Head of Segment Enablement, Revenue Enablement

🔥 3 minutes ago

🇺🇸 United States – Remote

💵 $187k - $250k / year

⏰ Full Time

🔴 Lead

💹 Revenue Operations

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 1%

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Cribl

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2017

☁️ SaaS

SaaS • Cloud

Cribl is a company providing a cloud-based service, allowing users to manage and analyze their data through a web application. The service includes features for user accounts and integration with Google for authentication.

📋 Description

• Set the segment enablement strategy • Build annual and quarterly enablement plans for each segment and region • Translate company priorities into segment-specific behaviors and plays • Run a capacity-based planning and intake model with clear priorities, service levels, and decision rights • Lead and grow a team of segment enablement leads • Set team goals, standards, operating rhythms, bench strength, and succession plans • Hire, coach, and retain top talent • Direct the team toward high-leverage business problems • Embed Force Management methodology, including Command of the Message, MEDDPICC, and the Value Framework, into onboarding, certifications, deal reviews, and manager coaching • Define standards for discovery, value articulation, executive alignment, and mutual action planning • Provide sales managers with scorecards and deal-coaching tools • Embed selling best practices into CRM, conversation intelligence, content platforms, forecast, and pipeline workflows • Partner with Enablement Programs, Product Marketing, Sales, Solutions Engineering, Customer Success, and Partners • Build frontline manager development paths grounded in real deals, peer learning, and executive sponsorship • Measure manager behavior as the primary indicator of enablement adoption • Track leading indicators across the customer lifecycle from ramp through expansion and renewal • Feed insights from lost deals, churn, renewals, and customer health into plays, qualification, and coaching • Evaluate programs based on business impact and decide what to scale, fix, or stop • Define requirements for AI-powered, personalized just-in-time coaching and practice • Define baseline skills assessments, proficiency levels, skill gaps, practice, coaching, content, and manager actions • Specify signals driving recommendations, including assessments, call behavior, pipeline and opportunity data, customer health, and account context • Pilot AI-enabled enablement in one or two segments and scale what works • Partner with Enablement Operations, Revenue Operations, Data, and AI teams • Set governance for content quality, data definitions, model feedback, privacy, and adoption

🎯 Requirements

• 8+ years in revenue enablement, sales leadership, or sales productivity at a high-growth B2B SaaS company, ideally selling complex technical or security/data infrastructure solutions • 3+ years managing enablement teams, including leading leads or managers • Track record of building enablement for multiple segments or regions at once • Hands-on experience rolling out a value-based sales methodology • Force Management (Command of the Message, MEDDPICC) strongly preferred • Proven ability to tie enablement to business results such as ramp time, pipeline conversion, win rate, and ARR, using CRM and revenue analytics • Experience building frontline manager coaching programs that measurably changed manager behavior • Credibility with senior sales leaders and executive presence to push back, set priorities, and say no • Experience enabling a shift from single-product to multi-product or platform selling is a bonus • Experience enabling partner/channel, public sector, or sales development teams is a bonus • Experience designing skills assessments, certifications, or competency models is a bonus • Familiarity with conversation intelligence, sales content platforms, and AI-powered coaching or practice tools is a bonus • Background as a quota-carrying seller, sales manager, or sales engineer is a bonus • May be required to occasionally perform duties outside standard working hours

🏖️ Benefits

• Health insurance • Dental insurance • Vision insurance • Short-term disability insurance • Life insurance • Paid holidays • Paid time off • Fertility treatment benefit • 401(k) • Equity • Incentive compensation (commission) for sales and some sales-adjacent roles • Cribl Corporate Bonus Program for other roles • Remote-first work arrangement • Global, collaborative work environment