Senior Revenue Enablement Manager, Upmarket

About the role

You will serve as a dedicated strategic partner to Upmarket Account Executive leadership, including directors and frontline managers, to deeply understand the upmarket GTM motion and proactively identify where enablement can drive measurable impact on pipeline and revenue. You will build and maintain a suite of high-quality enablement resources, including playbooks, deal strategy frameworks, account planning tools, and competitive positioning guides, that equip AEs to engage and win at the enterprise level. In this high-autonomy role, you will design and deliver enterprise-grade sales methodology programs, such as MEDDPICC and Command of the Message, and embed them into the day-to-day practices of the Upmarket AE team. You will conduct continuous needs assessments, drawing on data from Gong, Salesforce, and direct field observation, to identify capability gaps and prioritize the enablement roadmap accordingly. You will partner cross-functionally with Revenue Operations, Product Marketing, Product Management, and Solutions Engineering to ensure Upmarket AEs have timely, high-quality content and messaging that reflects Vanta's evolving enterprise positioning. You will define, track, and report on enablement effectiveness metrics that connect directly to AE productivity, ramp time, quota attainment, and pipeline health for the upmarket segment. You will influence the broader enablement strategy by acting as the voice of the Upmarket AE field, surfacing trends, gaps, and opportunities to enable smarter decisions across the GTM organization.

Key facts

What you'll do

• Partner with Upmarket AE leadership to deeply understand the enterprise sales motion and uncover enablement opportunities that directly move pipeline and revenue.
• Create and sustain high-standard enablement assets such as playbooks, deal strategy frameworks, account planning tools, and competitive positioning guides for enterprise sellers.
• Architect and deliver enterprise sales methodology training around MEDDPICC and Command of the Message, integrating them into daily selling habits for Upmarket AEs.
• Lead continuous discovery using data from Gong, Salesforce, and field observations to pinpoint skill gaps and evolve the enablement roadmap over time.
• Collaborate with Revenue Operations, Product Marketing, Product Management, and Solutions Engineering to ensure messaging and content are timely, accurate, and aligned with enterprise positioning.
• Establish and monitor enablement KPIs that link directly to AE productivity, ramp time, quota attainment, and pipeline integrity for the upmarket segment.
• Represent the Upmarket AE perspective in enablement decisions, highlighting trends, gaps, and strategic chances for GTM leadership.
• Design learning experiences and enablement programs that resonate with seasoned, senior-level enterprise buyers and sellers.
• Balance long-term strategic thinking with rapid execution, building scalable enablement infrastructure while taking action on critical priorities.
• Use data to craft compelling narratives that show how enablement efforts improve seller performance and business results.
• Embed closely with the field by listening in on calls, attending deal reviews, and developing trust with AEs and frontline managers.
• Operate with urgency and autonomy, making sound judgments in ambiguous situations while maintaining alignment with Vanta's mission.
• Champion the use of AI tools to amplify individual effectiveness and strengthen team-wide impact responsibly.
• Ensure all work adheres to Vanta's values, compliance requirements, and commitment to earning and proving trust continuously.

Requirements

You must have 8+ years of experience in revenue enablement, sales enablement, or a closely related GTM role, with a strong track record of supporting complex, enterprise sales organizations. You must possess deep expertise in enterprise sales methodologies, with MEDDPICC strongly preferred, and the ability to coach sellers on how to apply them in real deal scenarios. You must have proven experience partnering directly with senior sales leadership as a strategic advisor, not just a program executor, with the ability to influence and drive alignment across stakeholders. You must have experience building greenfield or early-stage enablement programs for an upmarket or enterprise segment, including onboarding, skills certification, and ongoing field enablement. You must demonstrate strong analytical skills, with the ability to use data and field insights to diagnose problems, measure impact, and continuously improve programs. You must have excellent communication and facilitation skills, with the ability to deliver high-impact learning experiences and earn credibility with experienced, senior-level sellers. You must show proficiency with enablement tools and the broader GTM tech stack, including Gong, Salesforce, and content or learning management platforms such as Highspot, Seismic, or Workramp. You must be authorized to work in the U.S. without the need for current or future employer sponsorship. You must be open to using AI to amplify your skills and strengthen your work, demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.