Director, Revenue Enablement

SonarSource; Greater London; Híbrido; GBP 120.000 - 180.000; Jornada completa

Descripción de la vacante

SonarSource in London is seeking a Director of Revenue Enablement to lead the global enablement function across GTM teams. You will own strategy, programs, and systems to shorten ramp time, lift quota attainment, and equip our sales and success teams to sell a technical product to developers, platform engineers, DevSecOps, and security buyers.

Reporting to the VP of Revenue Operations, you will scale a small team into a measurable, outcomes-driven function, partner with executive stakeholders,

Formación

• 10+ years in B2B SaaS revenue or sales enablement.
• 4+ years leading a global enablement function.
• Proven track record improving ramp time, win rate and quota attainment.
• Enabled GTM teams selling a technical product to developers and security buyers.
• Designed large-scale GTM kick-offs for 250+ attendees.
• Hands-on with LMS, CMS, sales engagement, and AI tooling.
• Fluent with MEDDPICC or Command of the Message.
• Collaborates effectively with VP and C-level stakeholders.
• Balance strategic thinking with hands-on execution.

Responsabilidades

• Own the global enablement strategy and a multi-year roadmap.
• Lead and grow a global enablement team across regions.
• Design onboarding and continuous readiness programs.
• Create plays, guides, and content for technical buyers.
• Manage GTM kick-offs and quarterly business reviews.
• Modernise the enablement tech stack and drive adoption.
• Partner with CRO, VP Sales/CS, Product Marketing to align messaging.
• Build dashboards linking enablement to GTM outcomes.
• Embed AI to accelerate seller productivity and deal execution.

Conocimientos

Revenue enablement

Global leadership

GTM enablement

AI in enablement

MEDDPICC

Stakeholder mgmt

Dashboards

Onboarding design

Sales training

Technical buyers

Herramientas

LMS

CMS

Sales engagement platforms

Conversation intelligence

Descripción del empleo

Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow,Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: SonarQube: The world’s leading AI code review and verification platform. SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair. SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective. Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE: Committed to our customers and community. Obsessed with quality. Deliberate in our decisions. Effective as one team. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution.

If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.

Position description

As Director of Revenue Enablement, you will lead the global enablement function across Sonar's go-to-market organisation, spanning Sales, Customer Success, and Partner teams. Reporting to the VP of Revenue Operations, you will own the strategy, programmes, and systems that shorten ramp time, lift quota attainment, and equip our GTM teams to sell a technical product into developer, platform, and security buyers. You will inherit a small enablement team and a strong foundation, and will scale it into a measurable, outcomes-driven function that supports Sonar's next phase of growth in the age of agent-centric development.

What you will do

• 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.

Experience and Qualifications

• 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-scaled 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…