Director, Sales Enablement

About the role

Build and scale the seller and manager readiness system across HSO US. Translate Sales Excellence priorities into role-based enablement programs, onboarding journeys, certifications, and coaching motions.

Responsibilities

• Lead onboarding and ramp programs that accelerate time-to-productivity and readiness.
• Drive adoption and reinforcement of MEDDPICC as HSO's core qualification methodology.
• Develop enablement strategies for priority industries, solutions, and growth plays.
• Partner with Sales Excellence, Industry Leaders, Marketing, Presales, Alliances, and Delivery teams to create impactful field activation programs.
• Design and execute manager enablement initiatives that strengthen coaching, inspection, and pipeline discipline.
• Establish certification standards, readiness frameworks, and competency models across sales roles.
• Govern seller-facing content and knowledge management to ensure a single source of truth.
• Measure enablement effectiveness through adoption, behavioral change, pipeline impact, and business outcomes.
• Lead Sales Kickoff readiness, activation programs, and ongoing reinforcement initiatives.
• Leverage Microsoft technologies and AI capabilities to automate enablement administration, reporting, communications, and learning experiences.
• Build a culture of continuous learning, coaching, and high-performance execution.

What you'll own

• Own onboarding, ramp, certification, and readiness programs for sales roles.
• Lead methodology enablement and reinforcement initiatives, including MEDDPICC adoption.
• Develop growth-play enablement strategies that support priority solution and industry offerings.
• Design manager coaching frameworks, inspection routines, and reinforcement mechanisms.
• Establish governance for seller-facing content, playbooks, messaging, and knowledge assets.
• Manage enablement operations including intake processes, prioritization, communications, and stakeholder alignment.
• Publish and maintain readiness and adoption scorecards for executive leadership.
• Partner with Sales Operations and Business Intelligence to identify performance trends and coaching opportunities.
• Collaborate with Marketing, Presales, Alliances, and Industry Leaders to support strategic growth initiatives.
• Support hiring, onboarding, career development, and capability-building initiatives for sales teams.
• Build scalable enablement programs that increase productivity, consistency, and revenue performance.

Qualifications

• 10+ years of experience in sales enablement, sales excellence, revenue enablement, learning and development, sales operations, or related commercial leadership roles.
• Experience building and scaling onboarding, certification, and readiness programs.
• Deep understanding of enterprise sales processes, qualification methodologies, and coaching frameworks.
• Demonstrated success driving adoption and behavioral change across sales organizations.
• Experience designing and delivering enablement programs that impact pipeline growth, win rates, and sales productivity.
• Strong facilitation, presentation, communication, and stakeholder management skills.
• Experience working with Microsoft technologies, CRM platforms, learning systems, and AI-enabled productivity tools.
• Proven ability to influence senior leaders and drive change across complex organizations.
• Strong analytical skills and experience leveraging data to measure business impact.

Preferred qualifications

• Prior experience within a consulting, systems integrator, software, SaaS, or Microsoft partner organization strongly preferred.
• Experience with MEDDPICC, Challenger, SPIN, or similar sales methodologies preferred.

Benefits

• Competitive pay with performance-based bonus.
• Generous paid time off.
• Flexible and affordable benefits program including medical, dental & vision coverage.
• Flexible spending accounts and health reimbursement account.
• 401(k) plan with company match.
• Dynamic and thriving environment with enthusiastic and energetic teammates.