Senior Director, Revenue Enablement

SmartBear delivers application integrity for modern tech stacks ensuring continuous measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation API lifecycle management and observability capabilities. With integrations across the SDLC it sets a new quality standard for application delivery teams.

SmartBear is trusted by more than 16 million developers testers and software engineers across 32000 organizations including 75% of the largest financial institutions and industry leaders such as Adobe JetBlue and Microsoft. SmartBears best-loved brands include Swagger TestComplete Reflect QMetry Zephyr and more. As stewards of a collaborative open source community SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at or follow us on LinkedIn X and Reddit.

At SmartBear you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers driving go to market strategies supporting operations building products or enabling teams your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.

Senior Director of Revenue Enablement

As the Senior Director of Revenue Enablement you will play a critical role in driving our revenue teams success by building scaling and optimizing our revenue enablement programs. You will be responsible for creating strategies programs and resources that empower our sales force to improve efficiency increase revenue and maintain a high level of customer engagement. This position will work closely with Sales Marketing Product and Customer Success teams to align content training and tools to the broader business objectives while directly overseeing a sales enablement team who executes and delivers them.

Key Responsibilities:

• Develop and ImplementRevenueEnablementStrategy:Designand execute a comprehensiverevenueenablement strategy that supports the needs of a fast-growing SaaS business ensuring alignment with revenue and business goals.
  • Create frameworks for scalablerevenuetraining programs onboarding and ongoing development that equip reps with the knowledge and skills needed to excel.
• RevenueTraining andCoaching:PartnerwithGTMleadershipto designsales methodologies tools and processes that enhancerevenueeffectiveness.
  • Facilitate both onboarding and continuous learning for sales teams covering key areas such as product knowledge sales methodologies and deal strategies and market trends.
  • Implement data-driven coaching strategies and performance feedback mechanisms.
• Content and ResourceDevelopment:Collaboratewith Product Marketing and other internal teams to create curate and managerevenuecollateral including case studies playbooks pitch decks and objection-handling scripts.
  • Ensure that all content is relevanttimely and tailored to different segments of the sales funnel.
• GTMTools and CRMOptimization:Evaluateand recommendnewtechnologiesto improve productivity and align tools withrevenueobjectives.
  • Optimizethe LMS andthe use of existing CRM andother GTMtools to ensure seamless integration into daily workflows.
• Cross-DepartmentalCollaboration:Partnerwith Product Marketing andall GTM cross-functionalteams to ensure alignment on messaging product updates and market positioning.
  • Work closely withGTMleadership to analyze performanceidentifygaps and implement improvements inrevenueprocesses.
• Metrics andReporting:Defineand track key performance indicators (KPIs) forrevenueenablement effectiveness including ramp-up time quota attainment and win rates.
  • Regularly report on program success and make recommendations for continuous improvement to senior leadership.
  • Stay informed on industry trends competitoractivitiesand customer needs.

Qualifications:

• 8 years of experience in enablementor a related function within a SaaS or technologycompany;with 2 years of experience leading a sales enablement team preferred.
• Proventrack recordof leading and scalingGTMenablement programs for midmarket or enterprise-level sales teams.
• Strong understanding of sales methodologies (e.g. SPIN MEDDIC Challenger) and how to integrate them into a sales organization.
• Experience with CRM systems (e.g. Salesforce) and otherGTMtools ( GongTerretPlanHat).
• Exceptional communication and leadership skills with the ability to collaborate across multiple departments and influence without direct authority.
• Analytical mindset with experience using data to drive decisions and improve sales effectiveness.
• Ability to thrive in a fast-paced rapidly changing high-growth environment.
• Prior sales or sales management experience preferred.

Why you should join theSmartBearcrew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work collaborate and have fun.
• We love celebrating ourSmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically the whole person.
• We celebrate our differences in experiences viewpoints and identities because we know it leads to better outcomes.

Did you know

• Our main goal atSmartBearis to make our technology-driven world a better place.
• SmartBearis committed to ethical corporate practices and social responsibility promoting good in all the communities we serve.
• SmartBearis headquartered in Somerville MA with offices across the world including Galway Ireland Bath UK Wroclaw Poland andBangalore India.
• Wevewon major industry (product and company) awards includingB2BInnovators Award Content Marketing AssociationIntellyXDigital Innovator andBuiltInBest Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based onmerit qualifications and business needs. We do not discriminateon the basis ofrace color religion sex national origin age gender disability veteran status sexual orientation or any other protected status under applicable laws.We are dedicated to fostering a workplace that reflects a diversity ofthought and experience as well as our values of being smart open driven accountable and curious.

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