Director of Sales Enablement, Starburst
$185-225k
+ Equity
Data platform for analytics, apps and AI
Be an early applicant
Data platform for analytics, apps and AI
501-1000 employees
Be an early applicant
$185-225k
+ Equity
501-1000 employees
Company mission
To free customers from the tyranny of data lock-in.
Role
Who you are
- 8+ years in sales enablement, sales productivity, or revenue/GTM operations in B2B SaaS, including 3+ years leading a team
- A track record of partnering with a systems/BizApps or Salesforce team to build workflows and guided selling into the CRM and sales engagement stack, not just producing content
- Comfort working from data: able to define productivity KPIs with Field Ops/RevOps, read a pipeline or ramp report, and adjust enablement priorities based on it
- Experience designing onboarding and certification programs for complex, technical, or platform-based sales motions
- Strong stakeholder management across sales leadership, marketing, product, and operations, with the credibility to say no to low-impact requests
- Hands-on experience with enablement and sales engagement platforms (e.g., Highspot, Seismic, Mindtickle, Gong, Outreach, Salesloft, or equivalents)
- Experience in data, analytics, or infrastructure/platform sales is a plus given Starburst's technical buyer and seller audience
- Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs
What the job involves
- Starburst is hiring a Head of Sales Enablement to own how our sellers ramp, learn, and execute — and to make sure that knowledge shows up as measurable productivity, not just completed training.
- This is a leadership role at the intersection of enablement, systems, and operations: you will set the enablement strategy and content standard for the sales organization, and you will partner directly with BizApps to get the right guidance, playbooks, and prompts embedded into the tools reps use every day, and with Field Operations to target enablement investment at the productivity gaps the data actually shows
- You are the right fit if you have built enablement programs before and have gotten tired of them living in a content library that nobody opens mid-deal
- We want someone who thinks of enablement as an operating system for seller behavior, delivered in the flow of work, and measured the same way the business measures everything else: ramp time, pipeline generation, conversion, and quota attainment
- Enablement strategy and roadmap: define the onboarding/ramp program, ongoing skill development, sales methodology, and certification path for all customer-facing roles
- Partnership with BizApps: work jointly on the sales tech stack (CRM, sales engagement, enablement platform) so playbooks, battlecards, and next-best-action guidance are surfaced inside seller workflows rather than in a separate portal
- Partnership with Field Operations: use territory, pipeline, and productivity data from Field Ops to prioritize what gets built and to whom it's targeted, rather than running enablement as a one-size-fits-all calendar of sessions
- Seller productivity metrics: co-own a shared definition of seller productivity with BizApps and Field Ops (e.g., ramp-to-productivity time, activity-to-pipeline conversion, win rate by cohort) and report on it regularly to sales leadership
- Content and messaging governance: ensure playbooks, competitive positioning, and pitch materials stay current with product and market changes, in partnership with Product Marketing
- Manager enablement: equip frontline sales managers to reinforce and coach to the same standard, not just train individual reps
- Team leadership: hire, develop, and manage the enablement team, and manage the enablement budget and vendor relationships (LMS, enablement platform, content tools)
- Program measurement: run a regular cadence of reviewing what's working, retiring what isn't, and tying every major enablement investment to a productivity or revenue outcome
Our take
Starburst offers a unified platform for accessing distributed data from various databases through its Trino-based query engine. This approach helps users cut infrastructure and analytics costs by providing a single point of access. As the Data Lakes market grows nearly 30% annually, Starburst is well-positioned to help businesses manage their increasingly complex data.
The company has recently gained recognition for its advanced capabilities in data management. Starburst emphasizes the importance of real-time hybrid data access and robust security, especially for AI applications. Its latest report, developed in collaboration with TheCUBE Research, underscores how effective data management practices are essential for successful AI implementation.s
Key findings from the report include the critical need for real-time data access and the alignment of data strategies with AI goals. These insights highlight how Starburst's technology supports efficient AI deployment and data management.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
17% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Feb 2022
$250m
SERIES D
Dec 2020
$100m
SERIES C
Total funding: $414m
Company benefits
- Comprehensive Health Insurance Coverage
- Life Insurance, Disability, and Income Protection
- Employee assistance Programs
- Flexible Paid Time Off
- Paid Parental Leave
- Remote Work Opportunties
- Equity Ownership
Company HQ
Fort Point Channel Landmark District, Boston, MA
Leadership
Justin Borgman
(CEO & Chairman)Founder and CEO of Starburst's precursor company Hadapt, which was acquired by Terdata in 2014. Served as VP & GM at Teradata before co-relaunching Hadapt as Starburst in 2017.
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