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Role Description ResponsibilitiesRequirementsPreferred Qualifications
The Director of Sales Enablement will drive revenue growth by designing and running targeted enablement programs that measurably improve seller performance. This role uses data and field insights to identify performance gaps, optimize sales motions, and deliver training, content, and programs that help sellers execute against business priorities. The Director leads a cross-functional enablement team and partners closely with Sales, RevOps, Product, and Marketing to ensure programs are tightly aligned to revenue targets and deliver provable impact. They will report directly to the VP of Sales Strategy & GTM Operations.
Enablement is the bridge between strategy and seller execution and ensures:
- The field knows what to do, when to do it, and how to do it well
- Sales priorities translate into consistent behaviors across segments/regions
- Leaders have visibility into what’s working, what’s not, and what to change
Core Responsibilities
- Program Leadership: Design and deliver global enablement programs that drive measurable revenue impact, tailored to regional and cultural nuances
- Insights & Analytics: Leverage performance data to diagnose gaps, identify root causes, and prioritize high-impact interventions
- Training & Content Strategy: Develop role-based training and assets aligned to field needs and business priorities
- Cross-Functional Alignment: Partner with Sales, RevOps, and executive leadership to align enablement with revenue goals and strategic initiatives
- Impact & Optimization: Track adoption and outcomes; continuously refine strategy, messaging, and delivery to maximize effectiveness
Core Programs
- New Hire Ramp: Structured onboarding, time-to-productivity plans, certification, and manager reinforcement
- Sales Process & ROEs: Define, document, and scale sales processes and rules of engagement in partnership with Sales and RevOps
- Field Enablement (Multi-Role): Deliver role-specific onboarding, plays, and reinforcement across Sales, Channel, Solutions, and Customer Success—aligned to a unified GTM motion
- Playbooks: Translate priority motions (new logo, expansion, vertical, competitive) into clear, actionable playbooks with defined stages, exit criteria, roles, tooling signals, and required assets
- Launch Readiness: Drive field readiness for product, pricing, and packaging updates (talk tracks, discovery guides, objection handling, FAQs)
- Skills & Methodology: Embed consistent selling disciplines (discovery, value selling, SPICED or equivalent, negotiation, mutual action plans, forecasting)
- AI and Agent assist: ID where to best leverage AI to scale enablement programs and increase time to information and reduce time out of the field.
- Manager Enablement: Equip frontline leaders with coaching frameworks, scorecards, and inspection rhythms
- Reinforcement & Communications: Sustain behavior change through recurring learning, office hours, certification refreshers, and structured field communications
- Strong program leadership and change management in a revenue org in both PLG and SLG environments
- Analytical and comfortable diagnosing performance issues with data
- Ability to influence with or without authority
- Excellent communication and content judgment; knows how to simplify and drive adoption
- Operational rigor — can prioritize, say no, and run repeatable processes
- Familiarity with enablement based tools (e.g., Gong, Highspot) and emerging AI tech
- Player-coach mindset: develops a team while still driving outcomes
- Scaled enablement leadership: Led enablement for a multi-segment and/or global sales org; comfortable designing programs that work across regions.
- Strong operating muscle: Experience standing up intake/prioritization, governance, and program management discipline (not just training).
- GTM motion fluency: Familiar with enterprise + commercial motions (and PLG-to-sales assisted handoffs if relevant).
- Measurement credibility: Demonstrated ability to tie enablement to measurable outcomes and influence RevOps instrumentation.
- Change leadership: Track record driving adoption through managers and leadership systems, not just content delivery.
US Zone 1
This role is not available in Zone 1
US Zone 2
$208,800—$282,600 USD
US Zone 3
$185,600—$251,200 USD
Dropbox Colorado, USA Office
CO, United States
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
