Director of Sales Enablement

IANS Research; Boston (MA); Hybrid; USD 170,000 - 210,000; Full time

Benefits offered by this job

Hybrid Boston office 2 days/week

401(k) with company match

Paid time off

Annual incentives

Professional development

Job summary

IANS Research in Boston seeks a Director of Sales Enablement to lead an AI-first curriculum across Sales Managers, Account Executives, and Account Managers. This role blends strategy, content creation, and coaching to elevate selling skills and product knowledge.

You will partner with Marketing, Product, and RevOps to measure impact, evolve the curriculum, and ensure credible field execution. 8+ years in sales enablement with B2B SaaS experience strongly preferred.

Qualifications

• 8+ years in sales enablement, sales leadership, or sales training
• Experience building or scaling an enablement function
• Expertise in MEDDPICC or similar qualification methodologies
• Comfort with KPI dashboards and RevOps partnerships
• Experience in B2B SaaS, data/intelligence services, or professional services

Responsibilities

• Own the enablement transformation end-to-end across three dimensions: buyer personas, product knowledge, and MEDDPICC selling skills
• Lead and coach the enablement team including trainers and external coaches
• Partner with RevOps, Marketing, Product to measure program impact and deliver quarterly reports
• Build and evolve the three-dimension curriculum across three audience tracks
• Model credibility and lead the enablement team in all rollouts
• Develop the AI-first enablement engine and assets for deal prep

Skills

AI-first leadership

MEDDPICC

enablement tooling

instructional design

Bachelor’s degree

KPI dashboards

Executive communication

cross-functional program mgmt

MEDDPICC/MEDDIC

Education

Bachelor’s degree

Advanced degree a plus

Tools

LMS tooling

AI-assisted content workflows

Job description

Responsibilities

• IANS is shifting from a Research & Advisory-led sales model to a Data-as-a-Service model, which means sellers must now carry credibility on our buyers, our product, and our sales process without a SME to lean on during initial discovery calls
• The Director of Sales Enablement owns this transformation end to end: the three-dimension curriculum (clients we serve, product knowledge, and MEDDPICC-anchored selling skills), the three audience tracks (Sales Managers, Account Executives, and Account Managers), and the team that delivers it
• This role reports into Sales leadership and partners closely with Marketing, Product, and RevOps to keep the program current, credible, and measurable
• Own the enablement curriculum: build and continuously evolve the three-dimension program — buyer/persona playbooks, product launch enablement, and MEDDPICC selling skills — differentiated across the Sales Manager, Account Executive, and Account Manager tracks
• Lead from the front: certify the enablement team across all three dimensions ahead of every rollout, personally modeling the credibility bar the program asks of the field
• Build the AI-first enablement engine: operationalize the Shared Brain as the content and coaching backbone — win/loss capture, AI-assisted drafting of persona playbooks and launch assets, and in-the-moment seller access during deal prep
• Partner with RevOps on measurement: define the KPI set across knowledge, behavior, business outcome, and program-health metrics, and co-deliver the quarterly enablement performance report to leadership
• Manage the enablement team: coach and manage Sales Trainer and external Coaches and/or providers, partner with content SMEs across product and marketing including internal AI-enablement. Own the delivery cadence across async learning, group coaching, 1:1 office hours, and manager-led Meeting-in-a-Box sessions

Benefits

• Social: Monthly ‘Club IANS’, annual summer outings, team events and social gatherings
• Work Environment: Hybrid (2 days/week) in our vibrant Boston office with a weekly lunch stipend
• Work/Life Balance: PTO, paid holidays, sick time, Summer Fridays
• 401(k) Program: Fidelity 401(k) plan with company match
• Employee Recognition: Annual incentive program, monthly shout outs and peer-to-peer recognition
• Health Coverage: Medical, dental & vision, deductible reimbursement, fitness stipend, Calm app
• Pre-Taxed Benefits: Dependent care FSA, healthcare FSA, transit, parking
• Volunteer Opportunities: Employee-led community volunteer initiatives, paid volunteer day

Requirements

• AI-first leader who is comfortable leveraging tools including Claude to reduce cycle times on asset creation and to identify productivity enhancements for the field
• Deep fluency in MEDDPICC or a comparable qualification methodology, with experience training it to a field sales team
• Experience with enablement/LMS tooling and AI-assisted content workflows
• Instructional design and curriculum development across async, live, and manager-led formats
• Education: Bachelor’s degree required; advanced degree in a related field a plus
• Comfort building and reading KPI dashboards in partnership with RevOps
• Experience: 8+ years in sales enablement, sales leadership, or sales training, ideally within B2B SaaS, data/intelligence services, or professional services; direct experience building or scaling an enablement function from the ground up strongly preferred
• Interpersonal Skills: Executive-level communication and facilitation skills; a coaching presence that earns credibility with senior sellers and Sales Managers; ability to influence Marketing, Product, and RevOps stakeholders without direct authority over them
• Strong cross-functional program management across Sales, Marketing, and Product
• Certifications: MEDDPICC / MEDDIC certification preferred; willingness to obtain within the first 90 days if not already certified