Head of Revenue Enablement

Zenity•New York, NY

3h•$275,000 - $295,000

About The Position

The Head of Revenue Enablement is the architect and operator of Zenity's revenue excellence operating system — spanning the entire customer journey, pre-sale and post-sale. This role owns the strategy, structure, cadence, and execution of how customer-facing teams learn, certify, and apply knowledge in real deals. The position reports directly to the Head of Sales and sits on the sales leadership team as a trusted operating partner. This role will partner deeply with Product Marketing, Product, Customer Success, RevOps, the OCTO team, and the AI GTM function to improve the effectiveness of AEs, SEs, Partner Managers, and CSMs. This is a behavior-change role focused on building a modern, AI-led learning organization from the ground up, moving beyond legacy approaches. Zenity is a leader in AI Agent Security, establishing the security framework for AI agent adoption at enterprise scale. The company delivers full-lifecycle visibility, governance, detection, prevention, and response for AI agents. Zenity is backed by over $55M in funding, including a $38M Series B with strategic investment from Microsoft’s M12, and is trusted by Fortune 500 enterprises globally.

Requirements

Built and scaled a revenue or sales enablement function inside a high-growth tech startup, ideally from Series B through later-stage scale.
Cybersecurity industry knowledge, understanding the buyer (CISO, security architect, AppSec, GRC, IT, AppDev, LOB), the deal motion, and the competitive landscape.
AI security or adjacent emerging-category experience is a strong plus.
Fluent in Command of the Message and MEDDPICC, with experience implementing, coaching managers on, and measuring behavior change.
Owned the full customer journey (pre-sale and post-sale) and built enablement programs for AEs, SEs, CSMs, and partner teams.
Led cross-functional partnerships with Product Marketing, Product, RevOps, Customer Marketing, and Customer Success, holding partners to SLAs.
Adaptive and comfortable shipping a sharp v1 today and revising tomorrow.
AI-native mindset, viewing enablement as agent-led, in-the-moment, and queryable.
A builder, not an administrator, measuring work by behavior changed and deals progressed.
A coach capable of providing actionable feedback during discovery calls.
Commercially literate, able to read a forecast, identify hygiene problems, and translate them into content or coaching interventions.
Disciplined urgency, maintaining quality standards without letting perfection impede progress.

Nice To Haves

AI security or adjacent emerging-category experience.

Responsibilities

Design and operate the new-hire onboard and ramp program for AEs, SEs, Partner Managers, and CSMs, aiming to compress time-to-productivity by 25–35%.
Own the 30/60/90 ramp curriculum with measurable gates at each stage (Foundation Cert, Persona Cert, Demo Cert, Graduation Cert).
Operate the certification model, where certification is earned by applying behavior in real customer pursuits, not by passing a quiz. Define the rubric, evidence, and cadence.
Run quarterly recertification cycles for the full field to ensure messaging, use cases, market knowledge, and competitive posture remain sharp.
Own the full library of customer-facing and partner-facing content, including pitch decks, battlecards, use-case plays, discovery banks, objection handlers, customer stories, demo scripts, tech-win libraries, RFI/RFP templates, and partner co-sell assets.
Run content as a system: ensure every asset has a named owner, a refresh cadence, and an expiration date; retire stale content.
Establish cross-functional SLAs with PMM, Product, Customer Marketing, CS, and OCTO to maintain content flow.
Ship imperfect content quickly, prioritizing a sharp v1 over a polished v3, and establish a standard for shipping fast and revising openly.
Own the GTM tech stack (Gong, HubSpot, AI agents) from an adoption and effectiveness standpoint.
Define, instrument, and coach on proper tool usage, retiring tools that do not prove effective.
Ensure every tool used by customer-facing reps enhances speed, rather than hindering it.
Build and operate the Zenity Knowledge Engine, an AI-powered hub for enablement, content, and competitive intelligence, in partnership with the AI GTM team.
Stand up the agent-led enablement layer, replacing traditional LMS with tools for Account, Call Prep, Battlecard, Story, Win/Loss, Forecast Risk, Demo Recommender, and Audible Coach.
Define how reps interact with the Knowledge Engine within their daily workflow (pre-call, mid-call, post-call, forecast, win/loss debrief).
Treat Knowledge Engine adoption as a leading KPI, not a vanity metric, with non-use leading to coaching conversations.
Own the weekly, monthly, and quarterly enablement heartbeat, including Audible Drills, Win Plan reviews, Win/Loss Lab, Deep Dives, Roadmap Briefings, Manager Forums, and QBR Sales Excellence Reviews.
Build multi-layered and consistent learning journeys (daily nudges, weekly drills, monthly deep dives, quarterly recerts).
Coach the coaches, leading the Manager Forum and ensuring RDs are co-owners of behavior change.