Director of Revenue Enablement

About the role

The owns the design and execution of programs that align sales, product, and support to drive predictable revenue growth for an AI platform company. This role is responsible for owning the end-to-end revenue enablement strategy, ensuring that every customer interaction across the journey reflects a unified and compelling platform message. The hire will set the standard for how insights are translated into action, creating a closed loop between data, content, and selling behaviors. They will own the creation and continuous iteration of playbooks, training curricula, and sales engagement tools that equip teams to articulate value and close deals efficiently. This leader is expected to remove obstacles for revenue teams by providing clear context, practical frameworks, and the right assets at the right time. Success in this position will be measured by the predictability of revenue, the retention and development of the sales team, and the speed at which enablement initiatives scale. The Director will work closely with the Chief Revenue Officer to ensure that enablement efforts directly support and accelerate the overall revenue strategy.

Key facts

What you'll do

Map revenue playbooks across the customer journey to align sales, product, and support teams, using guidance and expectations at each stage of the journey to ensure consistency.

Standardize and scale sales workflows to shorten the path from prospect to paid agreements, creating a predictable and efficient path for prospects and customers.

Create content and training programs that equip sales teams with the language and assets needed to clearly articulate the value of the AI platform using sales engagement tools.

Analyze platform usage data and sales outcomes to refine enablement materials and coaching priorities, driving measurable improvements in both content effectiveness and coaching focus.

Own the strategy, execution, and continuous improvement of sales playbooks and training curricula to ensure they evolve in line with business objectives and market dynamics.

Manage and optimize the use of CRM and content platforms that support sales engagement, ensuring data integrity, adoption, and actionable insights.

Develop and deliver coaching programs that build the capabilities of sales teams, focusing on platform value communication, discovery, and deal execution.

Partner with product and support teams to synthesize feedback and ensure that enablement materials reflect real-world usage, customer objections, and support insights.

Leverage sales engagement tools to increase the efficiency and impact of sales outreach, messaging, and pipeline management activities.

Establish metrics and reporting frameworks to measure the impact of enablement initiatives on pipeline creation, conversion, and retention.

Champion a culture of learning and accountability within the revenue team, using data and feedback to drive behavioral change and performance.

Act as the central expert on revenue enablement, providing thought leadership and frameworks that align go-to-market execution across the organization.

Collaborate with cross-functional stakeholders to ensure consistent messaging and effective sales support across all touchpoints.

Translate complex platform capabilities into clear, actionable narratives that sales teams can use to engage prospects and close deals with confidence.

Requirements

Demonstrated proven ability to own and iterate on sales playbooks and training curricula, ensuring they evolve with the business and market realities.

Hands on experience with CRM and content platforms that support sales engagement, with a track record of effective opportunity and asset management.

Strong understanding of sales methodologies and buyer behavior in complex B2B technology environments.

Proven history of using data to drive decisions, including the analysis of platform usage data and sales outcomes to refine materials and coaching.

Exceptional written and verbal communication skills, with the ability to translate technical concepts into clear and persuasive messages for diverse audiences.

Experience leading and developing high-performing teams, with a focus on accountability, growth, and retention.

Comfortable operating in a fast-paced, cloud and AI technology environment where platform clarity and rapid iteration are essential.

US citizenship or permanent residency as required by company visa policy.

Nice to have

Experience working in a revenue enablement, sales operations, or similar role within a technology or AI company.

Background in platforms related to PyTorch, machine learning, or developer tooling.

Familiarity with modern sales engagement tools and learning management systems.

Practical notes

The role is based in San Francisco with potential for limited travel.

Typical interview steps

Leadership hiring usually includes a strategy case, a people scenario, and a values conversation. Candidates may be asked to turn around a struggling team or plan for growth. Past results are examined closely, especially how decisions were made. Interviewers dig into specific decisions you made and their consequences. Preparing two or three decision stories with numbers and lessons is the best use of time.

Good to know

Roles focused on revenue enablement coordinate between sales, product, and support to align go-to-market execution. Modern revenue teams rely on CRM systems, content platforms, and analytics tools to manage pipelines and training. Enablement work often involves iterating quickly based on platform data and buyer feedback. This role operates within a cloud and AI technology environment where platform clarity is critical. Collaboration across functions is common to ensure consistent messaging and effective sales support.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Leadership careers move from manager to senior manager, director, and executive roles. Each step adds more scope and more responsibility for outcomes. The best leaders keep learning how to delegate, communicate, and decide. Leadership careers reward a record of building and developing people. The higher you go, the more your communication shapes the whole organization.

About the company

Lightning AI provides an all-in-one environment for building and deploying machine learning models. You write, test, and refine code directly in the browser, moving from quick experiments to full training runs and serving. The platform handles scaling and deployment so you can focus on model behavior. It is created by the team behind PyTorch Lightning.