Lead, Sales Capability & AI Enablement
About The Position
This role enables the evolution of our global sales capability initiative, driving deeper skill adoption, aligning learning to active pipeline, and improving measurable sales performance. You will refine and apply curriculum to reflect real-world field challenges and evolving GTM priorities, ensuring all learning translates into deal progression and in-deal execution. This is not a traditional training role — it is focused on driving behavior change in live opportunities. Success requires significant field experience to establish credibility with senior sellers and leaders.
Requirements
- Former enterprise, quota-carrying seller with a track record of closing complex, multi-stakeholder deals
- Experience in frontline sales leadership with accountability for revenue, pipeline health, and forecast accuracy
- Demonstrated success coaching sellers through live, high-stakes opportunities
- 8+ years designing and delivering enterprise-level, skills-based sales capability programs
- Proven ability to translate real selling and leadership experience into applied, segment-specific learning
- Deep working knowledge of sales methodologies such as MEDDPICC, Value Selling, Challenger, or Command of the Message
- Candidates without prior experience as both a quota-carrying seller and a frontline sales leader will not be a fit for this role.
Nice To Haves
- Strong understanding of complex B2B sales cycles in SaaS or cybersecurity environments
- Experience driving sustained behavioral adoption through structured reinforcement and leadership partnership
- Experience in measuring skill adoption and linking capability to performance outcomes
- Executive presence with the ability to facilitate senior-level sellers and influence frontline leaders
- Experience leveraging AI or digital coaching tools to scale sales capability and reinforcement
Responsibilities
- Evolve and align sales capability programs to reflect current GTM priorities, pipeline realities, and segment-specific complexity (Enterprise, Commercial, Specialists, regional variations)
- Act as an experienced sales coach and mentor on sales process, methodology, and applied in-deal execution
- Design and build programs tied directly to active opportunities, territory planning, and forecast discipline, incorporating real deal scenarios and competitive context
- Lead immersive, high-impact workshops (virtual and in-person) focused on value selling, executive engagement, discovery, negotiation, and MEDDPICC
- Partner with frontline leaders to embed behaviors into deal reviews, pipeline inspections, territory planning, and forecast calls
- Track and measure outcomes by linking adoption and behavioral change to opportunity quality, forecast accuracy, and seller confidence
- Leverage AI-enabled tools to increase practice frequency, coaching consistency, and reinforcement at scale
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
