Sr. Director of Revenue Enablement & GTM AI

The Senior Director of Revenue Enablement & GTM AI will be an essential leader responsible for driving go-to-market (GTM) productivity, velocity, and top-of-funnel pipeline generation as SheerID scales beyond $100M+ ARR. In this multifaceted role, you will lead two critical, interconnected engines: enterprise-wide Revenue Enablement and our AI SDR function, the AI agents that run our inbound and outbound prospecting motions alongside our human SDR team in Growth Marketing.

As an executive champion for AI transformation, you will spearhead the modernization of our revenue engine by embedding AI technologies, agentic workflows, conversational intelligence, and generative automation across prospecting and enablement programs. By connecting modern prospecting methods with continuous, role-based enablement, you will ensure our GTM teams ramp faster, engage buyers with precision, and drive predictable new and expansion bookings.

You'll own how our revenue team adopts and works alongside AI, from the tools reps use every day to the AI agents that handle inbound and outbound prospecting. You bring a point of view on what the team needs, prioritize it against company goals, and partner with Revenue Operations to build it.

Role Specific Job Duties:

AI SDR function:

• Agentic Inbound: Own the strategy, design and results of our AI-led inbound motion: lead triage and qualification, routing, speed-to-lead, meeting confirmation and show-rate follow-up, with clear hand-off points to humans.
• Agentic Outbound: Own the AI agents that support outbound prospecting: account research, persona and messaging, signal-based prioritization and outreach, so every SDR and AE has AI capacity behind them.
• Human + AI operating model: Partner with Growth Marketing and Sales leadership to define who (or what) does each job, the hand-offs between agents, SDRs and AEs, and the service levels for each.
• Outbound playbook: Own the outbound prospecting playbook used by SDRs, AEs and AI agents: account prioritization, persona messaging, channel mix and the inspection layer.
• Tech stack and vendors: Select, implement and manage the AI SDR and prospecting tech stack, including cadence design, deliverability, data hygiene and conversion. Partner with Revenue Operations on the build.

Revenue Enablement:

• Holistic Revenue Enablement Ownership: Design, build, and scale a comprehensive revenue enablement function supporting the entire customer journey across Sales, Customer Success, Solutions Consulting, and Partnerships, shortening ramp times, elevating commercial execution, and driving win rates.
• AI & Tool Enablement and Adoption: Own how the revenue team adopts AI and its core tools (AI assistants, conversation intelligence, AI practice, deal and account signals, digital sales rooms). Shift routine coaching from human-led to system-led (the system flags a gap → the rep self-corrects → the manager steps in on repeat issues). Partner with Revenue Operations & Product Marketing on GTM AI training and governance.
• Continuous Learning, Onboarding & Ramp: Architect scalable onboarding, continuous skill-building, and certification frameworks that accelerate time-to-productivity for new hires across Sales and CS while establishing clear career progression pathways from SDR into AE and CSM roles.
• Just-in-Time Enablement & Competency Development: Move the team from scheduled training to just-in-time learning in the flow of work. Build competency frameworks for each customer-facing role, assess the team against them, and turn gaps into individual development plans. Enable front-line managers on how to coach.
• Playbook & Methodology Institutionalization: Codify and operationalize sales methodologies (e.g., MEDDPICC, Value Selling, Command of the Message) and customer lifecycle frameworks, ensuring messaging consistency from prospecting through renewal and expansion.
• Content Strategy & Field Feedback Loop: Own sales content strategy and governance (audit, expiry, findability, usage) and a single intake for field requests, with a clear triage and prioritization model. Turn field feedback into problem statements and decide the fix.
• Launch, Campaign & Event Readiness: Own field readiness for product launches, pricing changes, new audiences and competitive plays. For major events and campaigns, own the pre-, during- and post-event playbooks with Growth Marketing and hold the field accountable to them.

Across both:

• Pipeline Generation Strategy: Partner with Sales, Growth Marketing, Customer Success and Revenue Operations to shape pipeline generation strategy, aligning on how human and AI-driven prospecting work together to create one scalable engine for qualified opportunities.
• Cross-Functional GTM Alignment: Partner closely with Sales, Customer Success, Growth Marketing, Product Marketing, and RevOps leadership to ensure enablement programs and prospecting plays align with product launches, competitive battlecards, and ICP target accounts.
• Measurement, Analytics & Business Impact: Define and govern enablement and AI SDR performance metrics (e.g., pipeline creation, speed-to-lead, show rate, meeting-to-opportunity conversion, quota attainment, time-to-first-deal, win rate), translating program results into clear commercial outcomes.
• Culture & Leadership Development: Foster an inclusive, high-accountability, and continuous-learning culture. Lead and develop the Senior Manager, Revenue Enablement, who owns late-cycle, renewal and expansion enablement.

What Success Looks Like (First 12 Months)

• AI inbound motion live, with speed-to-lead, show rate and inbound conversion improving against baseline.
• AI outbound agents supporting every SDR and AE, with measurable pipeline sourced or influenced.
• Ramp time for new AEs and CSMs reduced, with a just-in-time enablement model in place.
• Measurable adoption of core AI and enablement tools across the revenue team.

Required Skills / Experience:

• Proven GTM & Enablement Leadership: 8+ years of progressive experience in revenue/sales enablement, sales leadership, and sales development within a high-growth B2B SaaS organization scaling through $50M–$100M+ ARR.
• AI SDR & Agentic Inbound Experience: Hands-on experience designing, launching or running an AI SDR or agentic inbound/outbound program, with results against pipeline or meeting targets.
• SDR Track Record: Demonstrated success leading or partnering closely with an outbound SDR function, with a clear history of meeting or exceeding pipeline and meeting generation targets.
• AI Transformation Expertise: Hands-on experience identifying, piloting, and deploying modern AI tools, agentic workflows, and automation platforms, and driving real adoption across a revenue team.
• Multi-Discipline Enablement Scope: Proven track record of building enablement programs that go beyond initial sales acquisition to include account expansion, customer retention, and technical solution readiness.
• Modern Enablement Design: Experience building just-in-time enablement, competency frameworks and content governance, and partnering closely with Product Marketing.
• Methodology Mastery: Deep knowledge of enterprise sales frameworks (e.g., MEDDPICC, Challenger, Value Selling) and conversational intelligence platforms.
• Tech Stack Fluency: Deep administrative and operational fluency across the modern revenue tech stack, including Salesforce, Salesloft/Outreach, Gong, LMS/CMS enablement platforms (e.g., Highspot, Seismic, WorkRamp), data enrichment and AI SDR tools.
• Data-Driven & Commercial Acumen: Analytical operator who connects enablement milestones and prospecting metrics directly to ARR impact, conversion velocity, and rep productivity.
• Exceptional Communication & Executive Presence: Strong facilitation, coaching, and stakeholder-management skills, with the ability to influence and partner across C-level and VP leadership.

SheerID is an equal opportunity employer. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We celebrate diversity and are committed to creating an inclusive environment for all candidates and employees. SheerID believes that diversity and inclusion is critical to our success as a company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.

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