Revenue Enablement Manager
About The Position
DigitalOcean is seeking a Senior Manager, Revenue Enablement to build and own the Go-To-Market enablement function. This role acts as a liaison between product knowledge, sales processes, and sales representative performance, ensuring the team is equipped to close deals effectively. The ideal candidate is curious, eager to master products, customers, and the industry, and can translate AI expertise into impactful training and coaching programs. This is a hands-on "builder" role focused on creating core content, establishing a certification program, and actively coaching sales representatives to improve their performance.
Requirements
- 6+ years of experience in sales enablement or sales training at a technical B2B company
- Demonstrated experience building an enablement program from scratch
- Direct, one-on-one coaching experience with Account Executives
- Experience managing a portfolio of concurrent programs and projects with competing priorities
- Proven ability to operate in fast-moving environments where the product roadmap and GTM strategy evolve regularly
Nice To Haves
- Experience in AI/ML, infrastructure, developer tools, or a technical API-first company
- Has designed and administered a formal sales certification program with defined evaluation criteria
- Skilled at enabling AEs to engage credibly with technical buyers
- Familiarity with enablement platforms and content management systems (e.g., Spekit, Highspot, Seismic)
- Experience enabling both commercial and enterprise sales motions simultaneously
- Background in or exposure to sales methodologies such as Command of the Message or MEDDPICC
Responsibilities
- Own and continuously improve the AE onboarding program, a 4-week ramp covering AI/ML fundamentals, product, sales process, and pitch certification.
- Build and maintain a pitch deck and talk track library across all major use cases, keeping materials current with product and competitive landscape changes.
- Design and run a quarterly pitch certification program with a clear rubric, consistent scoring, structured feedback, and defined follow-through for underperforming reps.
- Coach reps directly and consistently by joining calls, running debriefs, and facilitating workshops, acting as a go-to resource.
- Run the recurring enablement cadence, including monthly newsletters, win wires, competitive seller briefs, and informative sessions.
- Manage the content management system and Revenue Resources Confluence space, ensuring assets are accurate, organized, and accessible.
- Partner with Revenue Operations, Product, PMM, Sales Leadership, and Marketing to align enablement with GTM priorities, product developments, and competitive intelligence.
Benefits
- Competitive compensation: Salary and bonuses tied to individual and company performance.
- Equity: Grants upon hire and participation in our Employee Stock Purchase Program.
- Growth-oriented culture: Formalized mentorship, conference reimbursement, and deep investment in your professional development.
- Remote-first flexibility: We are a global organization that values your well-being and provides resources to support it.
- Employee Assistance Program
- Local Employee Meetups
- Flexible time off policy
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
