Head of Revenue Enablement, Pulumi
$170-220k
+ This role will include a 30% variable or bonus + Equity
Universal infrastructure as code
Be an early applicant
Universal infrastructure as code
101-200 employees
Be an early applicant
$170-220k
+ This role will include a 30% variable or bonus + Equity
101-200 employees
Company mission
To democratize the cloud for every engineer.
Role
Who you are
- 5+ years of proven experience in revenue, sales, or field enablement, with a demonstrated track record of designing and executing high-impact programs that drive measurable business outcomes
- Strong experience supporting or leading complex, enterprise-level sales motions, with a deep understanding of modern B2B sales cycles
- Familiarity with Pulumi’s products and the broader cloud, DevOps, and developer tools ecosystem, or the ability to quickly ramp up on technical subject matter
- Experience leveraging AI tools or technologies to enhance enablement programs, improve content, personalization or optimize sales readiness and productivity
- Excellent communication and collaboration skills, with the ability to influence and align stakeholders across Sales, Product, and Marketing teams
- A high degree of organization, time management and attention to detail with the ability to prioritize in a fast-paced environment
- Proven ability to think critically and solve problems in real-time
- Self-starter with a strong sense of ownership and follow-through; able to independently drive projects from inception to completion
- Strong interpersonal skills with the ability to build relationships and navigate cross-functional dynamics
- Proficient in G Suite tools (Docs, Sheets, Slides, Calendar) and comfortable adopting new technology as needed
- Willingness to travel periodically to support in-person training, events, and team collaboration
What the job involves
- Partner cross-functionally with Sales, Customer Engineering, Product, and Product Marketing to develop and deliver impactful technical and sales enablement programs
- Collaborate with GTM leadership to identify priorities, align on business objectives, and build a strategic enablement roadmap
- Lead enablement efforts for new product releases, ensuring timely, field-ready content that supports successful product adoption and go-to-market execution
- Serve as a liaison between Product, Marketing, and Enablement to stay ahead of the latest product updates and ensure timely, effective field enablement
- Own the design and delivery of instructor-led training tracks for New Hire Bootcamp and ongoing enablement initiatives, including SME coordination and curriculum development
- Reframe and repurpose technical product marketing content and collateral into enablement-focused programs, including onboarding curricula, new product release training, and sales playbooks
- Ensure tight alignment across GTM and Product leadership on enablement initiatives, bridging technical depth with sales execution
- Build and maintain a robust analytics program to measure enablement effectiveness, including program impact, adoption, and performance improvement
- Continuously evaluate enablement content and processes, identifying areas for optimization and confidently driving improvements that enhance field readiness
- We are looking for a Head of Revenue Enablement that is excited to bring Pulumi’s cloud programming model to the world
- You will be a part of realizing a vision where every developer can harness the power of the cloud
- Revenue Enablement is part of the global GTM organization
- As the Head of Revenue Enablement, you will be responsible for developing and executing the enablement strategy for Pulumi
- This includes working closely with Sales, Customer Engineering, Product, and Product Marketing teams to design, develop and deliver training, content, and programs that enable our teams to sell and support Pulumi’s solutions
- You will serve as the expert liaison between Product Marketing and our customer-facing teams, translating what we’re building for the market into world-class enablement programs
- You’ll become a go-to expert in enabling the field across key dimensions: operational excellence (e.g. , pricing and packaging, MEDDPICC deal qualification), solution capabilities (e.g. , positioning Pulumi’s Internal Developer Platform to address executive buyer pain points), and competitive differentiation (e.g. , how to effectively compete against entrenched incumbents)
- The Head of Revenue Enablement will be an integral part of the team designed to strategically improve field performance
- You will be responsible for supporting the execution of our major global in-person and virtual training programs, assisting in the implementation of our e-learning curriculums, and management of sales specific tools
Our take
The Infrastructure-as-code space is new and growing, thanks to the increasing complexity of cloud services, and their increasing adoption by developers and teams who would rather not manage them. Pulumi works to bring together infrastructure, developer, and security teams to help build and operate these cloud applications, better.
The service is compatible with all clouds and all major programming languages, meaning it’s casting its net appropriately wide to shore itself up against unpredictable new developments in the market. This breadth of scope saw Pulumi win 10x growth in adoption over 2019 alone, and the company has since expanded out into what it hopes will provide a more comprehensive cloud engineering platform. This means the addition of capabilities like governance and compliance features, testing support, and policy as code - all shoring up its already strong position in the space.
Also playing firmly in Pulumi’s favor is that it’s been built as cloud-native from the ground up, meaning that it has a head start on earlier infrastructure-as-code businesses that needed to pivot to accommodate new developments like serverless and multi-cloud tech. Plus, its multi-language compatibility means that silos don’t form so readily as they do with rival HashiCorp’s Terraform, which requires that developers learn a proprietary language.
Freddie
Company Specialist at Welcome to the Jungle
Insights
14% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2023
$41m
SERIES C
Oct 2020
$37.5m
SERIES B
Total funding: $106.5m
Company benefits
- Time Off - Unlimited personal time off (PTO). We ask that employees take at least 3 weeks off during the year in addition to the 13 US holidays we recognize
- Parental Leave - 20 weeks paid parental leave for the birthing parent or primary caregiver, and 16 for non-birthing parent or secondary caregiver
- Remote-First - We are a 100% remote-first company with employees in nearly 20 states, and growing internationally; we encourage asynchronous communication and autonomy. We also provide an annual work from anywhere fund to help cover the employee costs of working remotely
- Professional Development & Growth - We encourage a lifelong learning mindset and every employee is given an annual professional development budget
- Equity - As a small but growing startup, we all act like owners and you will earn equity in the company
- Additional Funds - We offer employees a monthly wellness fund to be spent on anything physical and/or mental wellbeing related. We also provide a quarterly happiness fund to be used toward anything that makes our employees happy!
- Health - We offer competitive medical, dental, vision, and supplemental insurance. It is free for our direct employees to be on our insurance
- 401K - With employer match
Company HQ
Pike Pine Retail Core, Seattle, WA
Leadership
Joe Duffy
(CEO)Worked as an independent consultant, then Senior Software Engineer at EMC. Subsequently spent over a decade in various senior roles at Microsoft, ultimately Partner Developer of Technical Strategy and Developer Tools.
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