear business terms.
• Reinforce training through coaching, performance support, and continuous learning.
• Create engaging workshops, sales boot camps, role-playing exercises, coaching sessions, and virtual learning experiences.

Content & Sales Tools

• Own the sales enablement content strategy, ensuring sellers have access to current, relevant, and actionable materials.
• Collaborate with Marketing and Product teams to develop battlecards, playbooks, talk tracks, objection-handling guides, FAQs, and competitive intelligence.
• Build sales plays and campaign-specific enablement packages to support product launches and go‑to‑market initiatives.

Product & Go‑to‑Market Enablement

• Serve as a bridge between Product, Marketing, and Sales to ensure new products and services are effectively launched and adopted.
• Partner with Product Marketing to maintain accurate, consistent, and aligned sales content.
• Develop launch training, positioning, key talking points, FAQs, competitive differentiation, and sales plays for new offerings across both direct sales teams and agent channels.

Performance & Measurement

• Establish KPIs to measure the effectiveness of enablement and training programs.
• Analyze sales performance, adoption, engagement, and productivity data to identify improvement opportunities.
• Gather feedback from sellers and sales leaders to continuously optimize programs.

Desired Requirements & Qualifications

• 7+ years of experience in sales enablement, sales training, or sales leadership within a B2B technology environment.
• Proven experience building and managing sales enablement or training programs.
• Experience developing sales playbooks, training materials, presentations, videos, and other enablement content.
• Strong understanding of complex B2B sales cycles, agent/distribution channels, and enterprise technology solutions.
• Excellent presentation, facilitation, communication, and storytelling skills.
• Ability to translate complex technical concepts into clear, compelling business value.
• Strong project management and cross-functional collaboration skills.
• Data-driven mindset with the ability to connect enablement activities to business outcomes.
• Experience with CRM, learning management systems, sales enablement platforms, and collaboration tools; familiarity with Salesforce, Gong, and Showpad is a plus.
• Experience in telecommunications, networking, SaaS, managed services, cybersecurity, mobility, or related technology markets is a plus.

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