Senior Director, Revenue Enablement

SmartBear; Somerville (MA); On-site; USD 157,000 - 170,000; Full time

Benefits offered by this job

Birthday off

Inclusive culture

Hybrid work model

Job summary

SmartBear in Somerville, MA is seeking a Senior Director of Revenue Enablement to lead, scale, and optimize our revenue enablement programs, empowering the sales organization to improve efficiency and drive revenue.

You will partner with Sales, Marketing, Product, and Customer Success to align content, training, and tools, while overseeing a sales enablement team and implementing data-driven coaching, playbooks, and collateral to accelerate growth.

Qualifications

• 8+ years of enablement or related SaaS/tech experience; 2+ years leading a sales enablement team.
• Proven track record of scaling GTM enablement programs for midmarket or enterprise sales teams.
• Strong understanding of SPIN, MEDDIC, Challenger methodologies and how to apply them.
• Experience with CRM systems (Salesforce) and GTM tools (MindTickle, Outreach, Gong, Terret, PlanHat).
• Excellent communication and leadership, cross-functional collaboration, and influencing without authority.
• Analytical mindset with data-driven decision making to improve sales effectiveness.
• Ability to thrive in a fast-paced, high-growth SaaS environment.
• Prior sales or sales management experience preferred.

Responsibilities

• Develop and implement a comprehensive revenue enablement strategy aligned with fast-growing SaaS goals.
• Design scalable training programs, onboarding, and ongoing development for sales teams.
• Coach and enable GTM teams; drive product knowledge and deal strategies.
• Create and manage revenue collateral: case studies, playbooks, decks, and scripts.
• Optimize CRM and LMS integration to boost productivity across GTM teams.
• Collaborate with Product, Marketing, and Customer Success to align messaging and market positioning.
• Define KPIs for enablement effectiveness and report progress to senior leadership.

Skills

Revenue Enablement

Sales Enablement Leadership

GTM Enablement

CRM Salesforce

MindTickle

Outreach

Gong

Cross-functional Collaboration

Data-Driven Decision-Making

Tools

Salesforce

MindTickle

Outreach

Gong

PlanHat

Terret

Job description

Somerville, Massachusetts, United States

SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams. SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com , or follow us on LinkedIn, X, and Reddit.

At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.

Senior Director of Revenue Enablement

As the Senior Director of Revenue Enablement, you will play a critical role in driving our revenue team's success by building, scaling, and optimizing our revenue 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 ImplementRevenueEnablementStrategy: Designand execute a comprehensiverevenueenablement strategy that supports the needs of a fast-growing SaaS business, ensuring alignment with revenue and business goals.
  • Create frameworks for scalablerevenuetraining programs, onboarding, and ongoing development that equip reps with the knowledge and skills needed to excel.
• RevenueTraining andCoaching: PartnerwithGTMleadershipto designsales methodologies, tools, and processes that enhancerevenueeffectiveness.
  • 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 ResourceDevelopment: Collaboratewith Product Marketing and other internal teams to create, curate, and managerevenuecollateral, 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.
• GTMTools and CRMOptimization: Evaluateand recommendnewtechnologiesto improve productivity and align tools withrevenueobjectives.
  • Optimizethe LMS andthe use of existing CRM andother GTMtools to ensure seamless integration into daily workflows.
• Cross-DepartmentalCollaboration: Partnerwith Product, Marketing, andall GTM cross-functionalteams to ensure alignment on messaging, product updates, and market positioning.
  • Work closely withGTMleadership to analyze performance,identifygaps, and implement improvements inrevenueprocesses.
• Metrics andReporting: Defineand track key performance indicators (KPIs) forrevenueenablement 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, competitoractivitiesand customer needs.

Qualifications:

• 8+ years of experience in enablementor a related function within a SaaS or technologycompany;with 2+ years of experience leading a sales enablement team preferred.
• Proventrack recordof leading and scalingGTMenablement 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 otherGTMtools (e.g.,MindTickle,Outreach, Gong,Terret,PlanHat).
• 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 theSmartBearcrew:

• 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 ourSmartBears; 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 atSmartBearis to make our technology-driven world a better place.
• SmartBearis committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBearis headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland andBangalore, India.
• We’vewon major industry (product and company) awards includingB2BInnovators Award, Content Marketing Association,IntellyXDigital Innovator andBuiltInBest Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit , qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

#LI-Hybrid

#LI-AS1

At SmartBear, we believe transparency in pay is part of how we build trust—with our employees, candidates, and community. Our compensation philosophy is grounded in market competitiveness, internal equity, and rewarding impact.

We encourage candidates to view compensation as part of their total rewards experience at SmartBear. This includes performance-based bonuses for eligible roles, a generous benefits package that supports employees’ health and well-being, and promotes work-life balance through flexible time off and hybrid work options. You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.

Your SmartBear total rewards compensation package includes base salary and may also include a performance bonus plan , as well as equity (if eligible). The base salary range for this role is listed below . Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.

Annual Cash Compensation

$156,660 - $170,480 USD