Revenue Enablement Director

Overview

Ready to embark on the quest to join Hack The Box? At the end of this journey, you'll become a proud member of Hack The Box, with the mission to raise cyber resilience so that every organization can stay ahead of tomorrow's threats.

The mission of the Director of Revenue Enablement is to equip Hack The Box's entire revenue organisation with the knowledge, skills, and operating discipline required to win increasingly complex enterprise and government deals. This role owns the enablement strategy across BDRs, AEs, Solutions Engineers, Customer Success, and Partnerships to accelerate ramp, improve win rates, enhance deal quality, and improve long-term retention.

In the next 6 months, the focus is on raising cybersecurity industry fluency, standardising enterprise and federal selling motions (MEDDPICC), and reducing ramp time across roles. This role will scale a world-class revenue enablement function that directly impacts ASP growth, multi-year expansion, and GRR/NRR performance.

You'll report directly to the Chief Revenue Officer and partner closely with Sales, Customer Success, Solutions Engineering, Partnerships, Marketing, Product, and Rev Ops leaders. You ll be enabling a global revenue organisation of about 80 people, spanning BDRs, Enterprise AEs, SEs, CSMs, and Partner-facing roles that operate across commercial, enterprise, and federal segments. This role sits at the intersection of strategy and execution, acting as a force multiplier for both revenue leadership and frontline teams.

• Europe (UK, London, preferred) / US (East Coast preferred)
• Fully Remote or Hybrid (role-dependent, aligned to HTB hiring standards)

• Hubspot, Gong, Highspot, Linked In Learning, Okta Post

• Mastering momentum: A look back at HTB 2025 Revenue Kickoff event
• Customer Stories
• Meet our sales team
• Read about Vasilikis  journey into commercial sales

• Collaborate, design, and own the global revenue enablement strategy across Sales, CS, SE, and Partnerships
• Embed cybersecurity industry knowledge into onboarding, continuous training, and deal execution
• Standardise enterprise and federal selling motions, including MEDDPICC qualification and deal reviews
• Reduce ramp time for new hires across revenue roles through structured onboarding and certification
• Improve win rates and deal quality by enabling teams to navigate complex buying committees and procurement cycles
• Partner with Rev Ops to connect enablement initiatives to pipeline, conversion, ASP, and retention metrics
• Enable multi-year and expansion motions by strengthening value articulation and customer outcomes selling
• Coach frontline managers to become strong enablement multipliers through frameworks, tools, and data
• Continuously evolve enablement programs as HTB expands further into enterprise, government, and regulated markets

• Proven experience as a SaaS seller (AE or equivalent), with firsthand ownership of complex deals
• Strong cybersecurity industry knowledge, with the ability to translate technical value into business outcomes
• Experience supporting or selling into enterprise and/or government customers, including complex buying cycles
• Deep understanding of enterprise sales methodologies (MEDDPICC) and how to ope rationalise them at scale
• Demonstrated ability to build and scale enablement programs that improve ramp time, win rates, and retention
• High analytical and systems mindset, with comfort in tying enablement initiatives to revenue metrics
• Strong executive presence and cross-functional influence across senior revenue leadership

• You ll have the exhilarating opportunity to contribute to a product that is highly appreciated by users and the cybersecurity community at large
• You ll experience a highly supportive and caring environment, fostering growth, flexibility, and autonomy
• You ll embark on…