Head of Segment Enablement, Revenue Enablement

Cribl

. Set the segment enablement strategy .

Posted 10/23/2026full-timeRemote • United StatesLead💰 $187,000 - $250,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in revenue enablement strategies, team leadership, and the implementation of value-based sales methodologies. Proven ability to drive business results through effective coaching, enablement programs, and data-driven insights.

Highest-signal resume keywords

Revenue Enablement StrategyTeam LeadershipValue-Based Sales MethodologyForce Management MethodologySales Analytics

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ProductivityEnablement Program DevelopmentSkills AssessmentsCoaching Program DesignPipeline ConversionWin Rate ImprovementARR MeasurementMulti-Product SellingSales Development EnablementTechnical Solution Selling

Soft Skills

Executive PresenceCredibility with Senior LeadersCoaching and MentoringDecision-MakingPrioritization

Tools & Technologies

CRM SystemsConversation IntelligenceSales Content PlatformsAI-Powered Coaching ToolsData Analytics

Industry Keywords

B2B SaaSSales EnablementRevenue OperationsHigh-Growth CompaniesComplex Technical Solutions

About the role

Key responsibilities & impact

Set the segment enablement strategy
Build annual and quarterly enablement plans for each segment and region
Translate company priorities into segment-specific behaviors and plays
Run a capacity-based planning and intake model with clear priorities, service levels, and decision rights
Lead and grow a team of segment enablement leads
Set team goals, standards, operating rhythms, bench strength, and succession plans
Hire, coach, and retain top talent
Direct the team toward high-leverage business problems
Embed Force Management methodology, including Command of the Message, MEDDPICC, and the Value Framework, into onboarding, certifications, deal reviews, and manager coaching
Define standards for discovery, value articulation, executive alignment, and mutual action planning
Provide sales managers with scorecards and deal-coaching tools
Embed selling best practices into CRM, conversation intelligence, content platforms, forecast, and pipeline workflows
Partner with Enablement Programs, Product Marketing, Sales, Solutions Engineering, Customer Success, and Partners
Build frontline manager development paths grounded in real deals, peer learning, and executive sponsorship
Measure manager behavior as the primary indicator of enablement adoption
Track leading indicators across the customer lifecycle from ramp through expansion and renewal
Feed insights from lost deals, churn, renewals, and customer health into plays, qualification, and coaching
Evaluate programs based on business impact and decide what to scale, fix, or stop
Define requirements for AI-powered, personalized just-in-time coaching and practice
Define baseline skills assessments, proficiency levels, skill gaps, practice, coaching, content, and manager actions
Specify signals driving recommendations, including assessments, call behavior, pipeline and opportunity data, customer health, and account context
Pilot AI-enabled enablement in one or two segments and scale what works
Partner with Enablement Operations, Revenue Operations, Data, and AI teams
Set governance for content quality, data definitions, model feedback, privacy, and adoption

Requirements

What you’ll need

8+ years in revenue enablement, sales leadership, or sales productivity at a high-growth B2B SaaS company, ideally selling complex technical or security/data infrastructure solutions
3+ years managing enablement teams, including leading leads or managers
Track record of building enablement for multiple segments or regions at once
Hands-on experience rolling out a value-based sales methodology
Force Management (Command of the Message, MEDDPICC) strongly preferred
Proven ability to tie enablement to business results such as ramp time, pipeline conversion, win rate, and ARR, using CRM and revenue analytics
Experience building frontline manager coaching programs that measurably changed manager behavior
Credibility with senior sales leaders and executive presence to push back, set priorities, and say no
Experience enabling a shift from single-product to multi-product or platform selling is a bonus
Experience enabling partner/channel, public sector, or sales development teams is a bonus
Experience designing skills assessments, certifications, or competency models is a bonus
Familiarity with conversation intelligence, sales content platforms, and AI-powered coaching or practice tools is a bonus
Background as a quota-carrying seller, sales manager, or sales engineer is a bonus
May be required to occasionally perform duties outside standard working hours

Benefits

Comp & perks

Health insurance
Dental insurance
Vision insurance
Short-term disability insurance
Life insurance
Paid holidays
Paid time off
Fertility treatment benefit
401(k)
Equity
Incentive compensation (commission) for sales and some sales-adjacent roles
Cribl Corporate Bonus Program for other roles
Remote-first work arrangement
Global, collaborative work environment