Director, Sales Strategy & Enablement

Lumenci; Gurugram District; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

Lumenci in India seeks a Director, Sales Strategy & Enablement to lead and scale the Sales Enablement function across US, APAC, and EMEA, driving strategy, content, and CRM governance. This is a hands-on senior role that partners with Sales, Growth, Marketing, Product, Delivery, and Leadership to optimize win rates and pipeline health.

The incumbent will build executive-level research, pursuit plans, and account messaging while coordinating with executive leadership to drive GTM initiatives and

Qualifications

• Bachelor’s degree in a related field.
• 10–15 years in Sales Enablement, GTM Operations, or related areas.
• 4–5 years managing teams or large cross-functional programs.
• Proven experience building or scaling enablement functions.
• Strong CRM and sales-engagement tool experience.
• Experience across geographies with enterprise sales.
• Practical AI tools experience for research and productivity.

Responsibilities

• Lead and scale the Sales Enablement function across regions.
• Develop pursuit strategies, stakeholder maps, and messaging.
• Own executive dashboards, reviews, and reporting.
• Coordinate cross-functional proposal development and assets.
• Leverage AI to accelerate research, proposals and CRM productivity.

Skills

Sales enablement

Strategic thinking

Cross-functional leadership

Executive communication

AI in sales

Market research

CRM analytics

Education

Bachelor's degree

MBA

Tools

HubSpot

Salesforce

Apollo

Outreach

Job description

Job Overview:

We are looking for a Director, Sales Strategy & Enablement to lead and scale the Sales Enablement function at Lumenci. This is a hands‑on senior level role responsible for sales strategy support, enablement team capability building, pipeline governance, CRM processes, sales content, market research, reporting, and cross‑functional coordination. The role will work closely with Sales, BDR, Growth, RevOps, Product, Marketing, Delivery, Operations, and executive leadership across the US, APAC, and EMEA.

Responsibilities and Duties:

Strategic Sales Intelligence & Pursuit Excellence

• Build and lead a world‑class Sales Intelligence capability responsible for executive‑quality account research, competitive intelligence, litigation monitoring, licensing intelligence, relationship mapping, and strategic opportunity identification.
• Develop executive briefing books and account dossiers for priority pursuits, including company strategy, executive profiles, technology initiatives, patent portfolios, litigation history, outside counsel, funding activity, competitive landscape, and key business events.
• Partner directly with Sales Leadership to develop pursuit strategies, stakeholder maps, value hypotheses, mutual action plans, proposal strategy, and competitive positioning that improve win rates.
• Translate research into highly personalized outbound campaigns, executive outreach strategies, and account‑specific messaging.
• Leverage AI and automation to accelerate research, opportunity identification, proposal development, and account planning

Market Research and Opportunity Support

• Own deep executive‑level research for strategic enterprise opportunities rather than basic prospect identification.
• Create standardized executive briefing templates, company dossiers, litigation summaries, patent landscape analyses, and relationship maps.
• Monitor earnings calls, SEC filings, press releases, product launches, litigation, patent assignments, funding events, regulatory developments, and competitive activity to proactively identify sales opportunities

Proposal & Deal Support

• Coordinate cross‑functional proposal development, executive summaries, differentiators, competitive messaging, and response strategy.
• Support major pursuits from qualification through proposal submission by coordinating SMEs, Delivery, Research, Product, and Sales.
• Work with Marketing to develop reusable proposal assets, customer success stories, battle cards, objection guides, and industry playbooks

Thought Leadership & Executive Communications

• Coordinate with Marketing for webinar support, conference presentations, executive presentations, white papers, market reports, and customer‑facing thought leadership.
• Provide strategic research and presentation support to executive leadership, Board updates, QBRs, and GTM initiatives

AI & Productivity

• Continuously evaluate and deploy AI‑powered tools to improve research quality, CRM productivity, proposal generation, sales content creation, reporting, and workflow automation.
• Establish best practices for responsible AI adoption across Sales, Growth, and Enablement.

Voice of Customer

• Establish a formal Voice of Customer program that synthesizes customer feedback, win/loss analysis, competitive intelligence, objections, and market insights into actionable recommendations for Product, Marketing, and Sales

Product and Go-to-Market Enablement

• Lead sales enablement for Lumenci.ai, iLumos, and other technology‑led offerings.
• Partner with Product and Marketing to develop positioning, target‑user definitions, use cases, competitive differentiation, messaging, demos, and sales materials.
• Enable Sales and BDR teams with timely product training, updates, and launch support.
• Capture and consolidate client feedback, objections, competitor insights, and product gaps, and share recommendations with Product and leadership.
• Support product launches, design‑partner programs, campaigns, and new‑market entry initiatives.

Executive Dashboards, Reporting and Analytics

• Own executive dashboards for Sales and Growth, covering pipeline health, opportunity movement, conversion, win rates, productivity, forecasts, and revenue performance.
• Lead weekly reviews, monthly reporting, quarterly business reviews, and executive leadership updates.
• Convert data into clear insights, root causes, risks, actions, and recommendations.
• Ensure dashboards and reports are supported by reliable data, consistent definitions, and clear ownership.

Qualifications:

Required:

• Bachelor’s degree in Business, Engineering, Law, Science, Marketing, Economics, or a related field.
• 10–15 years of experience in Sales Enablement, GTM Operations, Sales Strategy, Revenue Operations, Business Development, B2B Sales, consulting, or a related area.
• At least 4–5 years of experience managing teams or leading large cross‑functional programs.
• Demonstrated experience building or scaling a Sales Enablement or GTM‑support function.
• Strong experience with CRM and sales‑engagement platforms such as HubSpot, Salesforce, Apollo, Outreach, or equivalent tools.
• Experience with pipeline analysis, reporting, workflow automation, sales training, proposals, and GTM content.
• Experience supporting enterprise Sales teams across multiple geographies.
• Practical experience using AI tools for research, content, reporting, CRM, or productivity workflows.

Preferred:

• MBA or equivalent postgraduate qualification.
• Experience working in a B2B services, SaaS, consulting, professional‑services, legal‑tech, or research‑driven organization.
• Exposure to intellectual property, litigation, licensing, or legal technology.3