Director, Sales Enablement

About the role

Drives seller productivity across Code and Theory's Adobe practice by equipping client-facing teams with the knowledge, skills, content, and tools to win throughout the client lifecycle. Sitting at the intersection of strategic planning, program design, and field engagement, this role builds scalable onboarding, training, sales plays, messaging, and content — and measures their adoption and business impact. You'll partner closely with practice leadership, marketing, sales operations, and go-to-market teams to accelerate revenue growth and sharpen sales execution as the practice scales globally. This role reports to the Chief Growth Officer with a dotted line to the Head of Adobe Practice.

Responsibilities

• Build and own the global sales enablement strategy for the Adobe practice, aligned to business priorities and growth targets, with role-based learning journeys for Client Partners, Solution Consultants, Business Development, and Customer Success teams
• Design and deliver instructor-led and virtual training, onboarding programs that ramp new sales hires to quota productivity faster, and certification pathways tied to Adobe product releases and practice offerings
• Create sales-ready messaging, playbooks, and collateral — one-pagers, case studies, ROI calculators, solution briefs, value-based presentations, demo scripts, and executive storytelling content that supports C-suite conversations
• Coach sellers across the full opportunity lifecycle, from discovery and value-selling techniques through executive readiness and consistent sales play execution
• Stay close to the field: lead 6–10 client-facing demos or discovery calls monthly, run regular deal clinics, and conduct quarterly win/loss analysis to keep enablement grounded in what's actually happening in deals
• Align enablement to a defined sales methodology and scale it using AI-powered learning and coaching tools that extend reach between live sessions
• Channel field feedback, client needs, and competitive insights back to practice leadership to inform messaging and service roadmap priorities
• Partner with marketing on lead quality and conversion readiness, and establish clean sales-to-implementation handoffs that set client expectations properly
• Measure what matters: track adoption, ramp time, win rate, and sales cycle velocity, and present enablement impact to executive leadership quarterly
• Represent the practice as a subject matter expert at Adobe Summit, industry events, client workshops, and partner forums

Requirements

• 6–10+ years in enterprise SaaS sales, sales enablement, sales engineering, or solution consulting
• Deep understanding of the Adobe Experience Cloud ecosystem — Adobe Experience Platform, Real-Time CDP, Adobe Journey Optimizer, Adobe Target, Adobe Analytics, and Customer Journey Analytics
• A proven track record enabling complex, multi-stakeholder sales cycles with six- to seven-figure deal values
• The ability to translate technical capabilities into business outcomes and ROI narratives that resonate with executive buyers
• Excellent presentation and facilitation skills for both technical and executive audiences
• Strong program and project management skills, with the ability to run multiple complex initiatives simultaneously
• A consultative, data-driven approach — you uncover latent client needs and hold yourself to measurable outcomes
• A collaborative leadership style with the ability to influence cross-functional teams without direct authority

Nice to have

• Experience building enablement programs for an Adobe practice, systems integrator, or other services-based business
• Adobe certifications (e.g., Adobe Experience Platform, Real-Time CDP, or Adobe Analytics)
• Proficiency in solution architecture for enterprise Adobe implementations
• Familiarity with AI-powered sales enablement, coaching, and learning platforms
• Experience delivering enablement across global regions, including North America and EMEA

About Us

Born in 2001, Code and Theory is a digital-first creative agency that sits at the center of creativity and technology. We pride ourselves on not only solving consumer and business problems, but also helping to establish new capabilities for our clients. With a global client roster of Fortune 100s and start-ups alike, we crave the hardest problems to solve. We have teams distributed across North America, South America, Europe, and Asia. The Code and Theory global network of agencies is growing and includes Kettle, Instrument, Left Field Labs, Create Group, Current, and TrueLogic. Striving never to be pigeonholed, we work across every major category: from tech to CPG, financial services to travel & hospitality, government and education to media and publishing. We value the collaboration with our client partners, including but not limited to Adidas, Amazon, Con Edison, Diageo, EY, J.P. Morgan Chase, Lenovo, Marriott, Mars, Microsoft, Thomson Reuters, and TikTok. The Code and Theory network is comprised of nearly 2,000 people with 50% engineers and 50% creative talent. We’re always on the lookout for smart, driven, and forward-thinking people to join our team.

Pay

The target range of compensation for this role is $145,000 - $175,000. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and location.