Senior Director, Revenue Enablement

SmartBear•Somerville, MA

20h•$156,660 - $170,480•Hybrid

About The Position

SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams. SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com, or follow us on LinkedIn, X, and Reddit. At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission. Senior Director of Revenue Enablement As the Senior Director of Revenue Enablement, you will play a critical role in driving our revenue team's success by building, scaling, and optimizing our revenue enablement programs. You will be responsible for creating strategies, programs and resources that empower our sales force to improve efficiency, increase revenue, and maintain a high level of customer engagement. This position will work closely with Sales, Marketing, Product, and Customer Success teams to align content, training, and tools to the broader business objectives, while directly overseeing a sales enablement team who executes and delivers them.

Requirements

8+ years of experience in enablement or a related function within a SaaS or technology company; with 2+ years of experience leading a sales enablement team preferred.
Proven track record of leading and scaling GTM enablement programs for midmarket or enterprise-level sales teams.
Strong understanding of sales methodologies (e.g., SPIN, MEDDIC, Challenger) and how to integrate them into a sales organization.
Experience with CRM systems (e.g., Salesforce) and other GTM tools (e.g., MindTickle, Outreach, Gong, Terret, PlanHat).
Exceptional communication and leadership skills, with the ability to collaborate across multiple departments and influence without direct authority.
Analytical mindset, with experience using data to drive decisions and improve sales effectiveness.
Ability to thrive in a fast-paced, rapidly changing, high-growth environment.

Nice To Haves

Prior sales or sales management experience preferred.

Responsibilities

Develop and Implement Revenue Enablement Strategy: Design and execute a comprehensive revenue enablement strategy that supports the needs of a fast-growing SaaS business, ensuring alignment with revenue and business goals.
Create frameworks for scalable revenue training programs, onboarding, and ongoing development that equip reps with the knowledge and skills needed to excel.
Revenue Training and Coaching: Partner with GTM leadership to design sales methodologies, tools, and processes that enhance revenue effectiveness.
Facilitate both onboarding and continuous learning for sales teams, covering key areas such as product knowledge, sales methodologies and deal strategies, and market trends.
Implement data-driven coaching strategies and performance feedback mechanisms.
Content and Resource Development: Collaborate with Product Marketing and other internal teams to create, curate, and manage revenue collateral, including case studies, playbooks, pitch decks, and objection-handling scripts.
Ensure that all content is relevant, timely, and tailored to different segments of the sales funnel.
GTM Tools and CRM Optimization: Evaluate and recommend new technologies to improve productivity and align tools with revenue objectives.
Optimize the LMS and the use of existing CRM and other GTM tools to ensure seamless integration into daily workflows.
Cross-Departmental Collaboration: Partner with Product, Marketing, and all GTM cross-functional teams to ensure alignment on messaging, product updates, and market positioning.
Work closely with GTM leadership to analyze performance, identify gaps, and implement improvements in revenue processes.
Metrics and Reporting: Define and track key performance indicators (KPIs) for revenue enablement effectiveness, including ramp-up time, quota attainment, and win rates.
Regularly report on program success and make recommendations for continuous improvement to senior leadership.
Stay informed on industry trends, competitor activities and customer needs.