Revenue Enablement Lead, Trunk Tools

• Experience enabling enterprise/complex sales cycles (multi-stakeholder deals, mutual action plans, decision process/criteria, and security/procurement workflows)
• Proven ability to improve time-to-productivity through onboarding, certifications, coaching, and behavior change
• Strong data fluency (can diagnose performance gaps, prioritize, and measure impact)
• AI-forward operator (uses AI to accelerate output with strong QA discipline)
• Comfortable owning enablement and partnering deeply on Revenue Operations (process adoption, CRM reinforcement, inspection rhythms)

Desirable

• Priorities shift; you’ll need to adapt quickly and make tradeoffs
• You’ll build v1 fast, iterate, and improve continuously
• You won’t have perfect inputs, perfect tooling, or unlimited resources - and you’ll still be expected to deliver outcomes
• You’ll own work outside of the job description to keep the business moving
• If you want a narrow scope and to build off pre-existing infrastructure, this role will be frustrating. If you like building, iterating, and shipping fast, you’ll thrive
• Build and run onboarding and internal certification programs for BDRs, AEs, and SEs with clear readiness standards
• Create repeatable coaching loops: call reviews, role plays, skill drills, and deal support—especially for early-tenure reps
• Define “what good looks like” for each role at each stage (a practical readiness framework)
• Deliver in-the-flow assets that make reps effective faster: discovery checklists, demo narratives, stakeholder meeting agendas, objection handling guides, mutual plan templates, proposal/value summaries, and negotiation “trade” frameworks
• Reduce reliance on live training by building scalable enablement that reps can actually use day-to-day
• Establish SPICED as the shared operating system across GTM teams: common language, consistent deal narratives, and customer-centric execution
• Define how SPICED is used day-to-day: discovery expectations, deal reviews, handoffs, and “what must be true” by stage
• Use MEDDPICCR as the complementary enterprise-grade qualification and deal inspection framework—especially for complex, multi-stakeholder opportunities
• Embed SPICED (and MEDDPICCR where appropriate) into:
• Coaching scorecards and call review standards
• Stage expectations and deal review prompts
• Handoff checklists (BDR→AE, AE→SE, Sales→CS)
• CRM reinforcement (fields/prompts/templates), in partnership with RevOps
• Keep it pragmatic: frameworks should increase speed and clarity—not create paperwork
• Enable reps to run complex enterprise deals with repeatable plays:
• Stakeholder mapping + multi-threading standards
• Decision process + decision criteria discovery
• Mutual action plans tied to critical events
• Security/procurement readiness support (templates, FAQs, talk tracks)
• Negotiation discipline (“trade, don’t discount”)
• Tailor enablement by segment/motion while keeping the system simple
• Use AI to accelerate enablement creation, iteration, and delivery (e.g., turning top call transcripts into draft playbooks, talk tracks, onboarding modules)
• Build a repeatable workflow: synthesize → curate → QA → publish → reinforce
• Operate responsibly with customer/prospect data (approved tools and safeguards)
• You will directly contribute to making our GTM process real in the CRM and in weekly execution:
• Partner with RevOps to operationalize and drive adoption of:
• Stage definitions and exit criteria
• Required fields/standards that support SPICED consistency and forecasting hygiene
• Pipeline/deal inspection rhythms (clean, lightweight, consistent)
• Handoff standards and operational follow-through (Sales → Implementation → CS)
• Translate process changes into training, reinforcement, and measurable adoption - without adding unnecessary friction
• Support enablement for Sales→Implementation→CS continuity where it improves outcomes (handoff quality, expectation-setting, value framing, renewal readiness inputs)
• Comfortably flex into adjacent needs when required (enablement ops, rollout/change management, documentation, special projects) while staying anchored to enablement outcomes
• Early priorities (first ~90 days):
• Early focus will be:
• Accelerating ramp for new BDRs/AEs/SEs through clearer readiness standards, coaching cadence, and practical certifications
• Shipping a small set of high-usage, stage-based assets that improve seller efficiency fast
• Standardizing SPICED usage across GTM (and aligning MEDDPICCR for complex enterprise deals)
• Tightening core sales operations adoption in HubSpot (stages/fields/handoffs/inspection), in partnership with RevOps
• Establishing lightweight measurement for enablement impact (ramp and execution signals)
• (Exact priorities may evolve as the business changes.)