Itential
Description
Job Title: Revenue Enablement Director
Department: Marketing
Reports to: Chief Marketing Officer
FLSA Classification: Exempt (Professional)
Career Level: Director
Position Code: REVENABDIR
Effective Date: 12/05/2025
Job Summary The Revenue Enablement Director is responsible for ensuring that every seller – from BDR to AE to SE – is fully equipped to articulate Itential’s value proposition, connect customer pain to product capability, and advance deals confidently across a complex, multi‑stakeholder enterprise sales cycle. This marketing‑owned function with a dotted line to Sales Leadership balances consistent storytelling with tactical execution across the entire sales journey. The mission is simple: make Itential’s story repeatable, measurable, and actionable at every stage of the sales cycle.
Essential Functions
Messaging Consistency & Storytelling Alignment: Ensure every seller understands the "why we win" narrative and can deliver it consistently in calls, decks, and written communication. Audit and update sales materials, talk tracks, and proof points. Lead recurring storytelling refreshes for product launches, market shifts, or competitive changes. Partner with Product/Technical Marketing to translate positioning, personas, and messaging into field‑ready assets.
Full Sales Cycle Enablement: Own enablement across the entire buyer journey, from top‑of‑funnel discovery through negotiation and expansion. Build frameworks and training for discovery and qualification, value articulation and ROI storytelling, multi‑stakeholder alignment and executive‑level conversations, objection handling, and competitive differentiation. Ensure alignment between Marketing, Sales, Sales Engineering, and Customer Success so the story remains consistent pre‑ and post‑sale. Partner with Sales Engineering to co‑develop enablement for technical validation stages.
Sales Training, Coaching & Readiness: Develop and execute onboarding programs for new sellers, BDRs, and SEs. Lead regular enablement sessions covering product updates, competitive insights, and talk track refinement. Collaborate with Sales Engineering leadership to deliver joint discovery and demo clinics. Work closely with Sales Leadership to assess skill gaps and drive targeted coaching plans. Design ongoing competency frameworks that tie enablement activities to measurable sales outcomes.
Tooling, Data, and RevOps Collaboration: Partner with RevOps and Sales Development to track enablement impact using CRM, Gong, and content analytics. Measure usage and effectiveness of enablement materials and identify which assets influence late‑stage deals. Own enablement portal and support alignment between enablement content and pipeline data to identify storytelling or training gaps. Leverage data from Gong and Salesforce to assess messaging consistency and technical validation health across deals.
Market, Product, and Competitive Intelligence: Partner with Product, Product Marketing, and Sales Engineering to deliver market and product deep‑dives that equip reps with current context and competitive insights. Own the competitive intelligence engine in partnership with SEs and Product Marketing to build and maintain battlecards, competitive positioning guides, and counter‑messaging frameworks. Ensure competitive insights are continually updated, verified by SEs, and reflected in training and content. Serve as the internal "voice of the field," feeding real‑world insights from sales conversations back into messaging, product roadmap discussions, and GTM strategy.
Additional Responsibilities Listen to Gong daily to identify gaps in discovery, messaging, demo flow, or objection handling. Provide 1:1 feedback and coaching to sellers, SEs, and BDRs. Maintain a centralized enablement hub with up‑to‑date materials. Track enablement KPIs including new hire ramp time, content adoption rate, win‑rate lift by stage, messaging consistency, and competitive win rate.
Supervisory Responsibilities Direct Reports: None initially Management Duties: Cross‑functional management, with growth potential for direct reports Budget Authority: Input on enablement tools, training resources, and content development Leadership Scope: Cross‑functional influence across Marketing, Sales, Sales Engineering, and Customer Success
Required Qualifications
Education: Bachelor's degree in Business, Marketing, or related field required.
Experience: 7+ years of progressive experience in sales enablement, product marketing, or enterprise sales roles; 2–3 years in enterprise SaaS with direct experience in sales enablement, product marketing, or senior AE/SE roles; deep understanding of complex, high‑ACV enterprise sales with 12+ month cycles; experience partnering cross‑functionally with Sales Engineering and Product Marketing, Product Management to bridge product depth and customer outcomes.
Skills & Competencies: Strong grasp of competitive intelligence development and implementation; exceptional communicator who can bridge strategic narrative with tactical sales needs; data‑driven and highly collaborative across GTM teams; hands‑on with tools such as Gong, Salesforce, and RevTech Stack; strong analytical skills to measure enablement impact and effectiveness; ability to translate complex technical concepts into business value.
Certifications/Licenses: None required.
Preferred Qualifications
Education: Advanced degree in business, marketing or related field; sales methodology certifications (MEDDIC, MEDDPIC, Challenger, etc.).
Experience: Experience in automation, infrastructure software, or DevOps markets; previous experience as a top‑performing AE or SE in enterprise software; background in building enablement programs from scratch.
Skills: Knowledge of adult learning principles and instructional design; familiarity with network infrastructure and automation concepts.
Physical Demands & Work Environment
Physical Requirements: Sitting: 6–8 hours per day; Standing/Walking: frequently; Lifting: occasionally up to 15 pounds; Vision: close vision; Hearing: constant; Communication: constant; Manual Dexterity: constant.
Work Environment: Location: Office‑based in Atlanta preferred; Noise Level: Typical office environment with frequent virtual meetings; Travel Requirements: Up to 25% travel; Schedule: Standard business hours with flexibility for global team support; Technology: Use of sales enablement platforms, CRM systems, call recording tools, and content management systems.
Compliance Statements ADA Accommodation: Itential is committed to providing reasonable accommodations to qualified individuals with disabilities. If you require accommodation to perform the essential functions of this position, please contact Human Resources to discuss available options.
Equal Opportunity Itential is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.
Employment at Will Employment with Itential is at-will, meaning either the employee or the company may terminate the employment relationship at any time, with or without cause or notice.
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Job Summary The Revenue Enablement Director is responsible for ensuring that every seller – from BDR to AE to SE – is fully equipped to articulate Itential’s value proposition, connect customer pain to product capability, and advance deals confidently across a complex, multi‑stakeholder enterprise sales cycle. This marketing‑owned function with a dotted line to Sales Leadership balances consistent storytelling with tactical execution across the entire sales journey. The mission is simple: make Itential’s story repeatable, measurable, and actionable at every stage of the sales cycle.
Essential Functions
Messaging Consistency & Storytelling Alignment: Ensure every seller understands the "why we win" narrative and can deliver it consistently in calls, decks, and written communication. Audit and update sales materials, talk tracks, and proof points. Lead recurring storytelling refreshes for product launches, market shifts, or competitive changes. Partner with Product/Technical Marketing to translate positioning, personas, and messaging into field‑ready assets.
Full Sales Cycle Enablement: Own enablement across the entire buyer journey, from top‑of‑funnel discovery through negotiation and expansion. Build frameworks and training for discovery and qualification, value articulation and ROI storytelling, multi‑stakeholder alignment and executive‑level conversations, objection handling, and competitive differentiation. Ensure alignment between Marketing, Sales, Sales Engineering, and Customer Success so the story remains consistent pre‑ and post‑sale. Partner with Sales Engineering to co‑develop enablement for technical validation stages.
Sales Training, Coaching & Readiness: Develop and execute onboarding programs for new sellers, BDRs, and SEs. Lead regular enablement sessions covering product updates, competitive insights, and talk track refinement. Collaborate with Sales Engineering leadership to deliver joint discovery and demo clinics. Work closely with Sales Leadership to assess skill gaps and drive targeted coaching plans. Design ongoing competency frameworks that tie enablement activities to measurable sales outcomes.
Tooling, Data, and RevOps Collaboration: Partner with RevOps and Sales Development to track enablement impact using CRM, Gong, and content analytics. Measure usage and effectiveness of enablement materials and identify which assets influence late‑stage deals. Own enablement portal and support alignment between enablement content and pipeline data to identify storytelling or training gaps. Leverage data from Gong and Salesforce to assess messaging consistency and technical validation health across deals.
Market, Product, and Competitive Intelligence: Partner with Product, Product Marketing, and Sales Engineering to deliver market and product deep‑dives that equip reps with current context and competitive insights. Own the competitive intelligence engine in partnership with SEs and Product Marketing to build and maintain battlecards, competitive positioning guides, and counter‑messaging frameworks. Ensure competitive insights are continually updated, verified by SEs, and reflected in training and content. Serve as the internal "voice of the field," feeding real‑world insights from sales conversations back into messaging, product roadmap discussions, and GTM strategy.
Additional Responsibilities Listen to Gong daily to identify gaps in discovery, messaging, demo flow, or objection handling. Provide 1:1 feedback and coaching to sellers, SEs, and BDRs. Maintain a centralized enablement hub with up‑to‑date materials. Track enablement KPIs including new hire ramp time, content adoption rate, win‑rate lift by stage, messaging consistency, and competitive win rate.
Supervisory Responsibilities Direct Reports: None initially Management Duties: Cross‑functional management, with growth potential for direct reports Budget Authority: Input on enablement tools, training resources, and content development Leadership Scope: Cross‑functional influence across Marketing, Sales, Sales Engineering, and Customer Success
Required Qualifications
Education: Bachelor's degree in Business, Marketing, or related field required.
Experience: 7+ years of progressive experience in sales enablement, product marketing, or enterprise sales roles; 2–3 years in enterprise SaaS with direct experience in sales enablement, product marketing, or senior AE/SE roles; deep understanding of complex, high‑ACV enterprise sales with 12+ month cycles; experience partnering cross‑functionally with Sales Engineering and Product Marketing, Product Management to bridge product depth and customer outcomes.
Skills & Competencies: Strong grasp of competitive intelligence development and implementation; exceptional communicator who can bridge strategic narrative with tactical sales needs; data‑driven and highly collaborative across GTM teams; hands‑on with tools such as Gong, Salesforce, and RevTech Stack; strong analytical skills to measure enablement impact and effectiveness; ability to translate complex technical concepts into business value.
Certifications/Licenses: None required.
Preferred Qualifications
Education: Advanced degree in business, marketing or related field; sales methodology certifications (MEDDIC, MEDDPIC, Challenger, etc.).
Experience: Experience in automation, infrastructure software, or DevOps markets; previous experience as a top‑performing AE or SE in enterprise software; background in building enablement programs from scratch.
Skills: Knowledge of adult learning principles and instructional design; familiarity with network infrastructure and automation concepts.
Physical Demands & Work Environment
Physical Requirements: Sitting: 6–8 hours per day; Standing/Walking: frequently; Lifting: occasionally up to 15 pounds; Vision: close vision; Hearing: constant; Communication: constant; Manual Dexterity: constant.
Work Environment: Location: Office‑based in Atlanta preferred; Noise Level: Typical office environment with frequent virtual meetings; Travel Requirements: Up to 25% travel; Schedule: Standard business hours with flexibility for global team support; Technology: Use of sales enablement platforms, CRM systems, call recording tools, and content management systems.
Compliance Statements ADA Accommodation: Itential is committed to providing reasonable accommodations to qualified individuals with disabilities. If you require accommodation to perform the essential functions of this position, please contact Human Resources to discuss available options.
Equal Opportunity Itential is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.
Employment at Will Employment with Itential is at-will, meaning either the employee or the company may terminate the employment relationship at any time, with or without cause or notice.
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