At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.

Senior Director, Sales Enablement

Job Overview:
As the Senior Director of Sales Enablement, you will play a critical role in driving our sales team's success by building, scaling, and optimizing our sales 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 Implement Sales Enablement Strategy:
  • Design and execute a comprehensive sales enablement strategy that supports the needs of a fast-growing SaaS business, ensuring alignment with revenue and business goals.
  • Create frameworks for scalable sales training programs, onboarding, and ongoing development that equip sales reps with the knowledge and skills needed to excel.
• Sales Training and Coaching:
  • Partner with sales leadership to design sales methodologies, tools, and processes that enhance sales effectiveness.
  • 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 Resource Development:
  • Collaborate with Product Marketing and other internal teams to create, curate, and manage sales collateral, including case studies, playbooks, pitch decks, and objection-handling scripts.
  • Ensure that all content is relevant, timely, and tailored to different segments of the sales funnel.
• Sales Tools and CRM Optimization:
  • Evaluate and recommend new sales technologies to improve productivity and align tools with sales objectives.
  • Optimize the use of existing CRM and sales tools to ensure seamless integration into daily workflows.
• Cross-Departmental Collaboration:
  • Partner with Product, Marketing, and Customer Success teams to ensure alignment on messaging, product updates, and market positioning.
  • Work closely with sales leadership to analyze performance, identify gaps, and implement improvements in sales processes.
• Metrics and Reporting:
  • Define and track key performance indicators (KPIs) for sales enablement 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, competitor activities and customer needs.

Qualifications: 

• 8+ years of experience in sales enablement, sales operations, or a related function within a SaaS or technology company; with 2+ years of experience leading a sales enablement team preferred.
• Proven track record of leading and scaling sales enablement 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 other sales tools (e.g., Outreach, Gong, Highspot).
• 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 the SmartBear crew:

• 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 our SmartBears; 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 at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

 

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.

#LI_AS1