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XBOW · 2 days ago

Head of Revenue Enablement (AMER)

United States

Full-time

Remote

Senior Level

$180K/yr - $240K/yr

5+ years exp

XBOW is redefining the future of cybersecurity by building the world's first autonomous pentester powered by AI. As the first hire in the Sales Enablement function, you will architect the go-to-market excellence and ensure the sales team is equipped to deliver value at every stage of the customer journey.

ComputerNetwork Security

Responsibilities

Partner with Sales, Product, and Marketing leadership to design a comprehensive enablement roadmap

Map the buyer’s journey to our sales process and identify the critical knowledge gaps

Serve as the internal champion for MEDDPICC and Force Management

Ensure these aren't just acronyms, but are deeply integrated into our discovery, qualification, and closing motions

Build and maintain a world-class library of instructional materials

Own the Learning Management System (LMS), creating structured learning paths for onboarding and continuous development

Pioneer the use of AI Role Playing exercises to provide the field with 'safe' environments to practice pitch delivery, objection handling, and discovery techniques

Collaborate with peers in RevOps to analyze performance data in Salesforce and Gong

Identify trends (e.g., where deals stall or why we win) and build targeted enablement 'sprints' to address them

Translate complex product updates from Product Marketing into 'field-ready' talk tracks and collateral

Qualification

Sales EnablementForce ManagementMEDDPICCSalesforceGongInstructional DesignAI-driven toolsStrategic InfluenceCommunicationCollaboration

Required

5+ years of experience in Sales, Sales Enablement, or Sales Operations, with a proven track record of building an enablement function from scratch in a B2B SaaS environment

Deep, practical experience with Force Management (Command of the Message) and MEDDPICC. You should be able to coach others on how to qualify a champion or identify a metric

Proficiency in creating engaging, high-retention training content and managing LMS platforms

Advanced experience with Salesforce, Gong, and modern AI-driven sales coaching tools. You are excited by the prospect of using AI to scale personalized coaching

Ability to command a room of seasoned sales leaders and influence product roadmaps based on field feedback