Senior Director, Sales Enablement

About G2 - The Company

G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

Now, we have joined forces with Capterra, SoftwareAdvice, and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence.

And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI.

Does that sound exciting to you? Come join us as we try to reach our next PEAK!

About G2 - Our People

At G2, everything we are and what we do is grounded in our PEAK values— (Performance + Entrepreneurship + Authenticity + Kindness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people.

The Senior Director, Sales Enablement is a strategic people leader responsible for building and scaling the programs, tools, content, and frameworks that maximize seller effectiveness and accelerate revenue growth across G2’s global sales organization. This role serves as the connective tissue between Sales, Marketing, Product, and Revenue Operations, ensuring every seller has the knowledge, skills, processes, and resources to engage buyers confidently and close efficiently.

As G2 continues to lead in the age of AI, this leader will be responsible for helping transform how our revenue teams learn, work, and win. The Senior Director will drive the adoption of AI-powered selling practices, build scalable enablement programs and AI playbooks, and identify opportunities to leverage AI to improve productivity, coaching, content creation, customer engagement, and business outcomes. This role will champion a culture of continuous learning, experimentation, and innovation, ensuring our sales organization is equipped with both the skills and tools needed to succeed in a rapidly evolving market.

Enablement Strategy & Leadership

• Define and own the vision, multi-year roadmap, and operating model for G2’s global sales enablement function, in close alignment with the company’s revenue goals, GTM strategy, and AI priorities

• Lead a high-performing enablement team; foster a culture of continuous improvement, learning, innovation, and accountability

• Serve as a strategic advisor and thought partner to senior sales leadership on all matters related to seller productivity, readiness, adoption, and performance

• Develop and maintain scalable enablement and AI playbooks that establish best practices, drive consistency, and help sellers and managers effectively leverage AI in their daily workflows

• Partner cross-functionally to identify, pilot, and scale AI-powered tools, workflows, and solutions that improve seller effectiveness and customer outcomes

• Own the enablement budget, headcount planning, and vendor relationships in partnership with Finance and Employee Success

Onboarding, Training & Curriculum Development

• Design and continuously improve scalable onboarding programs that measurably reduce time-to-productivity for new sales hires across all roles, levels, and segments

• Build and maintain a comprehensive continuous learning curriculum spanning sales methodology, product knowledge, competitive positioning, objection handling, AI proficiency, and skills development

• Develop and scale manager enablement programs that equip frontline sales managers to coach effectively, drive rep development, and strengthen team performance

• Lead the design and delivery of major enablement events including Sales Kickoffs, New Hire Bootcamps, QBR preparation, and in-field readiness programs

Content Strategy & Sales Tools

• Own G2’s sales content strategy; ensure sellers have timely access to accurate, high-quality content — including pitch decks, battle cards, talk tracks, case studies, ROI tools, and AI-enabled resources

• Evaluate, implement, and drive adoption of the sales enablement technology stack (e.g., Highspot, Gong, Hyperbound) and emerging AI-powered solutions across the global sales organization

• Establish and maintain a content governance model to ensure all seller-facing assets are current, on-message, and easily discoverable

• Partner with Revenue Operations to align enablement programs with CRM workflows, pipeline data standards, forecasting processes, and AI-driven insights

Analytics, Cross-Functional Partnership & Stakeholder Influence

• Define and own the enablement analytics framework; leverage leading and lagging indicators — including ramp time, win rates, deal velocity, content utilization, training completion, and AI adoption — to measure program impact and ROI

• Present enablement insights, program results, and strategic recommendations to executive leadership on a regular cadence

• Collaborate closely with Product Marketing to translate messaging, competitive intelligence, new product launches, and AI innovations into field-ready assets and training programs

• Partner with Marketing on demand generation alignment, ICP/persona development, and campaign-to-close enablement

• Build strong relationships with sales leaders to ensure programs are tailored, adopted, and continuously improved based on field feedback

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway. 

• 10+ years of progressive experience in sales enablement, sales strategy, revenue operations, or sales

• 4+ years leading and growing a team

• Demonstrated success designing, building, and scaling enablement programs in a B2B SaaS or technology company

• Deep expertise in modern sales methodologies and sales process design

• Proven track record of influencing C-suite and senior sales leadership as a credible strategic advisor

• Strong data and analytics orientation with demonstrated ability to measure, report, and improve enablement program ROI

• Hands-on experience with enterprise sales enablement platforms

• Exceptional communication, facilitation, and executive presentation skills

• Experience managing complex, cross-functional initiatives across Sales, Marketing, and Product

• Experience working at an organization that sells MarTech/AdTech or on a Marketplace

• Experience implementing and/or training sellers on MEDDPICC

In the US, we are thrilled to already have strong sales talent based remotely in a variety of different locations. We have 2 offices in the US where a large number of our sales teams and sales leadership is based. Because of this, there is always a preference for Chicago or Austin based talent.

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here. 

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