Senior Manager, Sales Enablement
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Job Description
Senior Manager building Ent’s sales enablement function for its intent-aware workspace security platform. Training cybersecurity sellers, improving ramp, coaching, and win rates.
Responsibilities:
- Report to the CRO
- Build Ent's sales enablement function from scratch
- Own onboarding and ramp for Commercial, Enterprise, and Strategic AEs, including 30/60/90 plans and certification requirements
- Write playbooks for commercial hunting, enterprise sales cycles, and partner co-selling
- Train reps on the threat landscape, CISO budgeting, security-product evaluation, and discovery conversations with security architects
- Build a Gong-based coaching engine with call libraries, scorecards, and review cadence
- Coach frontline managers to run the coaching process
- Create and maintain discovery guides, objection-handling materials, competitive battlecards, proof-of-value kits, business-case templates, and security-questionnaire support
- Partner with product marketing on seller content
- Own launch readiness for product capabilities, pricing changes, and packaging updates
- Enable sales development on prospecting, messaging, call frameworks, and ramp planning
- Extend enablement to channel partners
- Measure ramp time, quota attainment, quota coverage, stage conversion, win rate, certification pass rates, and content usage
- Cut programs that do not improve business outcomes
- Teach reps to use AI for research, preparation, follow-up, and self-review
- Use AI to build and personalize enablement more efficiently
Requirements:
- 5+ years in sales enablement, sales training, or a player-coach sales role
- Experience owning onboarding and ramp for a quota-carrying team
- Experience enabling sellers in cybersecurity or comparably technical enterprise software
- Ability to teach the buyer's world, not just the pitch deck
- Experience building a program from scratch, including curriculum, certification, ramp plan, and supporting content
- Strong facilitation experience with quota-carrying salespeople
- Ability to demonstrate that training changed behavior afterward
- Experience coaching on conversation intelligence (Gong or equivalent)
- Experience building scorecards and a call-review cadence
- Experience enabling frontline managers as well as reps
- Ability to measure business outcomes including ramp time, attainment, win rate, and conversion
- Hands-on experience with AI tooling, with demonstrable applications in enablement content, role-play, call analysis, or self-serve rep answers
- Willingness to participate in deal reviews and listen to calls
- East Coast candidates preferred
- Bonus: personally carried a quota
- Bonus: first enablement hire at a company between early traction and scale
- Bonus: enabled multiple segments, including commercial and enterprise
- Bonus: ran channel or partner enablement
- Bonus: deployed a sales methodology
- Bonus: worked in or closely with product marketing
Benefits:
- Every teammate gets meaningful equity on top of their salary
- 90% of medical, dental, and vision is paid by Ent
- Ent covers 75% of medical, dental, and vision for dependents
- Flexible PTO
- 12 weeks of fully paid maternity leave (birth, adoption, or foster)
- 8 weeks fully paid paternity leave
- $100 monthly lifestyle account for fitness, wellness, learning, and more
- $500 home office stipend when joining as a remote employee
- Distributed workplace and remote work across North America
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