Director, Sales Enablement

The ideal candidate combines expertise in adult learning, enterprise sales methodologies, coaching, and change management with a proven record of improving seller performance in a high-growth enterprise software environment.

Position Summary

Black Duck is seeking an experienced and dynamic Director of Sales Enablement to lead the development and execution of a world-class sales training and readiness strategy. This leader will ensure customer-facing commercial teams possess the knowledge, skills, tools, and behaviors required to consistently achieve revenue goals and deliver exceptional customer experiences.

The Director will build and scale comprehensive onboarding, continuous learning, sales coaching, certification, and leadership development programs across the global sales organization. Partnering closely with Sales Leadership, Product Marketing, Sales Engineering, Revenue Operations, and Customer Success, this individual will drive excellence in sales execution, increase seller productivity, and accelerate revenue growth.

Key Responsibilities

Global Sales Training Strategy

• Develop and execute the global sales enablement and training strategy aligned with revenue objectives, go-to-market priorities, and field performance needs.
• Create a scalable learning framework that supports onboarding, ongoing seller development, leadership readiness, and continuous skill advancement.
• Establish consistent training and readiness standards across Sales, Sales Development, Renewals, Channel, and Sales Engineering.
• Advise sales leaders on talent development, performance improvement, and sales effectiveness priorities.

New Hire Onboarding & Ramp-to-Productivity

• Design and manage a best-in-class onboarding experience that accelerates new-hire readiness and time-to-productivity.
• Build structured 30/60/90-day onboarding plans, role-based learning paths, certifications, practice activities, and manager coaching guides.
• Develop tailored onboarding programs for Account Executives, Account Managers, Sales Development Representatives, Sales Engineers, Renewals professionals, Channel teams, and Sales Leaders.
• Assess onboarding effectiveness through learner feedback, manager observations, readiness measures, and business outcomes, then continuously improve the program.

Sales Skills Development

Build and deliver practical, role-based training that improves seller performance in the following areas:

• Value-based and consultative selling
• Discovery, qualification, and customer needs analysis
• Executive conversations and business storytelling
• Account and territory planning
• Pipeline generation and opportunity progression
• Competitive positioning and objection handling
• Negotiation and closing
• Forecasting discipline
• Renewal, expansion, and cross-sell motions

Create progressive development paths for sellers at different experience levels and deliver learning through instructor-led sessions, virtual programs, workshops, peer practice, self-paced modules, and field reinforcement.

Sales Methodology & Process Adoption

• Lead the deployment, training, adoption, and reinforcement of the company’s sales methodology and qualification framework.
• Translate sales processes into clear, teachable behaviors that sellers and managers can apply during live opportunities.
• Partner with Sales Leadership and Revenue Operations to embed methodology, process discipline, and best practices into daily sales workflows.
• Create practice scenarios, deal clinics, reinforcement activities, and coaching tools that improve opportunity management and execution consistency.

Manager Enablement & Coaching Excellence

• Build a consistent coaching culture across the global sales organization.
• Develop frontline sales managers into effective coaches who can diagnose performance gaps, reinforce skills, and improve seller execution.
• Create manager toolkits, coaching frameworks, observation guides, scorecards, and team-based reinforcement plans.
• Facilitate manager training on coaching conversations, pipeline inspection, opportunity reviews, performance feedback, and team development.

Product, Market & Competitive Readiness

• Ensure field teams remain current on Black Duck solutions, target customer challenges, industry trends, buyer priorities, and the competitive landscape.
• Partner with Product Marketing, Product Management, and Sales Engineering to deliver launch training and ongoing solution readiness.
• Create knowledge assessments and certifications that validate product, solution, messaging, and competitive proficiency.
• Help sellers translate technical capabilities into differentiated customer value and measurable business outcomes.

Learning Experience & Facilitation

• Design engaging learning experiences using adult learning principles, practical application, repetition, coaching, and reinforcement.
• Facilitate high-impact training for global audiences, including new-hire cohorts, sales teams, managers, and sales leadership.
• Build a network of subject matter experts and field facilitators to expand training reach and ensure real-world relevance.
• Maintain a global training calendar coordinated with sales priorities, product launches, and major commercial initiatives.

Enablement Analytics & Performance Improvement

Define and monitor measures that demonstrate training effectiveness and field impact, including:

• New-hire ramp and time-to-productivity
• Training participation, completion, and learner satisfaction
• Knowledge and skill certification results
• Manager coaching activity and effectiveness
• Sales methodology adoption
• Seller productivity, pipeline progression, win rates, and quota attainment

Use performance data, field feedback, and manager input to identify skill gaps, prioritize interventions, and provide readiness recommendations to sales leadership.

Leadership & Program Management

• Build, lead, coach, and develop a high-performing Sales Enablement team.
• Manage training budgets, external partners, learning platforms, program resources, and vendor relationships.
• Create clear operating rhythms, stakeholder governance, and accountability for training delivery and reinforcement.
• Foster a culture of continuous learning, collaboration, practical application, accountability, and measurable results.

Qualifications

Required Qualifications

• Bachelor’s degree or equivalent practical experience.
• 10+ years of experience in Sales Enablement, Sales Training, Learning & Development, Commercial Excellence, or a related function.
• 5+ years of leadership experience managing enablement, training, or learning teams.
• Experience building and scaling sales onboarding, continuous learning, certification, and manager coaching programs within an enterprise software or SaaS organization.
• Strong expertise in instructional design, adult learning, facilitation, coaching, and performance consulting.
• Demonstrated ability to translate business priorities and performance gaps into effective learning solutions.
• Excellent executive communication, presentation, facilitation, influence, and stakeholder management skills.
• Analytical orientation with experience using readiness and performance measures to improve programs and business outcomes.

Preferred Qualifications

• Experience in cybersecurity, application security, DevSecOps, or enterprise software.
• Experience implementing and reinforcing structured sales methodologies such as MEDDPICC, Challenger, Command of the Message, Force Management, or Value Selling.
• Experience supporting geographically distributed, global sales teams.
• Familiarity with learning management systems, sales enablement platforms, CRM technology, virtual facilitation tools, and content delivery platforms.