Marketing & Sales Enablement Director

Role Summary 

The Marketing & Sales Enablement Director, reporting into Marketing with a dotted line to Sales leadership, owns the bridge between go-to-market strategy and field execution. This role leads the strategy, programs, and execution that equip Sales to win more deals, increase average deal size, and accelerate sales velocity.  

For the first 6 months, this role will work closely across Product Marketing, Marketing, and Sales to drive consistent field execution. Product Marketing leads product positioning, messaging, pricing communication, persona development, and launch strategy, while the broader Marketing team leads demand generation, brand, and customer-facing web content. This role partners across these functions to translate strategy and insights into sales readiness, with primary accountability for ensuring reps have the training, tools, and knowledge needed to execute effectively. Following an initial period of heightened sales support, this role will transition into a broader Product Marketing and Sales Enablement capacity. 

Key Responsibilities 

Strategy and Leadership 

• Define and execute the overall sales enablement strategy to help meet and exceed company revenue goals. 

• Spearhead the development, maintenance, and continuous improvement of a comprehensive sales playbook. 

• Surface field-level signals on emerging segments and expansion opportunities to inform segment strategy. 

• Ensure continuous improvement by measuring enablement effectiveness and driving continuous improvement across sales programs. 

Positioning and Content 

• Work with product marketing to translate positioning and value propositions into rep-ready talk tracks, discovery questions, and objection responses. 

• Own internal-facing sales assets (sales playbooks, demo guides, call scripts, sales training videos). Partner with product marketing lead on customer-facing collateral by defining field requirements and validating usability with reps. 

• Partner with product team to convert competitive intelligence into training curriculum and certification; drive rep adoption and share win/loss patterns to optimize marketing efforts. 

• Build and maintain an internal intranet site to ensure content and training materials are easy to find and use. 

Training, Coaching and Onboarding 

• Partner with training team to design and deliver engaging sales training: weekly sessions, product/feature deep-dives, and demo training for all products. 

• Own structured onboarding and ramp programs for new sales representatives, serving as the primary sales training resource. 

• Provide ongoing coaching to existing team members to strengthen product knowledge and sales skills. 

• Track common objections and create targeted guides and training to help the team overcome them. 

• Create and deliver content for sales kickoffs, planning meetings, and other key events. 

Success Metrics 

• Owned: Rep ramp time · Certification pass rates · Training completion · Content adoption and utilization · Launch readiness scores 

• Shared: Funnel velocity · Win rate · Average deal size