Director of Sales Enablement
About the Role
MCIM is seeking a Director of Sales Enablement to design, lead, and scale the enablement strategy that empowers our go-to-market organization to perform at the highest level.
This leader will build the programs, systems, content, and operating rhythms that improve seller productivity, accelerate ramp time, strengthen execution, and increase win rates across the revenue organization. You will support Account Executives, Business Development Representatives, and Customer Success teams with the messaging, playbooks, tools, and coaching frameworks needed to succeed in a complex, consultative B2B SaaS sales environment. The current draft already positions the role as responsible for systems, training, playbooks, cross-functional alignment, and performance improvement.
This is a highly cross-functional leadership role that partners closely with Sales, Marketing, Product Marketing, Customer Success, and Revenue Operations to ensure teams are aligned around product value, positioning, process discipline, and execution excellence. It is ideal for a leader who enjoys building scalable enablement foundations in a fast-growing company and who can translate business priorities into measurable improvements in sales performance.
What You’ll Do
Enablement Strategy & Execution
- Build and lead a scalable, role-based sales enablement strategy across Business Development, Account Executives, Sales Leaders, and Customer Success
- Establish enablement priorities that align with company growth goals, GTM strategy, and revenue performance needs
- Create a structured enablement roadmap that supports onboarding, continuous learning, product readiness, messaging adoption, and manager coaching
- Serve as the central leader responsible for enablement effectiveness across the go-to-market organization
Onboarding, Training & Coaching
- Build onboarding programs that accelerate ramp time and improve early productivity for new sales hires
- Deliver ongoing training in discovery, value-based selling, deal strategy, objection handling, competitive positioning, and sales process execution
Sales Content, Messaging & Readiness
- Partner with Product Marketing to develop and maintain battlecards, discovery guides, talk tracks, messaging frameworks, and customer-facing enablement materials
- Ensure consistent positioning across prospecting, demos, qualification, solutioning, and deal progression
- Support enablement for product launches, feature releases, market shifts, and messaging updates
- Improve content accessibility and usability so teams can quickly find and apply the right materials at the right stage of the buyer journey
Sales Process & Productivity
- Improve pipeline progression, qualification discipline, forecast readiness, and overall deal execution
- Identify process gaps, friction points, and workflow inefficiencies that slow down sales cycles or reduce conversion
- Partner with Revenue Operations and Sales Leadership to align enablement efforts with data, inspection, and performance trends
- Reinforce adoption of core sales methodologies, process standards, and tools that improve consistency and scalability
- Partner with Legal to ensure accurate quote/contract preparation.
Cross-Functional Leadership
- Partner with Sales Leadership to improve coaching frameworks, rep performance, and sales execution
- Collaborate with Marketing and Product Marketing to align messaging, campaign priorities, and customer value articulation
- Work closely with Customer Success to support smoother handoffs, stronger post-sale alignment, and consistent customer expectations
- Act as a trusted advisor to GTM leaders on readiness, change management, and organizational effectiveness
Measurement & Continuous Improvement
- Define and track key enablement KPIs, including ramp time, win rate, pipeline conversion, sales cycle length, training adoption, and content utilization
- Build reporting and feedback loops that connect enablement programs to measurable business outcomes
- Continuously evaluate program effectiveness and refine approaches based on performance data, stakeholder input, and evolving business needs
What Success Looks Like
- Faster ramp time and improved readiness for new sales hires
- Stronger adoption of messaging, playbooks, sales process standards, and enablement tools
- Improved pipeline conversion, deal velocity, and win rates across target segments
- Greater consistency in manager coaching, deal inspection, and rep execution
- Strong alignment across Sales, Marketing, Product Marketing, Customer Success, and Revenue Operations
- Clear evidence that enablement investments are improving productivity and contributing to revenue outcomes
Requirements
- 5+ years of experience in Sales Enablement, Revenue Enablement, Sales Operations, or Sales Leadership within an Enterprise B2B SaaS environment
- Proven experience supporting enterprise, strategic, or complex solution sales teams
- Demonstrated success building and scaling onboarding, training, coaching, and enablement programs in a growing organization
- Strong understanding of modern SaaS sales processes, pipeline management, qualification frameworks, and value-based selling
- Experience partnering cross-functionally with Sales, Marketing, Product Marketing, Customer Success, and Revenue Operations
- Strong communication, facilitation, and executive presence, with the ability to influence across functions and levels
- Analytical mindset with the ability to measure enablement effectiveness through business and performance metrics
- Experience working within CRM and revenue technology environments, including Salesforce.com
- Required familiarity with Slack, Salesforce.com, G-Suite and Gong.
- Experience working within a modern sales technology stack and driving adoption of enablement tools and workflows
- Ability to thrive in a fast-paced, high-growth environment and build programs that scale
- Experience in enterprise software, infrastructure software, data center technology, or other complex technical B2B environments is strongly preferred
Why Join MCIM
- Help scale the revenue engine for a company operating at the center of the global data center expansion driven by AI and hyperscale growth
- Build the enablement foundation for a high-performing go-to-market organization
- Work alongside industry experts solving mission-critical infrastructure challenges
- Shape how MCIM equips its teams to sell, support, and grow in a specialized and increasingly important market
- Join a company with a clear mission, a differentiated platform, and a meaningful role in strengthening critical digital infrastructure