Senior Sales Enablement Manager

Accountabilities: Audit existing sales content, onboarding programs, and call recordings to identify improvement opportunities and develop an enablement strategy aligned with revenue objectives, ramp targets, and the product roadmap. Design and deliver structured onboarding programs for Account Executives, Sales Development Representatives, and Sales Engineers, establishing clear milestones, certifications, and performance assessments across the US and EMEA. Lead product enablement initiatives in collaboration with Product and Sales Engineering teams, ensuring sellers are equipped to communicate new features, product capabilities, and value propositions effectively. Train sales teams to position AI-native Managed Detection and Response (MDR) solutions to C-level security executives, translating technical architecture, pricing, and licensing models into clear business value. Embed sales methodologies such as MEDDPICC, stage exit criteria, and proof-of-value (POV) frameworks into everyday sales activities, CRM workflows, and deal reviews. Use call recordings and performance data to coach sellers, identify best practices, and replicate successful sales behaviors across the organization. Assess sales technology needs, evaluate build-versus-buy opportunities, and implement tools that improve sales productivity and enablement effectiveness. Lead the rollout of new sales messaging and positioning, including the development and delivery of sales pitch certifications. Develop and maintain competitive intelligence resources and battlecards covering traditional MDR providers and emerging AI-driven Security Operations Center (SOC) vendors. Establish and manage a centralized sales content hub, ensuring clear ownership, version control, accessibility, and usage tracking. Partner with Revenue Operations to define enablement KPIs, monitor performance, and deliver quarterly reporting on program effectiveness. Organize and lead Sales Kickoffs (SKOs), onboarding cohorts, and quarterly enablement events, including travel to support teams and activities across EMEA. Requirements: 8+ years of experience in B2B sales or sales enablement, including at least 4 years in a dedicated sales enablement role. Proven experience selling or enabling technical cybersecurity solutions, ideally across Managed Detection and Response (MDR), Security Operations Centers (SOC), Security Information and Event Management (SIEM), Extended Detection and Response (XDR), or threat detection and response. Demonstrated success building sales enablement functions and programs from scratch within a Series A to Series C startup environment, preferably during a period of significant sales team growth. Strong experience designing and delivering structured sales onboarding programs that demonstrably reduce ramp time and improve new hire performance. Hands-on experience implementing sales methodologies such as MEDDPICC or equivalent frameworks, embedding them into CRM processes, pipeline management, and deal reviews. Ability to quickly understand complex technical products and translate their capabilities into clear, compelling messaging tailored to CISOs and other senior decision-makers. A proactive, execution-oriented mindset, with the ability to independently create content, facilitate training, coach sales teams, and manage enablement initiatives from strategy through implementation. Strong analytical and data-driven approach, with experience using Salesforce, call recording platforms, and sales performance metrics to identify gaps and measure enablement impact. Excellent communication, presentation, coaching, and stakeholder management skills, with the ability to collaborate effectively across Sales, Product, Marketing, RevOps, and Sales Engineering. Nice to have: Previous experience as a quota-carrying Account Executive or Sales Engineer in cybersecurity. Nice to have: Experience with competitive displacement sales, EMEA sales organizations, or channel partner enablement. Nice to have: Hands-on familiarity with Salesforce, Gong or Grain, Outreach, and Notion. Nice to have: Experience leveraging AI tools to scale sales content creation, training, and coaching programs. Benefits: Opportunity to establish and own the sales enablement function within a growing cybersecurity business. Significant autonomy and ownership over enablement strategy, programs, content, and performance measurement. Direct collaboration with senior sales leaders and cross-functional teams across Product, Marketing, RevOps, and Sales Engineering. Exposure to an innovative, AI-driven cybersecurity environment and a rapidly evolving product portfolio. Opportunity to influence sales strategy, accelerate team performance, and contribute directly to revenue growth. International collaboration and travel opportunities, including Sales Kickoffs, onboarding programs, and engagement with EMEA teams. Compensation, healthcare coverage, and additional benefits to be confirmed by the hiring company.