Director - Commercial Enablement

StepStone Group•Newton, MA

12h•$96,500 - $160,500

About The Position

The Director - Commercial Enablement will build and lead the function that helps Sales, SDR, and Customer Success teams ramp faster, perform effectively with customers, and prepare for product and market launches. The role will create a consistent, data-backed approach to learning, selling, and growing accounts as Appcast expands into new verticals and products. It will design the enablement system, demonstrate its impact, and grow the function while supporting efficient commercial growth and a consistent customer experience. Reporting directly to the CGO, the Director will collaborate with commercial leaders and cross-functional partners to identify capability gaps and prioritize enablement based on business needs. The role spans onboarding, sales methodology, coaching, customer success programs, launch readiness, AI and tools adoption, and measurement of program effectiveness. The position may involve quarterly travel for internal and external meetings, with travel varying according to business needs and opportunities. It does not currently have direct supervisory responsibilities, though the opportunity to lead people may arise as the function evolves.

Requirements

At least 8 years of experience in sales enablement, commercial enablement, sales leadership, customer success, or revenue operations, including building enablement programs from the ground up.
Experience enabling customer-facing teams such as Sales, SDR, Customer Success, and Marketing, with measurable results.
Fluency in sales methodology, pipeline metrics, and the customer lifecycle, and ability to use data to guide enablement priorities.
Hands-on experience with modern sales tools, such as Salesforce, call intelligence platforms, and enablement or learning platforms.
Excellent facilitation, coaching, and presentation skills, including comfort running a room.
Strategic enablement leadership, cross-functional influence, sales and revenue enablement expertise, data analytics and KPI measurement, change management, executive communication, go-to-market readiness, AI and technology adoption, and program management and design.
Credibility with senior leaders and frontline sellers, and ability to influence without direct authority.

Nice To Haves

Experience in high-growth SaaS, ad tech, digital advertising, or recruitment technology.
Familiarity with performance-based or programmatic models.
Curiosity about AI.

Responsibilities

Build and run a commercial enablement plan tied to Appcast’s growth targets.
Work with Sales, SDR, and Customer Success leaders to identify capability gaps using pipeline, win-loss, and call data, and address those gaps.
Set quarterly enablement priorities according to business needs.
Design and run onboarding to help new sellers and SDRs become productive quickly.
Roll out and reinforce a consistent sales methodology, discovery approach, and deal qualification standard.
Coach teams on new-logo acquisition, upsell, and expansion through call reviews, deal workshops, and role plays.
Build programs to help Customer Success teams drive retention, adoption, and account growth.
Equip customer-facing teams to explain performance results and recommend next steps confidently.
Own field readiness for product launches, feature releases, and new vertical or segment plays, including training, certification, and talk tracks.
Partner with Product Marketing to turn positioning and messaging into repeatable skills, practice, and field adoption.
Run product certification and ongoing knowledge programs across customer-facing teams.
Drive adoption of AI tools across the commercial team, such as call intelligence, AI coaching, and research assistants.
Partner with Revenue Operations to ensure tools are used effectively and workflows are adopted.
Define enablement KPIs and report results to leadership quarterly.
Track ramp, certification, adoption, and business impact, and discontinue programs that do not improve results.