Head of Segment Enablement, Revenue Enablement
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Job Description
Head of Segment Enablement building segment-specific sales enablement for Cribl, an AI-era telemetry infrastructure company. Driving manager coaching, solution selling, and measurable ARR and retention outcomes.
Responsibilities:
- Set the segment enablement strategy
- Build annual and quarterly enablement plans for each segment and region
- Translate company priorities into segment-specific behaviors and plays
- Run a capacity-based planning and intake model with clear priorities, service levels, and decision rights
- Lead and grow a team of segment enablement leads
- Set team goals, standards, operating rhythms, bench strength, and succession plans
- Hire, coach, and retain top talent
- Direct the team toward high-leverage business problems
- 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
- Provide sales managers with scorecards and deal-coaching tools
- Embed selling best practices into CRM, conversation intelligence, content platforms, forecast, and pipeline workflows
- Partner with Enablement Programs, Product Marketing, Sales, Solutions Engineering, Customer Success, and Partners
- Build frontline manager development paths grounded in real deals, peer learning, and executive sponsorship
- Measure manager behavior as the primary indicator of enablement adoption
- Track leading indicators across the customer lifecycle from ramp through expansion and renewal
- Feed insights from lost deals, churn, renewals, and customer health into plays, qualification, and coaching
- Evaluate programs based on business impact and decide what to scale, fix, or stop
- Define requirements for AI-powered, personalized just-in-time coaching and practice
- Define baseline skills assessments, proficiency levels, skill gaps, practice, coaching, content, and manager actions
- Specify signals driving recommendations, including assessments, call behavior, pipeline and opportunity data, customer health, and account context
- Pilot AI-enabled enablement in one or two segments and scale what works
- Partner with Enablement Operations, Revenue Operations, Data, and AI teams
- Set governance for content quality, data definitions, model feedback, privacy, and adoption
Requirements:
- 8+ years in revenue enablement, sales leadership, or sales productivity at a high-growth B2B SaaS company, ideally selling complex technical or security/data infrastructure solutions
- 3+ years managing enablement teams, including leading leads or managers
- Track record of building enablement for multiple segments or regions at once
- Hands-on experience rolling out a value-based sales methodology
- Force Management (Command of the Message, MEDDPICC) strongly preferred
- 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
- Experience enabling a shift from single-product to multi-product or platform selling is a bonus
- Experience enabling partner/channel, public sector, or sales development teams is a bonus
- Experience designing skills assessments, certifications, or competency models is a bonus
- Familiarity with conversation intelligence, sales content platforms, and AI-powered coaching or practice tools is a bonus
- Background as a quota-carrying seller, sales manager, or sales engineer is a bonus
- May be required to occasionally perform duties outside standard working hours
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
- Cribl Corporate Bonus Program for other roles
- Remote-first work arrangement
- Global, collaborative work environment
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