Enablement Business Partner

About the role

Motive's Enablement team plays a critical role in the strategic implementation of key business initiatives, ensuring our frontline teams are equipped to win. We are seeking a dynamic and results-oriented Enablement Business Partner to develop and execute enablement efforts across a portfolio of teams in our Enterprise business segment. This is an individual contributor role responsible for the qualification, design, delivery and measurement of impactful enablement interventions and resources that equip our GTM teams with the knowledge, skills, and tools they need to exceed their goals. The ideal candidate will have a strong understanding of sales dynamics across direct and channel motions, experience in a quota-carrying role, and demonstrated success in enabling large, global teams to achieve measurable results. You will operate at the intersection of strategy and execution, translating complex business needs into practical learning solutions that drive tangible outcomes.

Key facts

What you'll do

Design and implement field enablement strategy aligned with Motive's global sales objectives, adapting existing programs and creating new solutions to address the specific needs of the Enterprise team.

Analyze and understand distinct sales motions, including Direct vs Channel Sales, and the unique requirements of various roles within the sales ecosystem such as Business Development, Account Executives, and Account Managers to develop tailored enablement initiatives.

Collect and synthesize field intelligence through call listening, one-on-one interviews, small group discussions with representatives, conversational intelligence, and collaboration with teams such as AI Operations and QA to refine enablement solutions.

Partner closely with a global network of enablement professionals to foster collaborative relationships, resource sharing, and continuous learning across the organization.

Own the complete lifecycle of enablement initiatives, encompassing meticulous planning, comprehensive documentation, precise execution, and rigorous measurement of program effectiveness.

Develop new enablement solutions and adapt existing resources for your segment, including AI tools, sales playbooks, product updates, competitive intelligence, and best practices focused on upselling and cross-selling opportunities.

Lead large-scale live training sessions and small-group coaching with high energy, authenticity, and a positive spirit, creating engaging, interactive, and motivating environments for GTM teams.

Establish a structured feedback loop with the field to ensure enablement content remains relevant, actionable, and aligned with evolving market conditions and customer needs.

Leverage data and insights to demonstrate the impact of enablement programs on key business metrics such as quota attainment, win rates, and sales cycle length.

Champion a culture of continuous improvement by iterating on enablement programs based on performance data, field feedback, and changes in the competitive landscape.

Act as a subject matter expert for the Enterprise segment, providing thought leadership and strategic guidance on enablement best practices to internal stakeholders.

Collaborate with Product and Marketing teams to ensure enablement initiatives support the launch of new products, features, and go-to-market strategies.

Maintain a current repository of enablement assets, ensuring all materials are accurate, up-to-date, and easily accessible to global sales teams.

Promote adoption of Motive's tools and platforms by creating intuitive learning paths and resources that reduce ramp time for new users.

Requirements

Hold a Bachelor's degree in Business Administration, or a related field.

Possess a minimum of 3+ years of experience in sales enablement or a related role within a high-growth, B2B SaaS organization, with a strong preference for experience in international markets.

Demonstrate a proven track record of building and scaling enablement programs across multiple organizations and regions.

Have hands-on experience building enablement solutions utilizing AI technology, such as Glean, Claude, Gemini, and similar platforms.

Be certified in at least one established sales methodology, such as Challenger Sale, Force Management, Solution Selling, or Value Selling.

Showcase a strong grasp of adult learning principles and instructional design methodologies to create engaging and effective learning experiences for a global audience.

Exhibit excellent communication, presentation, facilitation, coaching, and influencing skills to build robust relationships and influence stakeholders at all organizational levels across diverse cultures.

Have a demonstrated history of customer-first thinking, results-orientation, ownership, and a proactive approach to problem-solving in a fast-paced, ambiguous, and entrepreneurial setting.

Display familiarity with CRM platforms like Salesforce and sales engagement tools utilized by global teams.

Maintain authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

Be willing to participate in some in-person interviews or new-hire training sessions at one of our global offices when required.

Practical notes

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