Head of Enablement

1. Programmatic — get knowledge out of people's heads

• Extract what isn't written down: our founders' framing of the category, the SE's instinct for which POV will convert, the CSM who knows why a customer expanded.
• Run the mechanics: win/loss debriefs, deal teardowns, call library curation, ride-alongs, SME interviews across Product, Research, and the Office of the CTO.
• Turn raw input into structured, versioned, findable content with named owners and refresh cadences, so nothing quietly goes stale.

2. Technical — product depth

• Take the field past feature lists: how Reco works, why the architecture matters to a CISO, and what shipping new app coverage in days means competitively.
• Own demo certification and hands-on labs. Nobody demos solo until they pass a live bar.
• Enabling the surrounding landscape reps must speak to: SaaS and identity architecture, OAuth and integration risk, AI agent and MCP exposure, compliance frameworks.
• Ship field readiness with every release.

3. Sales and go-to-market

• Build the core playbook: persona-based discovery for CISOs, security architects, and IT owners; qualification; multi-threading; objection handling; close.
• Make MEDDPICC the discipline behind how reps qualify and how the forecast gets built, not a CRM field. Coach managers to it.
• Own the POV playbook end to end — entry criteria, agreed success criteria, milestones, exit criteria, handoff to close. Kill the POVs that shouldn't have started.
• Own commercial enablement: pricing and packaging, business case, deal structure, margin, discounting discipline with Finance and RevOps, and negotiation.
• Own competitive enablement for SSPM and AI security. Battlecards current within days of a market move.

Onboarding, CS, and coaching

• Role-based onboarding with 30/60/90 certification gates that mean something: recorded pitch, live discovery sim, demo pass, customer value review.
• Post-sale plays: time-to-value, adoption milestones, EBRs, renewal defense, and expansion tied to new app coverage and AI agent security. Train CSMs to have commercial conversations.
• Coach from real calls, not course completions. Equip frontline managers for weekly 1:1s, pipeline reviews, and deal inspections.
• Own the enablement stack, instrument the function, and work AI-first to personalize paths and scale coaching.

• 8+ years in GTM or revenue enablement, including building a function from zero at a high-growth B2B SaaS company.
• You've enabled both sides — AEs, SEs, BDRs, and CSMs.
• Technical enough to sit in a POV without a translator. Fluency in SaaS and identity architecture, cloud security, and AI/agentic risk. Security background strongly preferred.
• You've walked into an org where the expertise sat in a few heads and left behind a maintained body of content. You can interview a principal engineer and come out with a value prop a rep can use that afternoon.
• You've made MEDDPICC (or Command of the Message, Challenger) actually change rep behavior.
• Comfortable owning pricing, business case, discounting, and negotiation enablement.
• Metrics-driven and a strong program manager: baselines, named owners, real timelines, follow-through.
• A builder, not an administrator. You measure your work in deals progressed.