Director, Revenue Enablement

Sprout Social is looking to hire a Director, Revenue Enablement. In this role, you will be a critical leader responsible for developing and executing strategies that empower our sales and customer success teams to achieve their full revenue potential. You will play a key part in driving revenue growth by ensuring our teams have the knowledge, skills, and resources to effectively sell, onboard, and retain customers.

Why join Sprout’s Sales and Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world, including Kroger, Reebok, Salesforce, and Canva. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there.

What you’ll do:

• Strategy & Development:
• Build and execute a comprehensive revenue enablement strategy and roadmap that aligns with overall business goals and supports revenue growth initiatives including programs that enable the team to onboard effectively, improve sales, sell multiple products, and develop leadership skills as well as social media knowledge.
• Direct creation and maintenance of a robust sales methodology and playbook that is AI-first and includes best practices, competitive intelligence, and objection handling techniques.
• Work closely with sales, marketing, and product leadership to ensure strong cross-functional collaboration across the go-to-market (GTM) unit and that enablement initiatives are fully integrated with the broader business strategy.
• Continuously assess and improve existing sales and customer success processes, identifying areas for optimization and efficiency gains.
• Sales Enablement:
• Develop and deliver impactful sales training programs, covering product knowledge, sales methodologies (e.g., MEDDPIC, Challenger Sale), competitive intelligence, and objection handling.
• Create and maintain high-quality sales content, including presentations, demos, case studies, and other sales collateral.
• Conduct regular sales skill development sessions, such as product demos, role-playing exercises, and coaching sessions.
• Analyze sales performance data to identify areas for improvement and adjust training programs and resources accordingly.
• Collaborate with marketing to develop and execute effective lead generation and demand generation campaigns.
• Customer Success Enablement:
• Develop and deliver impactful customer success training programs, covering customer onboarding, product adoption, and customer retention strategies.
• Create and maintain knowledge base articles, FAQs, and other resources for customer success teams.
• Develop and implement customer success best practices and methodologies, including customer health scoring and churn prediction.
• Analyze customer health scores and churn data to identify areas for improvement in customer success processes.
• Work closely with product management to gather customer feedback and inform product roadmap decisions.
• Team Leadership & Management:
• Lead, mentor, and develop a high-performing team of enablement specialists.
• Set clear performance expectations, provide regular feedback, and conduct performance reviews.
• Foster a collaborative and supportive team environment that encourages professional growth and development.
• Recruit, hire, and onboard new team members.
• Technology & Tools:
• Leverage & oversee administration of enablement platforms (e.g., Highspot, Workramp, Salesforce) to streamline and automate enablement processes.
• Stay abreast of the latest trends and technologies in revenue enablement.

What you’ll bring

The minimum qualifications for this role include:

• 10+ years professional experience, including 3-5+ years of experience leading a team in sales enablement, sales operations, customer success enablement, or a related field.
• Proven experience building and executing successful revenue enablement strategies that encompass both sales and customer success.
• Proven experience managing and mentoring a high-performing team of enablement specialists.
• Strong understanding of sales methodologies, customer success best practices, and the customer lifecycle.
• Experience with CRM systems (e.g., Salesforce) and sales enablement platforms.
• Excellent communication, presentation, and interpersonal skills.
• Strong analytical and problem-solving skills.
• Ability to work independently and as part of a team.  

Preferred qualifications for this role include:

• Track record of continuously assessing and improving sales and customer success processes, identifying areas for optimization and efficiency gains

How you’ll grow 

Within 1 month, you’ll plant your roots, including:

• Complete onboarding and gain deep understanding of Sprout's products, sales methodology, and customer success processes
• Meet with key stakeholders across sales, marketing, product, and customer success to understand current enablement needs and pain points
• Assess existing enablement resources, training programs, and technology stack to identify immediate opportunities for improvement
• Develop a comprehensive FY26-27 Revenue Enablement strategy 

Within 3 months, you’ll start hitting your stride by:

• Develop and begin executing a comprehensive revenue enablement strategy and roadmap aligned with business goals
• Uplevel existing training programs (onboarding, project training) with AI and bite-sized content with a goal of addressing critical skill gaps in sales methodologies, product knowledge, or customer success practices
• Establish additional regular cadences for sales skill development sessions and begin creating high-quality sales content and resources

Within 6 months, you’ll be making a clear impact through:

• Demonstrate measurable improvements in sales performance metrics and customer success outcomes through your enablement initiatives
• Build strong cross-functional partnerships and establish yourself as a trusted advisor to sales and customer success leadership
• Lead the team to launch sales leadership and technical training programs

Within 12 months, you’ll make this role your own by:

• Lead a high-performing enablement team that consistently delivers impactful programs driving revenue growth
• Establish Sprout's enablement function as a strategic driver of revenue performance with clear ROI metrics and business impact
• Drive continuous innovation in enablement practices, leveraging the latest technologies and methodologies to maintain competitive advantage
• Drive future fiscal year launch and kickoff

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program 

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity, and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient, and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

In the United States, we have two geographic pay zones. This role’s On Target Earnings (“OTE”) for new hires in each zone are:

• Zone 1 (New York, California, Washington): $189,200 (min), $236,500 (mid), $260,150 (max) USD annually
• Zone 2 (All other US states): $172,000 (min), $215,000 (mid), $236,500 (max) USD annually

OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. 

The listed ranges represent the expected earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at [email protected]. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation). 

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement. 

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

#LI-REMOTE