Acceldata · Waterloo
Sales & BusinessSalesRemoteposted 2mo ago
*We are looking for candidates based on Eastern Time Zones
Reporting to the Sr. Director, Revenue Strategy & Operations, the Senior Manager, Sales Enablement is responsible for constantly improving Acceldata’s global field teams' sales success. You’ll enable our Sales, Sales Engineering, Customer Success, Services, Support and Partner teams to understand our products and services deeply, position and demo them well, and navigate complex enterprise sales cycles. You will build the function from the ground up: onboarding, ongoing training, certification, and the programs that shorten ramp and consistently increase win rates.
You’ll own all rep-facing training and readiness. Marketing’s content enablement team owns external and top-of-funnel content and messaging; you’ll take that material and turn it into field-ready training, while the skills, coaching, and certification are yours. You’ll work closely with Sales leadership, Product, and the Field CTO team so every rep understands the value we deliver and can carry it through a deal.
You measure your work by outcomes: faster ramp, shorter sales cycles, higher conversion, and quicker time-to-market for new products. You partner across the Revenue Operations team to track those numbers and show the impact. You care about reps getting a little better every week, not just passing through a training.
Acceldata is the leader in enterprise data management, helping the world’s largest organizations build and operate enterprise grade data products. As we add products and grow the field, how quickly and how well our reps sell is one of the biggest levers we have. Today there is no dedicated sales enablement function. You’ll build it.
Done well, this role shows up directly in the numbers: reps ramp faster, sell more, and move deals through the pipeline quicker. If you like building enablement from the ground up and you want your work measured by what the field actually does, we’d like to meet you.
Own Onboarding & Ramp
Directly run onboarding for every new Sales, Sales Engineering, Customer Success, Professional Services, Support and Partner hires through their first two to three months, and own their path to productivity.
Build a ramp curriculum and certification that accelerates the time from new start to close of first new business sale, with clear milestones and a real measure of readiness.
Get new hires fluent fast on our products, our market, our buyers, and how we win.
Track ramp time and time-to-first-deal, and keep tightening the program against those numbers.
Run Ongoing Enablement & Coaching
Build the recurring enablement cadence that keeps reps improving week over week: skills training, call coaching, role-plays, and certification.
Roll out a sales methodology and the playbooks behind it, and make sure the field actually uses them constantly in live deals.
Stand up the enablement tooling and content from scratch, including the platform, certification, and one place reps can find what they need.
Work across the Revenue Operations team to connect enablement to conversion and sales-cycle time, and use what you learn to adjust the programs.
Drive Product & Go-to-Market Readiness
Partner with Product and the Field CTO team so reps understand the value we deliver, can position our products and services, and can demo them well.
Own field readiness for new product launches so the team can sell new offerings on day one and we get to market faster.
Build demo certification and value-based selling skills together with the SE and Field CTO teams.
Turn marketing’s product and positioning content into training reps can actually use in front of customers.
10+ years in sales enablement, or as a seller or sales engineer who moved into enablement, in a SaaS or enterprise software business.
A track record of building onboarding and enablement programs that cut ramp time and improved win rates.
Comfort building from scratch: you can stand up a function, not just run one that already exists.
A strong grasp of enterprise sales: how complex deals are run, what good selling looks like, and the methodology behind it.
A strong understanding of open-source software and foundations (such as the Apache ecosystem), containers and Kubernetes, SaaS, enterprise selling, and data management and infrastructure built on open source, with enough product fluency to build training that holds up with technical buyers.
Hands-on experience building with AI: you use AI tools to create enablement content, programs, and workflows, and you can coach reps on putting AI to work in their day-to-day selling.
Strong coaching and facilitation skills; reps respect you and get better because of you.
Comfort working across Sales, Product, the Field CTO team, and Revenue Operations without formal authority.
A habit of measuring your work and tying it to ramp, conversion, and sales-cycle outcomes.
Clear communication and a sales-culture fit: you operate with pace, accountability, and a bias toward the field.
Experience enabling teams on data, analytics, AI, or open-source enterprise products.
Background carrying a quota or working as a sales engineer.
Experience enabling partner or channel teams.
Deep and practical experience in sales methodologies (e.g., MEDDICC, Challenger, Command of the Message).