Director of Sales Enablement

FinQuery•Atlanta, GA

About The Position

FinQuery is seeking a Director of Sales Enablement to build the systems, skills, content, and operating discipline necessary to help their sales organization succeed in a multi-product environment. This role is focused on revenue performance, aiming to improve seller productivity by partnering with various departments to translate company strategy into repeatable selling motions. The goal is to accelerate seller ramp-up, enhance platform positioning, and increase conversion rates, ultimately driving revenue growth. The Director will leverage AI to boost sales productivity across preparation, learning, prospecting, discovery, demonstration, competition, and closing. Key responsibilities include owning the sales enablement strategy, translating company strategy into clear sales motions, and establishing a consistent operating system for enablement. This involves redesigning onboarding for faster time-to-productivity, building role-based programs, and using performance data to identify and address capability gaps. The role also focuses on building a multi-product selling organization by helping sellers diagnose broader customer problems and develop cross-sell and expansion plays. Establishing a common sales methodology, improving discovery and deal execution, and creating practical tools for sellers are crucial. The Director will also lead product and competitive enablement, translating new products and AI innovations into effective selling motions, and developing competitive intelligence. A significant aspect of the role involves making AI a sales productivity advantage by identifying and deploying AI-enabled workflows and integrating AI into the enablement infrastructure. Finally, the Director will enable sales managers to become better coaches through targeted programs and tools.

Requirements

8+ years of experience in B2B SaaS sales, sales enablement, revenue enablement, sales leadership, or related go-to-market roles, including significant experience building enablement programs for complex sales organizations.
3+ years leading sales or revenue enablement at the Director level or equivalent scope.
Demonstrated experience enabling a multi-product SaaS sales organization.
Proven ability to connect enablement programs to measurable improvements in revenue performance rather than activity metrics alone.
Experience building onboarding, certification, sales methodology, product enablement, competitive enablement, and manager coaching programs.
Strong understanding of enterprise and mid-market B2B SaaS sales processes.
Experience working closely with CROs, Sales Leaders, Product Marketing, Product, Revenue Operations, and Customer Success.
Strong analytical skills and the ability to use funnel, pipeline, conversion, and seller-performance data to diagnose problems and prioritize interventions.
Strong executive communication skills with the ability to simplify complex concepts and turn strategy into practical field execution.
Demonstrated experience using AI and automation to improve personal or organizational productivity.
A builder mentality. You should be equally comfortable designing the strategy, creating the first version yourself, testing it with sellers, measuring the results, and scaling what works.

Nice To Haves

Experience selling or enabling software for the Office of the CFO.
Experience with accounting, finance, ERP, FP&A, financial close, procurement, or other financial software categories.
Experience helping a company transition from a single-product to a multi-product platform selling motion.
Experience building successful cross-sell programs into a large installed customer base.
Experience enabling sales teams through acquisitions, new product launches, or significant changes in company positioning.
Experience personally carrying a sales quota or managing quota-carrying sellers.

Responsibilities

Own FinQuery’s Sales Enablement Strategy
Build and execute a comprehensive enablement strategy tied directly to FinQuery’s revenue priorities, including new-logo acquisition, cross-sell, multi-product adoption, expansion, and improved seller productivity.
Translate company strategy into clear, repeatable sales motions that sellers can understand, execute, and measure.
Establish a consistent operating system for enablement across onboarding, ongoing development, product launches, messaging, methodology, certification, competitive intelligence, and manager coaching.
Accelerate Seller Ramp and Productivity
Redesign seller onboarding around measurable time-to-productivity milestones rather than training completion.
Build role-based onboarding and certification programs for Account Executives, Sales Development, Account Management, Sales Engineering, and Sales Leadership.
Establish clear proficiency standards across product knowledge, discovery, positioning, demonstration, competitive differentiation, objection handling, and commercial execution.
Use performance data to identify capability gaps and continuously improve enablement programs.
Build a Multi-Product Selling Organization
Help sellers evolve from selling individual products to diagnosing broader accounting and finance problems across what customers lease, own, and owe.
Build cross-sell and expansion plays that systematically identify opportunities within FinQuery’s installed customer base.
Create discovery frameworks that help sellers uncover adjacent customer needs across leases, fixed assets, debt, accruals, prepaids, and future FinQuery products.
Equip sellers to communicate both the immediate value of individual products and the strategic value of the broader FinQuery platform.
Develop plays for bundling, sequencing, and expanding products based on customer needs, maturity, and buying signals.
Own Sales Methodology and Execution Excellence
Establish and reinforce a common sales methodology across the revenue organization.
Improve discovery, qualification, value articulation, business cases, executive conversations, objection handling, competitive positioning, and deal strategy.
Partner with sales leadership to improve pipeline inspection, opportunity coaching, and deal execution.
Build practical tools that improve seller performance inside live opportunities rather than creating enablement content that sellers rarely use.
Lead Product and Competitive Enablement
Partner with Product and Product Marketing to translate new products, capabilities, acquisitions, and AI innovations into clear field selling motions.
Build launch enablement that allows the sales organization to confidently sell new products from day one.
Develop competitive intelligence and battlecards that explain not only what competitors do, but how FinQuery wins and where we should not compete.
Establish feedback loops between the field, customers, Product, and Marketing so market intelligence improves both product strategy and go-to-market execution.
Make AI a Sales Productivity Advantage
Identify and deploy AI-enabled workflows that make sellers more effective across account research, call preparation, discovery, follow-up, proposal development, competitive analysis, coaching, and opportunity management.
Build AI into FinQuery’s enablement infrastructure and seller workflows rather than treating AI as a standalone training initiative.
Establish practical standards for responsible and effective AI use throughout the sales organization.
Continuously test emerging AI capabilities and scale the ones that demonstrably improve seller productivity or revenue performance.
Enable Sales Managers to Become Better Coaches
Build manager enablement programs that strengthen coaching, inspection, feedback, and performance management.
Give frontline managers the frameworks, data, and tools to diagnose performance gaps and coach sellers effectively.
Establish reinforcement mechanisms so enablement becomes part of the operating cadence of the sales organization rather than a series of isolated events.