Director of Sales Enablement

Responsibilities

• IANS is shifting from a Research & Advisory-led sales model to a Data-as-a-Service model, which means sellers must now carry credibility on our buyers, our product, and our sales process without a SME to lean on during initial discovery calls
• The Director of Sales Enablement owns this transformation end to end: the three-dimension curriculum (clients we serve, product knowledge, and MEDDPICC-anchored selling skills), the three audience tracks (Sales Managers, Account Executives, and Account Managers), and the team that delivers it
• This role reports into Sales leadership and partners closely with Marketing, Product, and Rev Ops to keep the program current, credible, and measurable
• Own the enablement curriculum: build and continuously evolve the three-dimension program — buyer/persona playbooks, product launch enablement, and MEDDPICC selling skills — differentiated across the Sales Manager, Account Executive, and Account Manager tracks
• Lead from the front: certify the enablement team across all three dimensions ahead of every rollout, personally modeling the credibility bar the program asks of the field
• Build the AI-first enablement engine: operationalize the Shared Brain as the content and coaching backbone — win/loss capture, AI-assisted drafting of persona playbooks and launch assets, and in-the-moment seller access during deal prep
• Partner with Rev Ops on measurement: define the KPI set across knowledge, behavior, business outcome, and program-health metrics, and co-deliver the quarterly enablement performance report to leadership
• Manage the enablement team: coach and manage Sales Trainer and external Coaches and/or providers, partner with content SMEs across product and marketing including internal AI-enablement. Own the delivery cadence across async learning, group coaching, 1:1 office hours, and manager-led Meeting-in-a-Box sessions

• Social:
  Monthly ‘Club IANS’, annual summer outings, team events and social gatherings
• Work Environment:
  Hybrid (2 days/week) in our vibrant Boston office with a weekly lunch stipend
• Work/Life Balance: PTO, paid holidays, sick time, Summer Fridays
• 401(k) Program:
  Fidelity 401(k) plan with company match
• Employee Recognition:
  Annual incentive program, monthly shout outs and peer-to-peer recognition
• Health Coverage:
  Medical, dental & vision, deductible reimbursement, fitness stipend, Calm app
• Pre-Taxed Benefits:
  Dependent care FSA, healthcare FSA, transit, parking
• Volunteer Opportunities:
  Employee-led community volunteer initiatives, paid volunteer day

• AI-first leader who is comfortable leveraging tools including Claude to reduce cycle times on asset creation and to identify productivity enhancements for the field
• Deep fluency in MEDDPICC or a comparable qualification methodology, with experience training it to a field sales team
• Experience with enablement/LMS tooling and AI-assisted content workflows
• Instructional design and curriculum development across async, live, and manager-led formats
• Education:
  
  Bachelor’s degree required; advanced degree in a related field a plus
• Comfort building and reading KPI dashboards in partnership with Rev Ops
• Experience:
  
  8+ years in sales enablement, sales leadership, or sales training, ideally within B2B SaaS, data/intelligence services, or professional services; direct experience building or scaling an enablement function from the ground up strongly preferred
• Interpersonal
  
  Skills:
  
  Executive-level communication and facilitation skills; a coaching presence that earns credibility with senior sellers and Sales Managers; ability to influence Marketing, Product, and Rev Ops stakeholders without direct authority over them
• Strong cross-functional program management across Sales, Marketing, and Product
• Certifications:
  
  MEDDPICC / MEDDIC certification preferred; willingness to obtain within the first 90 days if not already certified