Director, Sales Enablement
About the role
We are seeking a strategic and experienced Director of Sales Enablement to build and lead our enablement function from the ground up, with a distinct focus on working in full support of our sales team.
Key Responsibilities
Enablement Strategy & Program Leadership - Design, build, and execute a comprehensive sales enablement strategy that aligns with the CRO’s top-line revenue targets, ensuring our Account Executives are fully equipped and empowered in the field.
Onboarding Program - Develop and own the onboarding program for new sales hires, dramatically reducing ramp time and ensuring reps are fully supported and field-ready from day one.
Continuous Learning & Training Programs - Create continuous learning and training programs focused on modern sales concepts, public-sector procurement nuances, negotiation, and competitive intelligence to keep the sales team sharp.
Cross-Functional Orchestration & Content Alignment - Partner closely with Marketing, Policy, and Bid Writing teams to distill complex messaging, deep industry knowledge, and legislative updates into highly effective, digestible sales plays, battlecards, and collateral that arm our Account Executives to close deals.
Legal & Post-Sales Collaboration - Work alongside Legal and Post-Sales to ensure sales teams are trained on compliance guidelines, contract risk, and smooth customer handoffs without feeling burdened by the process.
Field Execution - Act as the voice of the field, creating a feedback loop between frontline sellers and cross-functional leaders to continuously refine GTM strategies and ensure the sales team gets the exact support they need.
Unified Sales Methodology - Drive the adoption of a unified, modern sales methodology across all regions, ensuring consistent execution and empowering sellers in a messy, multi-stakeholder B2G environment.
Revenue Operations (RevOps) Collaboration - Collaborate with Revenue Operations (RevOps) to leverage pipeline analytics and CRM data, translating that data into actionable insights and deploying targeted training to help Account Executives improve win rates and stage conversion.
Enablement Metrics - Define and track key enablement metrics (e.g., time-to-first-deal, win rate improvements, collateral adoption) to demonstrate the ROI of enablement programs and ensure the sales team is actively feeling the impact.
Qualifications
10+ years of experience in Sales/Revenue Enablement, Sales Training, or progressive Sales Leadership roles, ideally within B2G, GovTech, public safety, or complex enterprise SaaS environments.
Proven track record of building and scaling an enablement function from scratch at a high-growth company, with a strong emphasis on directly supporting Account Executives.
Deep understanding of complex, non-linear sales cycles and multi-constituent procurement processes (e.g., RFPs, co-ops, board approvals).
Exceptional ability to collaborate cross-functionally and translate marketing, policy, and industry insights into actionable enablement materials for the field.
Strong proficiency with sales enablement platforms (e.g., Highspot, Seismic) and LMS tools, alongside a working knowledge of Salesforce and using data to guide enablement.
World-class presentation and facilitation skills, with a passion for mentoring, training, and empowering high-performing sales teams.
Bonus Points - Experience navigating sales motions involving violator-funded enforcement, school transportation, or smart city safety infrastructure. Familiarity with public sector pricing models and cooperative purchasing contracts. Relevant enablement or modern sales methodology certifications (e.g., MEDDPICC, Challenger, Command of the Message).
BusPatrol Value Proposition
At BusPatrol, safety isn’t just a priority — it’s our mission. As the nation’s most trusted school bus stop-arm technology solution, we serve over 350 school districts, protecting nearly 2 million students across 30,000 buses. Every day, millions of children rely on school buses to get to and from school safely, yet reckless drivers continue to put them at risk. As a technology company with a unique focus on public safety, we use cutting-edge AI, machine learning, and telematics to improve school bus safety. Our all-in-one safety program equips school bus fleets with AI-powered cameras, cloud-based data management, and an integrated software platform to capture and process stop-arm violations. Our safety programs foster accountability and reduce dangerous driving behavior in communities across the country. By partnering with school districts, municipalities, and law enforcement, we make safety solutions more accessible and effective, ensuring that every child’s journey to and from school is as safe as possible.
What we offer
Competitive salary and benefits package
Unlimited PTO
A purpose-driven career, working to protect children and improve public safety
The occasion to participate in BusPatrol’s culture of safety, learning, and teamwork
A team of innovators, committed to leveraging AI and smart technology for social good