Director, Head of Sales Enablement

Fitch Group-posted 2 days ago

$165,000 - $200,000/Yr

Full-time • Director

Hybrid • New York, NY

1,001-5,000 employees

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Fitch Solutions is a leading provider of insights, data and analytics. It informs investment strategies, strengthens risk management capabilities and helps identify strategic opportunities. Its analysts, lawyers, journalists and economists offer in-depth views on credit markets/risk and individual credits, ESG, developed and emerging markets, and industry sectors. Fitch Solutions is part of Fitch Group, a global leader in financial information services with operations in over 30 countries. Fitch Group is owned by Hearst. Step into a role on the Fitch Solutions Commercial Team, where your talent for fostering client relationships meets unparalleled opportunities for professional development and visibility in the financial market intelligence space. Joining us means immersing yourself in a dynamic, fast-paced environment, supported by the strong foundation of a leading financial services group. Our diverse portfolio of powerful brands and products showcases our commitment to collaboration and innovation, proving that we are stronger together. With numerous opportunities for growth and a culture that celebrates every success, the Fitch Solutions Commercial Team is where your career can thrive and you can make a meaningful impact. Want to learn more about a career on our commercial team? Visit our careers page: https://careers.fitch.group/content/Fitch-Solutions-Commercial/ Fitch Solutions is currently seeking a Global Head of Sales Enablement based out of our New York or London office. The Head of Sales Enablement will design, lead, and scale the enablement strategy that accelerates revenue growth for Fitch Solutions. You will be responsible for equipping global sales, account management, and customer success teams with the knowledge, skills, processes, and tools to effectively position data products, platforms, and insights to financial institutions, corporates, and partners. This role owns the end-to-end enablement lifecycle—from onboarding and continuous learning to deal support, playbooks, and productivity analytics—ensuring commercial teams can execute consistently across segments and regions.

Define the global sales enablement vision, operating model, and structure aligned to company growth goals, product strategy, and go-to-market motions supported by persona based value propositions (new logo, cross-sell/upsell, renewals).
Build and lead a high-performing enablement team covering onboarding, training, content, sales process, operations, and tooling.
Structuring Sales Enablement across: 1) Onboarding, 2) Sales skills, 4) Market Training, 5) Value Proposition enablement (including Seismic platform alignment) and, 6) Product deep dive support and training
Partner with Sales, Marketing, Product, Legal/Compliance, and RevOps to standardize best practices and drive adoption at scale.
Design role-based curricula (AEs, SDRs/BDRs, Account Managers, Solutions Consultants, Customer Success, Partnerships) with clear competencies, certifications, and measurable outcomes.
Deliver training on the financial data value chain, DaaS product portfolio, pricing and packaging, data delivery channels (API, feeds, UI), use cases, and industry regulations.
Implement a continuous learning program (micro-learning, quarterly certifications, pitch practice) supported by an LMS and call coaching tools.
Standardize stages, exit criteria, and definitions across the sales cycle; embed a sales methodology (e.g., MEDDICC/MEDDPICC, Challenger, SPIN) tailored to DaaS.
Create segment- and persona-specific playbooks (banking, asset management, insurers, fintechs, corporates; buyers: CIO/CDO, Head of Data, Risk, Treasury, Quant/Research).
Build discovery frameworks, ROI models, value hypothesis templates, and competitive positioning assets.
Own the enablement content library and governance for consistency, accuracy, and compliance (including data usage, licensing, and regulatory claims).
Equip teams with case studies, demo scripts, solution briefs, and talk tracks reflecting regional nuances and buying centers.
Evaluate, implement, and optimize tools (LMS, CMS, sales content management, call recording/analysis, sequencing, proposal/CPQ) to streamline workflows.
Run deal reviews, pre-call planning, and win/loss debriefs; provide coaching for complex enterprise pursuits and RFP/RFI responses.
Partner with Solutions and Product to sharpen demos, POCs, and data trials; ensure technical value is translated into business outcomes and compliance comfort.
Establish a global coach network of sales leaders and subject-matter experts to reinforce enablement in the field.
Operationalize new product/feature launches with enablement packs, messaging, pricing, objection handling, and certification.
Maintain competitive intelligence and battlecards across data providers, analytics platforms, and alternative data players.
Translate regulatory and market changes (e.g., data privacy, model risk management, outsourcing, vendor risk) into actionable guidance for sellers.
Define KPIs and dashboards to quantify enablement impact (ramp time, time-to-first-deal, quota attainment, win rates, deal velocity, average contract value, content usage, training completion and effectiveness).
Run controlled pilots and A/B tests to prove lift; iterate programs based on insights from RevOps and revenue leaders.
Own quarterly enablement business reviews and budget.

10+ years in Sales Enablement, Sales Leadership, or Revenue Operations in B2B SaaS/Data/FinTech, with significant experience in financial services or capital markets.
Demonstrated success building enablement programs for enterprise/strategic sales cycles (multi-stakeholder, technical validation, procurement, legal, infosec).
Deep understanding of data products and delivery (APIs, data feeds, cloud marketplaces, licensing models, entitlements, SLAs) and how buyers evaluate data vendors.
Strong command of a formal sales methodology and ability to customize/adopt globally.
Experience leading a team and influencing cross-functionally at executive level.

Background selling or enabling solutions to banks, asset managers, insurers, hedge funds, fintechs, or corporate treasury/risk functions.
Familiarity with market data, alternative data, ESG/sustainability data, risk/credit data, or analytics platforms.
Hands-on with sales tech stack: Salesforce (or equivalent), Highspot/Seismic, Gong/Chorus, Outreach/Salesloft, LMS platforms, CPQ/pricing tools.
Exposure to information security, vendor risk, and data compliance considerations in enterprise deals.
Global experience across North America, EMEA, and APAC, with sensitivity to local regulatory and procurement practices.

Hybrid Work Environment: 2 to 3 days a week in office required based on your line of business and location
A Culture of Learning & Mobility: Dedicated trainings, leadership development and mentorship programs designed to ensure that your time at Fitch will be a continuous learning opportunity
Investing in Your Future: Retirement planning, financial wellness and tuition reimbursement programs that empower you to achieve your short and long-term goals
Promoting Health & Wellness: Comprehensive healthcare offerings that prioritize a healthy body & mind
Supportive Parenting Policies: Family-first policies, including a generous global parental leave plan, designed to help you balance career and family life effectively
Dedication to Giving Back: Paid volunteer days and support for community engagement initiatives

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