Director, Sales Enablement
About The Position
The Director of Sales Enablement reports to the Chief Revenue Officer (CRO) and is responsible for leading the sales enablement function at CData, including scaling programs and team capacity as the business grows. This role owns enablement strategy and execution across all commercial roles, including Sales, BDR/SDR, and Pre-Sales teams, with the objective of improving rep productivity, consistency, and revenue outcomes. As a senior leader within the revenue organization, the Director of Sales Enablement partners closely with Sales leadership, Product Management, Product Marketing, Revenue Operations, and Executive Leadership to ensure enablement programs are aligned with go-to-market strategy, sales motions, and business priorities. This role carries clear accountability for impacting new bookings and overall sales effectiveness and is expected to evolve enablement from foundational programs into a scalable, measurable, and strategic capability.
Requirements
- Bachelor’s degree from an accredited university or equivalent relevant business experience
- 8+ years of experience in sales enablement, sales operations, sales leadership, or related revenue roles within B2B technology organizations
- Proven experience building and scaling sales enablement programs with measurable impact on revenue performance
- Strong understanding of B2B sales motions, sales methodologies, and lead qualification frameworks
- Demonstrated success partnering cross-functionally with Sales, Product Marketing, Product Management, and Executive Leadership
- Hands-on experience working within CRM and sales enablement platforms; Salesforce experience strongly preferred
- Strategic, data-driven leader with the ability to translate insights into actionable enablement initiatives
- Excellent written, verbal, and executive communication skills
- Highly organized, self-directed, and comfortable operating in fast-paced, evolving environments
- Strong leadership presence with the ability to influence without direct authority and drive adoption across teams
Responsibilities
- Define and lead the overall sales and revenue enablement strategy, ensuring alignment with company growth objectives, revenue goals, and evolving sales motions
- Lead, evolve, and scale the CData sales enablement function, expanding programs, capabilities, and impact in alignment with revenue growth
- Own and operate the Sales Readiness and Revenue Enablement platform (Mindtickle) as the system of record for enablement content, training, certifications, and readiness measurement
- Design, deliver, and continuously improve onboarding, ongoing training, certification, and continuous learning programs for Sales, BDR/SDR, and Pre-Sales teams, accelerating ramp time and time-to-productivity
- Establish and enforce certification standards across products, messaging, and sales methodologies (e.g., SPICED), ensuring consistent execution and readiness across all customer-facing roles
- Lead enablement content strategy, including playbooks, messaging frameworks, competitive intelligence, and role-based guidance delivered contextually across the sales cycle
- Operationalize enablement programs across Salesforce and the broader sales tech stack, ensuring consistency, visibility, adoption, and scalability
- Partner closely with Sales leadership to identify skill gaps, performance drivers, and behavior changes required to improve pipeline creation, conversion, and bookings
- Reinforce sustained behavior change through continuous learning and coaching, working with frontline managers to embed enablement into daily execution
- Define, track, and report on sales effectiveness and enablement analytics, including readiness, content usage, skill gaps, and the impact of enablement on pipeline, win rates, and quota attainment
- Collaborate with Product Management, Product Marketing, and Marketing to translate product strategy, releases, positioning, and GTM initiatives into actionable, sales-ready enablement
- Align revenue enablement efforts across Sales, Marketing, and Customer Success, ensuring consistent messaging, execution, and outcomes across the customer lifecycle
- Serve as a strategic advisor to revenue leadership on enablement best practices, change management, and performance improvement
- Establish operating rhythms and governance that keep enablement programs current, relevant, measurable, and tightly aligned with evolving GTM needs
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
251-500 employees
