Enterprise Sales Enablement Lead

Palo Alto Networks; New York (NY); On-site; USD 152,000 - 245,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned sales enablement leader to design and deliver commercial sales capability programs using AI-enhanced methods. The role focuses on driving performance across BDR, Commercial, and renewal motions, aligning curriculum to live opportunities, and influencing senior sales leaders.

The ideal candidate brings extensive field experience, deep MEDDPICC knowledge, and a track record of actionable training that translates into improved deal progression and customer

Qualifications

• Eight or more years designing and delivering commercial sales capability programs.
• Experience integrating generative AI tools into sales workflows or coaching.
• Prior experience as quota-carrying enterprise/commercial seller and frontline sales leader.
• Proven ability to facilitate high-stakes sessions for senior sales professionals.
• Demonstrated success coaching sellers through live opportunities and translating field experience into learning.
• Deep working knowledge of MEDDPICC, Value Selling, Challenger, or Command of the Message.

Responsibilities

• Lead immersive, high impact workshops, virtual and in person, coaching sellers through live opportunities and strengthening value selling and MEDDPICC execution.
• Integrate AI tools and generative learning platforms into the curriculum to scale practice and drive measurable improvements in field efficiency.
• Design, build, and optimize learning tracks focused on complex deal strategy, negotiation, renewal optimization and buyer persona mastery.
• Partner with sales leadership to align learning with go-to-market priorities and connect to live opportunities and forecast accuracy.
• Measure business impact by evaluating behavioral change and opportunities quality and sales outcomes.

Skills

AI tools in sales

Generative AI

MEDDPICC

Value Selling

Challenger

Command of the Message

Senior sales leadership

Forecast accuracy

Tools

Generative AI tools

Job description

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting‑edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real‑world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

This role enables field sales professionals to strengthen critical selling skills, adopt AI enabled practices, align learning to active pipeline, and improve measurable sales performance across Commercial, BDR, and renewal motions. You will create, refine, and apply curriculum that reflects real world field challenges and evolving go to market priorities, ensuring learning translates into deal progression and customer retention.

Focused on driving AI augmented sales performance and behavior change within live opportunities, this role goes beyond traditional training. Success requires significant field experience and the credibility to influence senior sellers and sales leaders.

Key Responsibilities

• Lead immersive, high impact workshops, both virtual and in person, that coach sellers through live opportunities and strengthen value selling, executive engagement, discovery, negotiation, and MEDDPICC execution.
• Integrate modern AI tools and generative learning platforms into the curriculum to scale practice, streamline deal preparation, and drive measurable improvements in field efficiency and productivity for BDR, Commercial, and closing roles.
• Design, build, and optimize specialized learning tracks and continuous professional development programs focused on complex deal strategy, advanced negotiation, competitive differentiation, renewal optimization and buyer persona mastery for enterprise sales professionals.
• Partner with sales leadership to align learning with go to market priorities and connect it directly to live opportunities, pipeline reviews, expansion targets, and forecast accuracy.
• Measure business impact by evaluating behavioral change, tool adoption, opportunity quality, and sales performance outcomes.

Qualifications

• Eight or more years of experience designing and delivering commercial sales capability programs focused on applied selling skills and measurable performance improvement.
• Experience integrating generative AI tools into sales workflows, learning programs, or coaching experiences to improve seller preparation, practice, productivity, and deal execution.
• Prior experience as both a quota carrying enterprise or commercial seller responsible for closing complex deals and a frontline sales leader accountable for revenue, pipeline health, and forecast accuracy.
• Proven ability to facilitate high stakes sessions for senior sales professionals and influence frontline sales directors and vice presidents.
• Demonstrated success coaching sellers through live opportunities and translating field experience into practical, segment specific learning spanning new business development (BDR) to customer expansion.
• Deep working knowledge of sales methodologies such as MEDDPICC, Value Selling, Challenger, or Command of the Message, with the ability to teach and apply them in real sales situations.

Preferred Qualifications

• Experience with complex enterprise sales cycles in SaaS or cybersecurity.
• Experience helping sales organizations navigate significant go to market transformations, including AI adoption or platform based selling.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com‑missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (https://benefits.paloaltonetworks.com/) .

$151,700.00 - $245,300.00/yr

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail] .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.