Director, Global Sales Enablement

About the role

The Director of Global Sales Enablement is a strategic business partner responsible for transforming insightsoftware's go-to-market capabilities. You will own the complete product-to-field loop—converting product strategy, product marketing, and competitive intelligence into field-ready playbooks and stage-mapped sales content, then systematically closing the loop back to Marketing with structured feedback on message efficacy and audience fit.

This is not a training function. This is a revenue accountability function. You will be measured on tangible business outcomes: ramp time, quota attainment, win rates, stage conversion, and field adoption of core methodologies.

Key Responsibilities

• Content Ownership & the Product-to-Field Loop

• Own the full bidirectional content loop: translate product strategy, product marketing output, and competitive positioning into field-ready playbooks, use-case libraries, and stage-mapped sales content.
• Act as the product fluency translator for the field—ensure reps and managers understand why insightsoftware's solutions matter in the Office of the CFO, not just what they do.
• Closely collaborate with Product Marketing and Product Leadership to ensure content is aligned with business strategy and market positioning.
• Close the loop back to Product Marketing with structured, data-driven feedback on messaging resonance, buyer persona fit, and what landed in the field versus what fell flat.

• Field Intelligence & Data-Informed Priorities

• Act as the critical conduit between what the field is experiencing in the market and what performance data reveals about patterns, gaps, and opportunities.
• Synthesize qualitative intelligence (what reps are hearing in discovery, what objections derail deals, what messaging resonates with CFOs and Controllers) with quantitative signals (ramp velocity, conversion rates, attainment, deal velocity by motion).
• Create feedback loops that give Product and Marketing visibility into what's actually working in the field, enabling them to iterate and evolve messaging ahead of market shifts.

• Common Language & Inspection Frameworks

• Define and own the common language and frameworks used across the global sales organization for pipeline inspection, opportunity qualification, forecast methodology, and deal progression.
• Ensure core sales methodologies (MEDDPICC, Value Selling, or insightsoftware-customized variants) are embedded into how reps think and how managers inspect—not just how they complete training.
• Build enablement infrastructure that connects formal sales stage definitions to the field's working vocabulary and buyer journey frameworks, reducing translation friction.

• Manager Enablement & Coaching

• Design and deploy structured manager development programs that build consistency in how front-line leaders inspect pipeline, coach reps, and develop talent.
• Elevate manager enablement to a first-class strategic investment—not an afterthought delegated to individual discretion.
• Partner with Sales Leadership to establish shared coaching standards, inspection cadences, and performance accountability across all regions and verticals.
• Equip managers with the tools, frameworks, and confidence to be multipliers of field productivity.

• Field Leadership Partnership and Delivery

• Operate as a genuine strategic business partner to Sales Leadership—assertive, direct, and willing to challenge the field constructively when standards are not being met.
• Embed enablement into key sales moments: QBRs, pipeline reviews, deal strategy sessions, product launch planning, territory assignments, and competitive wins/losses.
• Hold field leaders accountable to the standards, frameworks, inspection disciplines, and methodologies that enablement establishes.
• Ensure field leadership owns their teams' adherence to frameworks and actively coaches to methodology—enablement builds the programs, but sales leaders enforce adoption.

Qualifications

• 8+ years of experience in sales enablement, sales management, or a combination thereof, with at least 3 years managing a function (team, budget, P&L accountability).
• Proven track record of scaling enablement from early-stage to hyper-growth in a B2B SaaS or Enterprise software company serving executive buyer personas (CFO, VP Finance, Controller, etc.).
• Business fluency in the Office of the CFO—understand the challenges, priorities, and language of Finance leaders.
• Deep expertise in modern sales methodologies (MEDDPICC, Value Selling, or equivalent frameworks).
• Demonstrated ability to synthesize field signals, rep feedback, performance data, and competitive intelligence into clear enablement and go-to-market priorities.
• Manager-level program experience—you've built and scaled coaching programs for front-line managers, not just rep-level training.
• Relentless problem-solver with a bias for action. You move forward without waiting for perfect teams, perfect tools, or budget cycles. You get things done.
• Strong executive presence and the ability to challenge field leadership constructively in QBRs, strategy sessions, and 1-on-1s.