At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.

Senior Director, Sales Enablement

Job Overview:
As the Senior Director of Sales Enablement, you will play a critical role in driving our sales team's success by building, scaling, and optimizing our sales 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.

Key Responsibilities:

  • Develop and Implement Sales Enablement Strategy:
    • Design and execute a comprehensive sales enablement strategy that supports the needs of a fast-growing SaaS business, ensuring alignment with revenue and business goals.
    • Create frameworks for scalable sales training programs, onboarding, and ongoing development that equip sales reps with the knowledge and skills needed to excel.
  • Sales Training and Coaching:
    • Partner with sales leadership to design sales methodologies, tools, and processes that enhance sales 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 sales 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.
  • Sales Tools and CRM Optimization:
    • Evaluate and recommend new sales technologies to improve productivity and align tools with sales objectives.
    • Optimize the use of existing CRM and sales tools to ensure seamless integration into daily workflows.
  • Cross-Departmental Collaboration:
    • Partner with Product, Marketing, and Customer Success teams to ensure alignment on messaging, product updates, and market positioning.
    • Work closely with sales leadership to analyze performance, identify gaps, and implement improvements in sales processes.
  • Metrics and Reporting:
    • Define and track key performance indicators (KPIs) for sales 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.

Qualifications: 

  • 8+ years of experience in sales enablement, sales operations, 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 sales 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 sales tools (e.g., Outreach, Gong, Highspot).
  • 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.

Why you should join the SmartBear crew:

  • 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 SmartBears; 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, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

  • Our main goal at SmartBear is to make our technology-driven world a better place.
  • SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
  • SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
  • We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

 

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.

#LI_AS1

 

Apply for this Job

* Required
resume chosen  
Dropbox Google Drive
(File types: pdf, doc, docx, txt, rtf)
Cancel
cover_letter chosen  
Dropbox Google Drive
(File types: pdf, doc, docx, txt, rtf)
Cancel

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in SmartBear’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

Enter the verification code sent to to confirm you are not a robot, then submit your application.

This application was flagged as potential bot traffic. To resubmit your application, turn off any VPNs, clear the browser's cache and cookies, or try another browser. If you still can't submit it, contact our support team through the help center.