Senior Director, Revenue Enablement

Smart Bear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. Smart Bear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.

Smart Bear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, Jet Blue, and Microsoft. Smart Bear’s best-loved brands include Swagger, Test Complete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, Smart Bear meets customers where they are to make our technology-driven world a better place.

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As the Senior Director of Revenue Enablement, you will play a critical role in driving our revenue team's success by building, scaling, and optimizing our revenue enablement programs. You will be responsible for creating strategies, programs and resources that empower our sales force to improve efficiency, increase revenue, and maintain a high level of customer engagement. This position will work closely with Sales, Marketing, Product, and Customer Success teams to align content, training, and tools to the broader business objectives, while directly overseeing a sales enablement team who executes and delivers them.

• Develop and Implement Revenue Enablement Strategy: Design and execute a comprehensive revenue enablement strategy that supports the needs of a fast-growing SaaS business, ensuring alignment with revenue and business goals.
  • Create frameworks for scalable revenue training programs, onboarding, and ongoing development that equip reps with the knowledge and skills needed to excel.
• Revenue Training and
  
  Coaching:
  
  Partner with GTM leadership to design sales methodologies, tools, and processes that enhance revenue effectiveness.
  • Facilitate both onboarding and continuous learning for sales teams, covering key areas such as product knowledge, sales methodologies and deal strategies, and market trends.
  • Implement data-driven coaching strategies and performance feedback mechanisms.
• Content and Resource Development: Collaborate with Product Marketing and other internal teams to create, curate, and manage revenue collateral, including case studies, playbooks, pitch decks, and objection-handling scripts.
  • Ensure that all content is relevant, timely, and tailored to different segments of the sales funnel.
• GTM Tools and CRM Optimization: Evaluate and recommend new technologies to improve productivity and align tools with revenue objectives.
  • Optimize the LMS and the use of existing CRM and other GTM tools to ensure seamless integration into daily workflows.
• Cross-Departmental
  
  Collaboration:
  
  Partner with Product, Marketing, and all GTM cross-functional teams to ensure alignment on messaging, product updates, and market positioning.
  • Work closely with GTM leadership to analyze performance, identify gaps, and implement improvements in revenue processes.
• Metrics and Reporting: Define and track key performance indicators (KPIs) for revenue enablement effectiveness, including ramp-up time, quota attainment, and win rates.
  • Regularly report on program success and make recommendations for continuous improvement to senior leadership.
  • Stay informed on industry trends, competitor activities and customer needs.

• 8+ years of experience in enablement or a related function within a SaaS or technology company; with 2+ years of experience leading a sales enablement team preferred.
• Proven track record of leading and scaling GTM enablement programs for midmarket or enterprise-level sales teams.
• Strong understanding of sales methodologies (e.g., SPIN, MEDDIC, Challenger) and how to integrate them into a sales organization.
• Experience with CRM systems (e.g., Salesforce) and other GTM tools (e.g., Mind Tickle, Outreach, Gong, Terret, Plan Hat).
• Exceptional communication and leadership skills, with the ability to collaborate across multiple departments and influence without direct authority.
• Analytical mindset, with experience using data to drive decisions and improve sales effectiveness.
• Ability to thrive in a fast-paced, rapidly changing, high-growth environment.
• Prior sales or sales management experience preferred.

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our Smart Bears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences,…