Head of Segment Enablement, Revenue Enablement
About The Position
Cribl is hiring a Head of Segment Enablement to design and lead its revenue enablement system across every segment and region. The role translates company strategy into segment-specific behaviors and plays, builds frontline manager capability, and measures enablement’s impact on seller behavior, pipeline, ARR growth, customer outcomes, and talent health. The role owns the enablement system and its measurable impact, while revenue, retention, and people outcomes are shared with Sales, Revenue Operations, Customer Success, Finance, and People leaders. The position develops annual and quarterly enablement plans tailored to buyers, deal sizes, sales cycles, product mix, competitive pressure, and customer maturity. It leads a team of segment enablement leads, embeds solution-selling methodologies and best practices into seller workflows, and equips managers to inspect and coach performance. It also partners across revenue and customer-facing functions to connect enablement with customer lifecycle outcomes. The role will help shape personalized, AI-powered enablement by defining skills assessments, proficiency levels, recommendation signals, pilot plans, and governance for content quality, data, model feedback, privacy, and adoption. Cribl is remote-first, and the role may occasionally require work outside standard working hours to support teams across time zones.
Requirements
- At least 8 years of experience in revenue enablement, sales leadership, or sales productivity at a high-growth B2B SaaS company.
- At least 3 years managing enablement teams, including leading leads or managers.
- Track record of building enablement across multiple segments or regions simultaneously.
- Hands-on experience rolling out a value-based sales methodology.
- Proven ability to tie enablement to business results such as ramp time, pipeline conversion, win rate, and ARR using CRM and revenue analytics.
- Experience building frontline manager coaching programs that measurably changed manager behavior.
- Credibility with senior sales leaders and executive presence to push back, set priorities, and say no.
Nice To Haves
- Experience selling complex technical or security/data infrastructure solutions.
- Force Management experience, particularly Command of the Message and MEDDPICC.
- Experience enabling a shift from single-product to multi-product or platform selling.
- Experience enabling partner/channel, public sector, or sales development teams.
- Experience designing skills assessments, certifications, or competency models.
- Familiarity with conversation intelligence, sales content platforms, and AI-powered coaching or practice tools.
- Background as a quota-carrying seller, sales manager, or sales engineer.
Responsibilities
- Set segment enablement strategy and build annual and quarterly plans for each segment and region.
- Translate company priorities into segment-specific behaviors and sales plays.
- Run a capacity-based planning and intake model with priorities, service levels, and decision rights.
- Lead, develop, hire, coach, and retain a high-performing team of segment enablement leads.
- Embed Force Management methodology—including Command of the Message, MEDDPICC, and the Value Framework—into onboarding, certifications, deal reviews, and manager coaching.
- Define standards for discovery, value articulation, executive alignment, and mutual action planning; equip managers with scorecards and deal-coaching tools.
- Integrate selling best practices into CRM, conversation intelligence, content platforms, and forecast and pipeline reviews.
- Partner with Enablement Programs, Product Marketing, Sales, Solutions Engineering, Customer Success, and Partners to align messaging and tailor enablement by role.
- Develop frontline managers through practical development paths grounded in real deals, peer learning, and executive sponsorship.
- Track leading indicators across the customer lifecycle, from ramp through expansion and renewal, with relevant partner teams.
- Use insights from lost deals, churn, renewals, and customer health to improve plays, qualification, and coaching.
- Evaluate programs based on business impact and determine what to scale, fix, or stop.
- Define the needs and adoption approach for just-in-time, personalized coaching and practice, in partnership with platform-owning teams.
- Define baseline skills assessments and role- and segment-specific proficiency levels, mapping skill gaps to practice, coaching, content, and manager actions.
- Specify signals for personalized recommendations, pilot the approach in one or two segments, and scale what works with partner teams.
- Set governance for content quality, data definitions, model feedback, privacy, and adoption.
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- Short-term disability insurance
- Life insurance
- Paid holidays
- Paid time off
- Fertility treatment benefit
- 401(k)
- Equity
- Incentive compensation (commission) for sales and some sales-adjacent roles, or participation in the Cribl Corporate Bonus Program for other roles
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
