rainfocus - Director, Sales Enablement

• Go-To-Market Enablement • Design and operationalize enablement for RainFocus’s multi-product platform: • Enterprise (Tier 1 Conferences) • Modules (Tier 2 Conferences) • Base (Conference, Field Marketing, Webinar, Sales Activation, Marketing Activation) • Build clear sales motions for each use case, including qualification criteria, discovery frameworks, and next best actions • Working closely with product marketing, deploy playbooks that translate product capabilities into customer outcomes • Account Expansion & Revenue Growth • Partner with Sales and Customer Success to build a structured account review and expansion framework • Enable sellers to identify whitespace across use cases within existing accounts • Support adoption of account-based selling strategies • Develop tools and processes that improve expansion forecasting and pipeline creation • Sales Process & Execution Excellence • Standardize opportunity management using Miller Heiman Blue Sheets, MEDDIC (or equivalent) • Improve pipeline hygiene, deal inspection, and close plans • Build executive level deal support frameworks • Drive consistency in how opportunities are qualified, advanced, and closed • Improve Closed Won/Closed Lost deal analysis • Rep Productivity & Performance • Execute sales certification programs at the direction of SVP, Strategic Growth • Devise strategies to reduce days in sales stage • Work with EVP, Sales to run weekly sales scrum and summarize trends for ELT • Partner with Sales VPs and Product Marketing to identify skill gaps and design targeted enablement interventions • Host and coordinate weekly Continuous Sales Training • Work closely with sales and marketing operations for the rollout of new sales technologies, content, and training across departments, ensuring a smooth, phased transition with minimal disruption to the sales team's daily operations. • Strong knowledge of Gong, Highspot and Clay is required • Work closely with Vice President of AI & Platforms to build a world class internal Agentic AI framework • Summarize discovery call trends • Extract blue sheet fields • Draft follow up email templates in Gong • Generate account plans • Identify whitespace by product/use case • Cross Functional Alignment • Serve as the connective tissue between Sales, Product, Marketing, and Customer Success • Align field messaging with product roadmaps to ensure it is up to date, certified and consistent across the field • Partner with Product Marketing on internal product launch readiness • Ensure feedback from sales systems informs Group Product Managers and roadmap decisions • Metrics & Operational Rigor • Define and track enablement impact metrics (win rates, NRR, pipeline coverage, deal velocity) • Work with Sales Ops to build dashboards that connect enablement activity to revenue outcomes • Continuously optimize based on data and field feedback • ## What Success Looks Like (First 12 Months): • Clear, documented sales motions for all RainFocus products and use cases posted in Highspot • Improved seller confidence across Enterprise, Modules, and Base • 80%+ sales teams at 80%+ of goals • Higher quality pipeline and forecast accuracy • Increased account expansion activity and Net Revenue Retention • Strong alignment between Sales, Product, Marketing, CSMs and CS • Enablement viewed as a strategic revenue driver, not a support functio