​Global Sales Enablement Director​

IDC is seeking a Sales Enablement Director to lead the global strategy, design, and execution of programs that improve go-to-market productivity across Sales, Sales Management, and Customer Success. This is a global role responsible for building and scaling IDC’s end-to-end readiness system, from ramp through mastery. The role will define global standards, design enablement programs, and partner through regional enablement leaders to ensure consistent adoption and thoughtful localization across markets. This is a business-impact role focused on improving how IDC’s revenue-facing teams sell, retain, and grow. The role is based in the U.S. and is remote, reporting to the VP, Sales Enablement.

Responsibilities

• Design, operationalize, and scale the global go-to-market readiness system supporting IDC’s revenue growth, net retention, and execution excellence.
• Sales Enablement Technology Stack: Own the global strategy, selection, optimization, and adoption of IDC’s enablement technology ecosystem, including LMS platforms, conversation intelligence, content management, CRM-embedded tools, and other systems. Drive measurable adoption and ROI, consolidate redundant tools, and integrate systems to support seller and customer success workflows. Partner with RevOps and IT to embed guidance, content, coaching, and reinforcement into Salesforce and other GTM systems.
• Sales Skills, Account Planning, and Territory Planning: Build and scale IDC’s core selling-skills curriculum for Account Executives and Customer Success Managers, focusing on discovery, value selling, executive engagement, negotiation, renewal, and expansion motions. Own a repeatable account and territory planning methodology, including global standards, templates, cadences, and reinforcement mechanisms to turn planning into a disciplined operating rhythm. Define proficiency benchmarks by role and ensure teams have a clear path from ramp to mastery.
• Sales Manager Development: Build and scale capability programs for front-line and second-line sales managers, focusing on coaching, deal and pipeline inspection, forecasting discipline, performance management, and team development. Equip managers to reinforce sales skills, account planning, territory planning, and execution discipline through established operating standards and a development path aligned with role maturity.
• Global-to-Regional Operating Model: Set global enablement strategy, standards, and program design centrally, then drive adoption through a matrixed network of regional enablement managers. Align and equip regional leaders to localize, deliver, and reinforce programs without relying on direct reporting authority. Scale best practices from high-performing regions into repeatable global readiness patterns.
• Integration with Onboarding: Ensure core program content—including sales skills, account and territory planning, and enablement tech-stack proficiency—is fully integrated into onboarding. Partner with Enablement and Onboarding teams to align new-hire ramp with the same skill maps, standards, and reinforcement model used for ongoing mastery.
• AI-Powered Enablement in the Flow of Work: Partner with RevOps, Product, IT, and data teams to deploy AI-enabled guidance and reinforcement within GTM systems, such as in-context nudges, diagnostics, call analysis, coaching insights, and learning reinforcement. Champion AI fluency across the revenue organization and operationalize AI-assisted coaching and learning at scale.
• Measurement and Business Impact: Define and own readiness KPIs tied to measurable business outcomes, including time-to-productivity, quota attainment, pipeline impact, renewal performance, churn reduction, net revenue retention, and enablement tech-stack adoption. Build executive-ready dashboards connecting enablement activity to behavior change and revenue impact. Continuously refine programs based on data and insights.

What Success Looks Like

• A single global readiness strategy is consistently adopted and thoughtfully localized across all regions.
• Account and territory planning becomes a disciplined, repeatable operating rhythm worldwide.
• Sales managers actively coach and reinforce skills, multiplying the impact of enablement across the organization.
• The enablement technology stack is adopted, integrated, and demonstrably improving productivity.
• Enablement content and standards flow seamlessly into onboarding so new hires ramp on the same expectations they will be measured against long term.
• Leaders trust readiness data to make informed decisions around talent, investment, coaching, and execution.

Requirements

• 10+ years of experience in Revenue Enablement, Sales Enablement, GTM Operations, GTM Transformation, or a related field, with demonstrated ability to influence and partner with senior Sales leadership.
• Proven experience building scalable, global readiness systems, not just stand-alone programs or regional training initiatives.
• Demonstrated success driving adoption through matrixed regional teams without direct reporting authority.
• Strong understanding of B2B go-to-market motions, ideally within subscription, research, advisory, consulting, information services, or another complex solution-selling environment.
• Experience owning, optimizing, or influencing a sales enablement technology stack, with a focus on adoption, integration, and ROI.
• Experience building sales manager development, coaching, and reinforcement programs.
• Demonstrated ability to drive behavior change, not just knowledge transfer.
• Strong comfort with data, metrics, dashboards, and executive-level storytelling.
• Passion for modern, AI-enabled enablement delivered in the flow of work.
• Executive presence, systems thinking, strong business judgment, and the ability to influence across global teams.

About IDC

At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions. Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day.

Benefits

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid life insurance
• Company-paid parental leave

Pay

The expected total annual compensation, depending on location and experience, is between $192,000 - $230,000, inclusive of base salary and variable compensation.