Director, Sales Enablement

WorkWave is the leading provider of cloud-based software solutions to pest control, lawn care, landscape management, and other green industries. Our special sauce is our team: We’re a group of makers, doers, creative thinkers, and hard workers, and we’re always looking for individuals who embrace those ideals to come and help us grow. When you become a part of this company, you’ll become part of a dynamic, friendly, fun, and forward-looking community.

The Director of Sales Enablement is responsible for defining and executing a comprehensive enablement strategy that drives sales productivity, accelerates revenue growth, and ensures consistent, high-quality execution across the go-to-market (GTM) organization.

This role owns the end-to-end enablement function; spanning onboarding, continuous learning, sales plays, product readiness, and enablement systems and serves as a strategic partner to Sales, Marketing, RevOps, Product, and Customer Success leadership. The Director translates company strategy into scalable enablement programs, ensuring sellers have the skills, content, tools, and insights required to perform at a high level.

Success in this role is measured by improved ramp time, increased quota attainment, higher win rates, and consistent execution of sales motions across segments and geographies.

3. Key Responsibilities

Enablement Strategy & Leadership

• Define and own the global Sales Enablement strategy aligned to company growth objectives and GTM priorities.

• Act as a strategic advisor to Sales Leadership on performance improvement, skill development, and productivity levers.

• Establish a data-driven enablement operating model, tying programs directly to revenue outcomes (e.g., ramp time, pipeline conversion, win rates).

• Build and scale a high-performing enablement function, including processes, governance, sales onboarding, coaching and where applicable team leadership.

World-Class Onboarding & Continuous Learning

• Design and operationalize a best-in-class onboarding program that accelerates time-to-productivity across all sales roles (AE, SDR, AM, SE).

• Implement role-based learning paths, certifications, and ongoing skill development programs.

• Introduce modern enablement approaches including microlearning, spaced repetition, slack communication and just-in-time training.

• Establish clear onboarding success metrics and continuously optimize based on performance data.

GTM Readiness & Product Launch Enablement

• Own and run the quarterly GTM enablement cadence, ensuring successful rollout of new products, features, pricing, and messaging.

• Partner with Product Marketing to translate product strategy into compelling, buyer-centric sales narratives.

• Ensure field readiness through coordinated training, content, tools, and reinforcement plans.

• Build repeatable launch frameworks that scale across segments and geographies.

Sales Plays & Methodology Execution

• Design, implement, and operationalize high-impact sales plays aligned to key growth motions (e.g., new logo, expansion, cross-sell, vertical plays).

• Standardize and reinforce sales methodologies (e.g., MEDDIC, BANT) through SalesForce embedded coaching and deal inspection frameworks.

• Partner with Sales Leadership to drive consistent execution through pipeline reviews, call coaching (via our AI tooling), and field engagement.

• Continuously iterate on plays based on performance insights and market feedback.

Multi-Modal Enablement & Reinforcement

• Build a multi-modality enablement strategy that incorporates live training, on-demand learning, micro-content, certifications, and ongoing reinforcement.

• Develop structured enablement cadences including newsletters, drip campaigns, sales All hands and targeted reinforcement tied to key initiatives.

• Ensure knowledge retention and behavior change through reinforcement mechanisms embedded in daily workflows and our tech stack.

Enablement Systems & Technology

• Own the enablement tech stack (e.g., LMS, CMS, AI and sales engagement tools) and ensure high adoption and effectiveness.

• Partner with RevOps to embed enablement into core systems (e.g., Salesforce), reinforcing key processes, content, and methodologies within seller workflows.

• Optimize content discoverability, usage tracking, and analytics to drive continuous improvement.

• Evaluate and implement new tools to enhance enablement delivery and measurement.

Performance Analytics & Continuous Improvement

• Define and track KPIs to measure the effectiveness of enablement programs (e.g., rep ramp time, quota attainment, deal velocity, content usage and AI utilization and adoption).

• Conduct ongoing performance diagnostics to identify skill gaps and productivity bottlenecks.

• Use insights to design targeted interventions and continuously refine enablement programs.

• Deliver regular reporting and insights to executive leadership on enablement impact.

Cross-Functional Alignment

• Partner closely with Sales, Marketing, Product, Customer Success, Finance and RevOps to ensure alignment across all GTM initiatives.

• Act as the central hub for translating strategy into field execution.

• Ensure consistent messaging, positioning, and customer experience across all touchpoints.

4. Required Qualifications

• Experience: 8+ years in Sales Enablement, Revenue Operations, or Sales Leadership, with at least 3+ years in a senior or director-level role.

• SaaS Expertise: Deep experience in B2B SaaS environments with a strong understanding of GTM motions and sales cycles.

• Strategic & Executional Excellence: Proven ability to define strategy and execute at scale in high-growth environments.

• Methodology Expertise: Hands-on experience implementing and reinforcing sales methodologies (e.g., MEDDIC, Challenger, BANT).

• Technical Proficiency: Strong experience with Salesforce.com and modern enablement tools (e.g., LMS, CMS, sales engagement platforms).

• Analytical Mindset: Ability to connect enablement initiatives to measurable business outcomes.

• Education: Bachelor’s degree required.

5. Preferred Qualifications

• Experience in private equity-backed or high-growth SaaS companies.

• Experience supporting multi-product or platform-based GTM models.

• Background in sales leadership (e.g., former AE, Sales Manager).

• Experience building enablement functions from the ground up or significantly transforming them.

6. Physical and Work Environment Requirements

This role primarily involves remote work and regular use of standard office equipment such as a computer, phone, and webcam.

Physical Requirements:

• Prolonged periods sitting or standing at a workstation.

• Ability to communicate clearly via phone, video, and written channels.

• Occasional travel for meetings, training, or team events may be required.

Reasonable Accommodations:
WorkWave is committed to providing reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and applicable state laws. Accommodations can be made to enable employees to perform essential job functions.

7. Behavioral Competencies

• Strategic Influence: Ability to influence senior stakeholders and drive alignment across functions.

• Execution Excellence: Strong operator who can translate strategy into scalable programs.

• Data-Driven Decision Making: Uses data to inform priorities and measure impact.

• Ownership Mentality: Operates with full accountability for enablement outcomes and business impact.

• Adaptability: Thrives in fast-paced, evolving environments.

8. Career Path & Development

 This role provides a pathway for advancement into Senior Director (M4) or VP-level leadership roles within Revenue Operations, Sales  or GTM Strategy.

9. Company Values Alignment

All employees are expected to uphold WorkWave’s core values of Be Authentic, Be an Impact Player, Make a Difference, Empower Yourself & Others, Embrace Opportunities. We foster a diverse, equitable, and inclusive culture that supports growth and belonging.

10. Equal Employment Opportunity Statement

WorkWave is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability status, or any other protected characteristic under applicable law.

A GLOBAL COMPANY WITH A LOCAL PRESENCE:
 

 • We know that there are benefits of being in the office and working from home.  WorkWave promotes a healthy work/life balance and provides employees with the flexibility of collaborating in the office or the option to work virtually if desired.  

• We have employees in over 30 states, 7 countries and many regional offices - each with their own set of perks and opportunities to give back to the local community.  

• Whether you work remotely or take advantage of one of our offices, you’ll find a community of WorkWavers that value diversity, and care deeply about our products, clients, our communities and each other.

LOVE WHAT YOU DO, NO MATTER WHERE YOU DO IT: 
 

• Our HQ is based at our state of the art home office in the historic Bell Works complex located in Holmdel Township, New Jersey

• With everything you could find in a great downtown -- from restaurants and retail to art and culture the Bell Works “Metroburb” is a microcosm of innovation, possibility, and inspiration and WorkWave is proud to be a part of it

• Pharmacy, urgent care, bank, restaurants, florist, gym, dentist, outdoor patio bar and weekly farmers market all conveniently located on the first floor - making running errands on a break a breeze.

• We work hard but play hard too...need a break? When in the office kick back in our common area, play a game of arcade basketball, video games in our game rooms or face off in a ping pong match

• WORKING REMOTE? Great! Our teams are well versed at working collaboratively in a fully virtual environment.  We keep our offices available to all to use when working remotely isn’t feasible, or to help with cross training, team building and/or brainstorming.  

RELAX, WE'VE GOT YOU COVERED: 
 

• Employees can expect a robust benefits package, including health and dental and 401k with company match

AND BEYOND...
 

• Find your perfect work/life balance with our Flexible Time Off policy or generous PTO plan (role dependent) and paid holidays

• Tuition reimbursement

• Robust Employee Assistance Program through TotalCare offering free counseling 24/7/365, plus financial counseling, legal guidance, adoption assistance services and much more!

• 24/7 access to virtual medical care with Teladoc

• Quarterly awards based on peer nominations

• Regional discounts and perks

• Opportunities to participate in charitable events and give back to the community 

GROW WITH US: 
 

• We understand the impact of attracting and keeping top talent and reward intellectual curiosity and a thirst for personal and professional growth

• Encouraging our employees that already have an intimate knowledge of and passion for our products to apply for other roles within our walls just makes sense!

• Our employees have access to extensive video libraries for soft skill and role specific training available 24/7 and live trainings are provided throughout the year 

JOIN OUR WINNING TEAM! 
 

• 10 Time winner of Best Place to Work in New Jersey by NJBiz !

• WorkWave has been recognized with multiple awards for its outstanding products, growth and culture, including the Inc. 5000, SaaS Award, IT World Awards, Globe Awards, Silver Stevie Award for Employer of the Year, and Best Place to Work Inc. Magazine

• Recently named one of The Software Report's 3rd annual list of the Top 100 Software Companies of 2022 (worldwide!)  

We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status: Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At WorkWave, we are dedicated to building a diverse, inclusive and authentic workplace, so if you feel like you could make a great impact in this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may just be the right candidate for this or other roles!

WorkWave supports salary transparency, however please note that salary estimates provided by websites (LinkedIn, Glassdoor, etc.) and not by WorkWave may not accurately reflect the actual salary range for the position.