Director, Revenue Enablement

Sonar•London, TX

5d•Onsite

About The Position

Sonar is seeking a Director of Revenue Enablement to lead the global enablement function across its go-to-market organization, including Sales, Customer Success, and Partner teams. This role reports to the VP of Revenue Operations and is responsible for the strategy, programs, and systems that reduce ramp time, increase quota attainment, and equip GTM teams to sell a technical product to developer, platform, and security buyers. The Director will inherit a small enablement team and a strong foundation, with the goal of scaling it into a measurable, outcomes-driven function to support Sonar's growth in the agent-centric development era.

Requirements

10+ years in B2B SaaS revenue or sales enablement, with at least 4 years leading a global enablement function.
Demonstrated track record of improving ramp time, win rate, and quota attainment through structured, measurable programs.
Experience enabling GTM teams selling a technical product to developer, platform engineering, DevOps, DevSecOps, or security buyers.
Experience designing and running large-scale GTM kick-offs and enablement events for 250+ attendees.
Hands-on experience with the modern enablement tech stack (LMS, CMS, sales engagement, conversation intelligence) and integrating AI tooling into seller workflows.
Fluency with at least one structured qualification framework (MEDDPICC, Command of the Message, or equivalent) and ability to drive consistent adoption.
Ability to operate effectively with VP and C-level stakeholders.
Strong written and facilitation skills.
Ability to balance strategic thinking with hands-on execution in a fast-paced, high-growth environment.
Passion for building inclusive, high-performing teams.
Must be genuinely based in the location the role is posted.
All offers of employment are contingent upon the results of a comprehensive background check and reference verification.
We do not currently support visa candidates in the US.
Applications submitted through agencies or third-party recruiters will not be considered.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses.

Responsibilities

Own the revenue enablement strategy, defining and executing a multi-year roadmap aligned with GTM priorities and quarterly outcomes tied to ramp time, win rate, and quota attainment.
Lead and grow a global enablement team, setting clear priorities, coaching for excellence, and acting as a player-coach.
Design role-based onboarding for Sales, CS, and Partner roles, and run continuous readiness programs covering product, process, messaging, and selling skills.
Equip teams to engage with technical buyers by building playbooks, talk tracks, objection-handling guides, and competitive content tailored for developer, platform engineering, DevSecOps, and CISO audiences.
Drive the enablement track for Sonar's annual GTM kick-off (250+ attendees) and quarterly business reviews.
Modernize the enablement tech stack, evaluating and operating LMS, CMS, sales engagement, conversation intelligence, and AI tooling to power seller workflows, driving adoption and measuring impact.
Partner cross-functionally with CRO, VP Sales, VP CS, Product Marketing, Product, and Partner leaders to align messaging, qualification frameworks, and customer journey execution.
Build dashboards and reporting to link enablement activity to GTM outcomes, using data to prioritize investment and retire ineffective programs.
Integrate AI into the seller workflow, defining how AI tooling can accelerate rep productivity, coaching, and deal execution.