ApplyDescription
Job Title:
Revenue Enablement Director
Department:
Marketing
Reports to:
Chief Marketing Officer
FLSA Classification:
Exempt (Professional)
Career Level:
Director
Position Code:
REVENABDIR
Effective Date: 12/05/2025
Job Summary
The Revenue Enablement Director is responsible for ensuring that every seller - from BDR to AE to SE - is fully equipped to articulate Itential's value proposition, connect customer pain to product capability, and advance deals confidently across a complex, multi-stakeholder enterprise sales cycle. This is a marketing-owned function with a dotted line to Sales Leadership, ensuring a balance between consistent storytelling and tactical execution across the entire sales journey. The mission is simple: make Itential's story repeatable, measurable, and actionable at every stage of the sales cycle.
Essential Functions
The following duties are essential functions of this position. Employees must be able to perform these functions with or without reasonable accommodation:
Messaging Consistency & Storytelling Alignment
- Ensure every seller understands the "why we win" narrative and can deliver it consistently in calls, decks, and written communication.
- Audit and update sales materials, talk tracks, and proof points to maintain message-market alignment.
- Lead recurring storytelling refreshes for product launches, market shifts, or competitive changes.
- Partner with Product/Technical Marketing to translate positioning, personas, and messaging into field-ready assets.
Full Sales Cycle Enablement
- Own enablement across the entire buyer journey, from top-of-funnel discovery through negotiation and expansion.
- Build frameworks and training for discovery and qualification, value articulation and ROI storytelling, multi-stakeholder alignment and executive-level conversations, objection handling and competitive differentiation.
- Ensure alignment between Marketing, Sales, Sales Engineering, and Customer Success so the story remains consistent pre- and post-sale.
- Partner with Sales Engineering to co-develop enablement for technical validation stages, ensuring AEs and SEs are aligned on narrative flow from business challenge to solution proof.
Sales Training, Coaching & Readiness
- Develop and execute onboarding programs for new sellers, BDRs, and SEs.
- Lead regular enablement sessions covering product updates, competitive insights, and talk track refinement.
- Collaborate with Sales Engineering leadership to deliver joint discovery and demo clinics - blending business storytelling and technical validation skills.
- Work closely with Sales Leadership to assess skill gaps and drive targeted coaching plans.
- Design ongoing competency frameworks that tie enablement activities to measurable sales outcomes (win rates, ramp times, and cycle length).
Tooling, Data, and RevOps Collaboration
- Partner with RevOps and Sales Development to track enablement impact using CRM, Gong, and content analytics.
- Measure usage and effectiveness of enablement materials and identify which assets influence late-stage deals.
- Own enablement portal and support alignment between enablement content and pipeline data to identify where storytelling or training gaps affect conversion.
- Leverage data from Gong and Salesforce to assess messaging consistency and technical validation health across deals.
Market, Product, and Competitive Intelligence
- Partner with Product, Product Marketing, and Sales Engineering to deliver market and product deep-dives that equip reps with current context and competitive insights.
- Own the competitive intelligence engine in partnership with SEs and Product Marketing/Product Management building and maintaining battlecards, competitive positioning guides, and counter-messaging frameworks.
- Ensure competitive insights are continuously updated, verified by SEs, and reflected in training and content.
- Serve as the internal "voice of the field," feeding real-world insights from sales conversations back into messaging, product roadmap discussions, and GTM strategy.
Additional Responsibilities:
Listen to Gong daily to identify gaps in discovery, messaging, demo flow, or objection handling. Provide 1:1 feedback and coaching to sellers, SEs, and BDRs. Maintain a centralized enablement hub with up-to-date materials. Track enablement KPIs including new hire ramp time, content adoption rate, win rate lift by stage, messaging consistency, and competitive win rate.
Supervisory Responsibilities
Direct Reports:
None initially
Management Duties:
Cross-functional management, with growth potential for direct reports
Budget Authority:
Input on enablement tools, training resources, and content development
Leadership Scope:
Cross-functional influence across Marketing, Sales, Sales Engineering, and Customer Success
Required Qualifications
Education:
- Bachelor's degree in Business, Marketing, or related field required
Experience:
- 7+ years of progressive experience in sales enablement, product marketing, or enterprise sales roles required
- 2-3 years in enterprise SaaS with direct experience in sales enablement, product marketing, or senior AE/SE roles required.
- Deep understanding of complex, high-ACV enterprise sales with 12+ month cycles required.
- Experience partnering cross-functionally with Sales Engineering and Product Marketing, Product Management to bridge product depth and customer outcomes required.
Skills & Competencies:
- Strong grasp of competitive intelligence development and implementation
- Exceptional communicator who can bridge strategic narrative with tactical sales needs
- Data-driven and highly collaborative across GTM teams
- Hands-on with tools such as Gong, Salesforce, and RevTech Stack
- Strong analytical skills to measure enablement impact and effectiveness
- Ability to translate complex technical concepts into business value
Certifications/Licenses:
Preferred Qualifications
Education:
- Advanced degree in business, marketing or related field
- Sales methodology certifications (MEDDIC, MEDDPIC, Challenger, etc.)
Experience:
- Experience in automation, infrastructure software, or DevOps markets
- Previous experience as a top-performing AE or SE in enterprise software
- Background in building enablement programs from scratch
Skills:
- Knowledge of adult learning principles and instructional design
- Familiarity with network infrastructure and automation concepts
Physical Demands & Work Environment
Physical Requirements:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- Sitting: Constantly (6-8 hours per day) for content creation, call reviews, and training development
- Standing/Walking: Frequently for training delivery and team collaboration
- Lifting: Occasionally lift/carry up to 15 pounds (training materials, equipment)
- Vision: Constantly use close vision for content development and call analysis
- Hearing: Constantly for listening to sales calls, conducting training, and team meetings
- Communication: Constantly communicate with sales teams, leadership, and cross-functional partners
- Manual Dexterity: Constantly use hands/fingers for content creation and system navigation
Work Environment:
- Location: Office-based in Atlanta preferred
- Noise Level: Typical office environment with frequent virtual meetings
- Travel Requirements: Up to 25% travel for team meetings, sales kickoffs, and field training
- Schedule: Standard business hours with flexibility for global team support
- Technology: Use of sales enablement platforms, CRM systems, call recording tools, and content management systems
Compliance Statements
ADA Accommodation:
Itential is committed to providing reasonable accommodations to qualified individuals with disabilities. If you require accommodation to perform the essential functions of this position, please contact Human Resources to discuss available options.
Equal Opportunity:
Itential is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.
Employment at Will:
Employment with Itential is at-will, meaning either the employee or the company may terminate the employment relationship at any time, with or without cause or notice.
Requirements
Required Qualifications
Education:Bachelor's degree in Business, Marketing, or related field requiredExperience:7+ years of progressive experience in sales enablement, product marketing, or enterprise sales roles required2-3 years in enterprise SaaS with direct experience in sales enablement, product marketing, or senior AE/SE roles required.Deep understanding of complex, high-ACV enterprise sales with 12+ month cycles required.Experience partnering cross-functionally with Sales Engineering and Product Marketing, Product Management to bridge product depth and customer outcomes required.Skills & Competencies:Strong grasp of competitive intelligence development and implementationExceptional communicator who can bridge strategic narrative with tactical sales needsData-driven and highly collaborative across GTM teamsHands-on with tools such as Gong, Salesforce, and RevTech StackStrong analytical skills to measure enablement impact and effectivenessAbility to translate complex technical concepts into business valueCertifications/Licenses:None required
