Sr. Director of Revenue Enablement & GTM AI

Accountabilities:: AI SDR Strategy & Execution: Lead the strategy, design, implementation, and performance of AI-powered inbound and outbound prospecting programs, including lead qualification, routing, account research, personalized messaging, and automated follow-ups. Human-AI Collaboration: Establish an effective operating model defining responsibilities, workflows, and handoffs between AI agents, Sales Development Representatives (SDRs), and Account Executives (AEs), ensuring consistent service levels and a seamless prospect experience. Outbound Prospecting Optimization: Develop and oversee a unified outbound playbook covering account prioritization, buyer personas, messaging strategies, outreach channels, and performance monitoring. Technology & Vendor Management: Select, implement, and optimize AI SDR platforms and prospecting technologies, working with Revenue Operations to manage integrations, data quality, deliverability, automation, and conversion performance. Enterprise Revenue Enablement: Build and scale a comprehensive enablement function supporting Sales, Customer Success, Solutions Consulting, and Partnerships throughout the customer lifecycle, improving onboarding, productivity, retention, and expansion. AI Adoption & Transformation: Drive adoption of AI assistants, conversational intelligence, sales practice platforms, account intelligence, and digital sales tools. Establish governance, training, and workflows that embed AI into everyday commercial activities. Onboarding & Continuous Learning: Design scalable onboarding, certification, and continuous development programs that reduce ramp time and accelerate productivity for new Sales and Customer Success hires. Competency Development & Coaching: Establish role-specific competency frameworks, evaluate skill gaps, create individual development plans, and equip frontline managers with effective coaching methodologies. Sales Methodology & Playbooks: Institutionalize enterprise sales methodologies such as MEDDPICC, Challenger, and Value Selling, ensuring consistent messaging and execution across prospecting, acquisition, renewals, and expansion. Content Strategy & Governance: Oversee sales content development, organization, accessibility, usage, and lifecycle management. Establish structured processes for collecting field feedback, prioritizing requests, and improving enablement resources. Launch & Campaign Readiness: Coordinate commercial readiness for product launches, pricing updates, new target audiences, competitive initiatives, and major marketing campaigns or events. Pipeline Generation & GTM Alignment: Partner with Sales, Growth Marketing, Customer Success, Product Marketing, and Revenue Operations to align human-led and AI-powered prospecting strategies and generate qualified pipeline. Performance Measurement: Define and monitor key performance indicators, including pipeline generation, speed-to-lead, meeting conversion, show rates, quota attainment, time-to-productivity, and win rates. Translate performance insights into measurable revenue and ARR impact. Leadership & Team Development: Foster a collaborative, inclusive, and high-performance culture centered on accountability and continuous learning. Lead and develop the Senior Manager of Revenue Enablement, who oversees late-stage, renewal, and expansion enablement. Requirements: Professional Experience: At least 8 years of progressive experience in revenue enablement, sales leadership, and/or sales development within high-growth B2B SaaS organizations, ideally supporting businesses scaling beyond $50M–$100M in ARR. AI SDR Expertise: Hands-on experience designing, launching, or managing AI-powered SDR programs and agentic inbound or outbound prospecting initiatives, with demonstrable results in pipeline generation and meeting conversion. Sales Development Leadership: Proven experience leading or partnering closely with outbound SDR teams, with a track record of achieving or exceeding pipeline and meeting generation targets. AI Transformation & Automation: Demonstrated ability to identify, evaluate, implement, and scale AI technologies, automation platforms, and agentic workflows while driving meaningful adoption across commercial teams. Broad Enablement Experience: Experience developing enablement strategies across the entire customer lifecycle, including new business acquisition, technical solution readiness, customer retention, account expansion, and renewals. Modern Learning & Enablement Practices: Strong knowledge of just-in-time learning, onboarding frameworks, competency assessments, certification programs, content governance, and collaboration with Product Marketing. Sales Methodology Expertise: Deep understanding of enterprise sales methodologies such as MEDDPICC, Challenger, and Value Selling, as well as conversational intelligence and modern sales coaching practices. Revenue Technology Fluency: Strong operational and administrative knowledge of CRM and revenue enablement platforms, including Salesforce, Salesloft or Outreach, Gong, Highspot, Seismic, WorkRamp, data enrichment solutions, and AI SDR technologies. Analytical & Commercial Acumen: Ability to connect prospecting performance, enablement initiatives, and technology adoption to measurable business outcomes, including ARR growth, conversion rates, pipeline velocity, and sales productivity. Executive Communication: Excellent communication, presentation, facilitation, and stakeholder management skills, with the ability to influence senior executives and cross-functional leadership teams. Strategic & Operational Leadership: Strong organizational and problem-solving abilities, combining a long-term transformation vision with hands-on execution and a data-driven approach to decision-making. Change Management: Ability to lead organizational transformation, encourage technology adoption, and build a culture of continuous improvement, collaboration, and accountability. Benefits: Opportunity to lead a major revenue transformation initiative within a high-growth B2B SaaS environment. Strategic leadership role with significant influence over revenue operations, AI adoption, and go-to-market performance. Opportunity to build and scale innovative AI-powered prospecting and enterprise enablement functions. Close collaboration with executive leadership and cross-functional teams. Professional growth and development opportunities in an evolving AI-driven commercial environment. Inclusive and diverse workplace committed to equal employment opportunities and professional excellence. Remote working opportunity within the United States.