Director, Revenue Enablement

About Ivo

Ivo has the best AI native products in a massive category - enterprise contracts. We’ve grown 6X in ARR over the last year and have brought on the best logos in the world (e.g. Reddit, Pinterest, CDW, Canva, Uber, IBM and many other of the best and most successful companies in the world). We just raised at $55M Series B. We have massive growth ambitions and a key part of realizing that is enabling our revenue teams to scale.

Our product wins the majority of head-to-head trials. Our pipeline engine works—we're generating significant new pipeline each quarter. We’ve hired 12+ AEs and they’ve ramped successfully and are exceeding quotas. But we’ve done Enablement by committee and what’s gotten us here won’t get us where we are going.

In 2026, we’re hiring 20+ new business AEs, building an expansion motion & account management function, and making sure all our new customers are successful and love the product and the team. We recently released a truly game changing, differentiated & broad product called Ivo Intelligence.

You will build the Revenue Enablement function.

Your #1 KPI:
Effective ramp & over-attainment for new AEs.
Your #2 KPI:
Effective ramp & over-performance for new Customer Success Managers & Account Managers
Your #3 KPI:
Build the playbook to scale Intelligence, both within new business and expansion

• Strategy & Leadership
• Build the Enablement Roadmap
• Partner with GTM leadership to create Ivo's enablement strategy aligned to revenue targets, deal velocity, and sales efficiency goals
• Lead the creation of GTM playbooks for established and launching products, including competitive positioning and enterprise sales frameworks
• Deliver data-driven insights on enablement effectiveness, rep performance improvement, and pipeline acceleration
• Define role-based competencies for AEs, CSMs, and AMs selling into Finance, Legal Ops, IT/Engineering, and Procurement buying centers across verticals

• Own the Intelligence sales playbook: positioning, demo narrative, ROI models for our differentiated non-vector architecture
• Train reps to sell multi-product solutions and navigate complex enterprise buying committees
• Build competitive intelligence programs to maintain win rates in head-to-head trials

• Redesign onboarding as we rapidly scale (3-4/month through 2026) globally
• Build certification tracks:
  Review (established), Intelligence (net new), enterprise deal mechanics

• Create GTM motion for our differentiated product
• Train reps on multi-threaded enterprise sales:
  Legal Ops + IT/Engineering + Procurement
• Build ROI models, discovery frameworks, and objection handling for 6-figure contracts

• Build content library providing customer-facing teams with resources at every buyer journey stage: talk tracks, battle cards, ROI calculators, case studies, demo environments
• Drive integration of technology tools (Gong, Salesforce, enablement platforms) to capture insights and improve outcomes
• Ensure scalability of initiatives while maintaining consistency across growing global team

• Partner with Rev Ops to implement deal qualification frameworks (MEDDPICC, Command of the Message—you choose)
• Build pipeline hygiene discipline (reps currently have 50-90 opps each)
• Reduce trial inefficiency—reps spend disproportionate time in white-glove POCs

• Track KPIs: certification completion rates, time-to-first-deal, ramp velocity, win rates, content usage, pipeline velocity, ASP increases
• Measure enablement ROI through rep performance improvements, deal cycle reduction, and revenue impact
• Lead quarterly business reviews (Q ) to ensure alignment of enablement efforts with overall revenue goals

• 10+ years in Sales Enablement and GTM strategy or Sales Leadership at B2B SaaS, including scaling to $M+
• Built 0→1 enablement at hypergrowth B2B SaaS
  10M→$100M+ scaling stage) focused for sellers serving primarily Enterprise segments
• Solutions Engineer or AE/AM background you’ve been in the seat before
• Owned and built enablement…