Director, Sales Enablement

The Role

The Director of Sales Enablement will build Fonoa's enablement function from the ground up, as the first dedicated enablement hire, with full ownership, at an AI-native Tax OS in aggressive scale mode. This is a role about changing how the field actually sells, not producing content and training decks. You'll take Fonoa's complex, multi-product story and make it simple, then turn that into how reps run discovery, qualify, and close. Working hands-on with Sales Leadership and frontline managers, you'll embed methodology (e.g. MEDDPICC), evolve early onboarding into repeatable ramp, and use field data to target the interventions that move deals. A builder's role, for someone who's carried a number and can translate that into execution that scales.

What You'll Do

• Turn a complex story into a simple one
• Take Fonoa's multi-product, multi-persona proposition (platform, tax engine, AI) and distil it into clear messages and narratives reps can actually use, tailored to each buyer from the CFO to the engineer
• Improve sales execution across the GTM organization
• Identify where deals stall or performance drops, and drive targeted improvements in how reps run discovery, qualification, and deal progression
• Operationalise methodologies (e.g. MEDDPICC) in a practical, repeatable way across teams
• Enable and scale through Sales Leadership
• Partner with frontline managers to reinforce behaviors, coach reps, and drive accountability in the field
• Own onboarding and ramp effectiveness
• Evolve bootcamps into structured, repeatable onboarding that reduces ramp time and improves early productivity
• Build a focused, high-impact enablement approach
• Prioritise field impact over content creation, using tools and automation where they directly improve execution

What We're Looking For

• Able to take a complex, multi-product, multi-persona picture, cut through it to the one message that matters, and build a story around it, then teach that story to anyone, from a rep to an engineer
• Background as an AE, Sales Leader, or GTM operator with strong credibility in the field
• A track record of strong commercial execution before moving into enablement or GTM improvement work
• Thrives in high-growth, scale-up environments with rapid change and ambiguity
• Experience improving how sales teams execute, not just designing training or content
• Deep experience implementing sales methodologies (e.g. MEDDPICC, Challenger, Command of the Message)
• Strong understanding of enterprise SaaS sales cycles and buyer personas, especially CFO and finance stakeholders
• Proven ability to improve ramp time and sales productivity through practical, execution-focused approaches
• Comfortable being both strategic and hands-on in execution
• Strong cross-functional collaborator who can influence senior stakeholders
• Data-driven mindset with experience measuring enablement impact