sonarsource - Sonar - Director, Revenue Enablement
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Requirements
• Bring 10+ years in B2B SaaS revenue or sales enablement, including 4+ years leading a global enablement function. • Have a demonstrated track record of improving ramp time, win rate, and quota attainment through structured, measurable programmes. • Have enabled GTM teams selling a technical product to developer, platform engineering, DevOps, DevSecOps, or security buyers. • Have designed and run large-scale GTM kick-offs and enablement events for 250+ attendees. • Be hands-on with the modern enablement tech stack (LMS, CMS, sales engagement, conversation intelligence) and have integrated AI tooling into seller workflows. • Be fluent with at least one structured qualification framework (MEDDPICC, Command of the Message, or equivalent) and able to drive consistent adoption across the field. • Operate effectively with VP and C-level stakeholders, and bring strong written and facilitation skills. • Balance strategic thinking with hands-on execution in a fast-paced, high-growth environment. • Be passionate about building inclusive, high-performing teams. • In-office Culture • We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. • Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person. • We value diversity, equity, and inclusion
Responsibilities
• Own the revenue enablement strategy: Define and execute a multi-year enablement roadmap aligned to Sonar's GTM priorities, with quarterly outcomes tied to ramp time, win rate, and quota attainment. • Lead a global enablement team: Manage and grow a team of enablement specialists across regions; set clear priorities, coach for excellence, and operate as a player-coach where required. • Design onboarding and ongoing readiness: Build role-based onboarding for Sales, CS, and Partner roles. Run continuous readiness programmes across product, process, messaging, and selling skills. • Equip teams for a technical buyer: Build playbooks, talk tracks, objection-handling guides, and competitive content tailored to developer, platform engineering, DevSecOps, and CISO audiences. • Drive GTM kick-off and major moments: Own the enablement track for Sonar's annual GTM kick-off (250+ attendees) and quarterly business reviews. • Modernise the enablement tech stack: Evaluate and operate the LMS, CMS, sales engagement, conversation intelligence, and AI tooling that power seller workflows. Drive adoption and measure impact. • Partner cross-functionally: Work with the CRO, VP Sales, VP CS, Product Marketing, Product, and Partner leaders to align messaging, qualification frameworks, and customer journey execution. • Measure what matters: Build dashboards and reporting that link enablement activity to GTM outcomes. Use data to prioritise investment and retire programmes that do not move the number. • Embed AI into the seller workflow: Bring a clear point of view on how AI tooling accelerates rep productivity, coaching, and deal execution at Sonar.
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