Job Description
Note: The job is a remote job and is open to candidates in USA. RainFocus is a leading enterprise event marketing platform, and they are seeking a Director of Sales Enablement to help architect and operationalize their next phase of growth. This role involves designing and executing the enablement strategy to drive predictable revenue across multiple products and customer segments.
- Responsibilities
- 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
- Skills
- 10+ years in Sales Enablement, Revenue Operations, Sales Leadership, or related roles in B2B SaaS
- Experience supporting complex, multi-product enterprise sales environments
- Proven success driving revenue outcomes through enablement (not just content creation)
- Deep understanding of modern sales methodologies (MEDDIC, Miller Heiman/Korn Ferry, Challenger, etc.)
- Strong executive presence and ability to influence senior stakeholders
- Experience working closely with Product and Product Marketing teams
- Highly operational, structured, and metrics driven
- Experience supporting expansion into new verticals or adjacent markets
- Background in enterprise software or marketing technology
- Prior experience building enablement functions from scratch or scaling them rapidly
- Benefits
- Competitive salaries
- Competitive benefits
- 401k
- Generous PTO
- Countless other team building activities
- Company Overview
- RainFocus is an event marketing platform that simplifies management, personalizes experiences, and consolidates data for events. It was founded in 2013, and is headquartered in Lehi, Utah, USA, with a workforce of 201-500 employees. Its website is http://www.rainfocus.com.
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