Principal Revenue Enablement Manager

Location: Boston, MA - Hybrid

Department: Knowledge & Training / Revenue Enablement

Reports to: Senior Director, Sales Enablement

Travel: Occasional travel for workshops, Sales Kickoff, and team events

Role overview

Nasuni is looking for a Principal Revenue Enablement Manager to strengthen readiness, capability, and execution across our global Sales and Customer Success organizations.

This is a Principal-level individual contributor role supporting a global GTM organization of approximately 200 people. You will own major enablement capabilities and enterprise-scale programs while partnering closely with Sales and Customer Success leadership, Product Marketing, Product, Revenue Operations, and frontline managers.

A major opportunity in this role is building and scaling Customer Success enablement where foundational programs do not yet exist, while continuing to advance seller readiness, product enablement, sales methodology, coaching, onboarding, manager enablement, and ongoing capability development.

At this level, success goes beyond delivering strong training. You will diagnose field-performance and capability gaps, determine whether enablement is the right solution, shape the intervention strategy, align cross-functional stakeholders, and measure whether behavior and business performance changed. You will also help shape how the Enablement function operates, scales, and uses data and AI to improve GTM readiness.

Level and scope

You will independently own major enablement capabilities and high-impact programs with broad influence across Sales and Customer Success. You will be expected to anticipate emerging needs, translate GTM priorities into multi-quarter enablement plans, and advise leaders on where enablement investments will have the greatest impact.

You will lead cross-functional alignment around program strategy, governance, content, delivery, reinforcement, technology, and measurement. You will also establish repeatable standards and frameworks that improve how enablement is planned and executed across the function.

The role requires the judgment to distinguish a training problem from a process, product, manager, messaging, tooling, or organizational issue - and to recommend the right response.

What you'll do

• Own major Revenue Enablement programs and capability areas end-to-end, from needs assessment and strategy through design, delivery, reinforcement, measurement, and continuous improvement.
• Build and scale a Customer Success enablement strategy and roadmap, including post-sale onboarding, value realization, renewal and expansion conversations, customer engagement, and role-specific capability development.
• Partner with Sales and Customer Success leaders to identify performance and skill gaps, advise on enablement priorities, and translate business needs into scalable capability-building plans.
• Develop multi-quarter enablement plans aligned with major GTM priorities, product evolution, field needs, and business objectives.
• Design and deliver high-impact live, virtual, and on-demand enablement across product readiness, competitive positioning, sales methodology, customer conversations, process, tools, and professional skills.
• Translate complex product, technical, market, and customer information into practical talk tracks, playbooks, objection handling, practice activities, coaching resources, and field-ready guidance.
• Lead cross-functional enablement planning for major product launches, new use cases, sales plays, campaigns, and significant GTM changes.
• Coach sellers and Customer Success professionals on discovery, executive communication, objection handling, deal strategy, storytelling, value realization, and customer conversations.
• Drive adoption and reinforcement of structured sales methodologies such as MEDDPICC, Challenger, Command of the Message, or comparable frameworks.
• Build scalable manager-enablement and reinforcement mechanisms that help frontline leaders coach consistently and sustain behavior change.
• Use conversation intelligence, CRM, learning, certification, performance, and other data to identify systemic capability gaps and prioritize targeted interventions.
• Define success measures that connect enablement participation and proficiency to observable behavior change and business outcomes where possible.
• Establish repeatable quality and governance standards for enablement content, program design, field experience, and measurement.
• Lead alignment across Sales, Customer Success, Product Marketing, Product, Revenue Operations, and other stakeholders when priorities compete or requirements are unclear.
• Contribute leadership to onboarding, certifications, Sales Kickoff, summits, and recurring field-readiness programs.
• Coach and share best practices with Enablement peers, helping raise program quality, stakeholder influence, and operating consistency across the function.
• Identify opportunities to improve enablement processes, technology, content architecture, and program scalability.
• Define and build responsible AI-enabled workflows for research, content development, skills diagnostics, analysis, practice, personalization, and enablement operations while maintaining strong standards for accuracy, context, security, and human review.

What we're looking for

Must-have

• 8-12 years of relevant experience in Sales Enablement, Revenue Enablement, GTM Enablement, Sales, Customer Success enablement, learning and development, or a closely related B2B SaaS or technology environment.
• Track record of leading high-impact, enterprise-scale enablement programs or capability areas with measurable business or field-performance impact.
• Demonstrated experience influencing senior Sales, Customer Success, or GTM leaders and shaping enablement priorities and investment decisions.
• Strong expertise in enablement strategy, seller or customer-facing development, GTM readiness, and scalable program design.
• Experience diagnosing performance and capability gaps using business context, field intelligence, manager input, and performance data.
• Demonstrated ability to build a new enablement program, capability, or curriculum from the ground up and scale it for broader adoption.
• Strong live facilitation, coaching, and executive communication skills.
• Experience translating complex product, technical, or market concepts into practical field behavior and customer-facing messaging.
• Strong knowledge of structured B2B sales methodologies and experience reinforcing methodology through practice, coaching, tools, and manager involvement.
• Ability to use performance, conversation, learning, or CRM data to diagnose field needs and evaluate program effectiveness.
• Strong cross-functional influence and ability to lead alignment without formal authority.
• Practical AI fluency, including experience applying AI to enablement workflows while validating quality, accuracy, security, and relevance.

Preferred

• Experience enabling both Sales and Customer Success organizations.
• Experience building scalable Customer Success or post-sale enablement.
• Experience supporting enterprise technology, cloud, data infrastructure, cybersecurity, or similarly complex B2B selling environments.
• Hands-on experience with Salesforce, Gong, Highspot, LMS platforms, coaching technologies, or comparable tools.
• Experience developing manager-led coaching and reinforcement systems.
• Experience connecting enablement outcomes to seller productivity, pipeline progression, win rates, ramp, renewal, expansion, or other business measures.
• Experience supporting a global or geographically distributed GTM organization.
• Experience coaching or developing other Enablement professionals without formal people-management responsibility.

Ideal

• Recognized internally as a subject matter expert on enablement strategy, seller development, and GTM readiness.
• Has owned a major enablement capability rather than only individual training programs.
• Has successfully built an enablement function or program in an area where little structure previously existed.
• Can demonstrate situations where analysis showed that training was not the right solution and influenced stakeholders toward a better intervention.
• Has materially improved Sales, Customer Success, or manager performance through scalable coaching and reinforcement.
• Has built reusable AI-assisted enablement workflows that improved quality, speed, personalization, or insight while preserving human judgment and accountability.

Experience guidelines

Candidates will typically bring 8-12 years of relevant professional experience. Scope, expertise, enterprise impact, and demonstrated ownership matter more than years alone. Strong candidates will have progressed beyond primarily delivering enablement into owning major capability areas, advising senior GTM leaders, shaping cross-functional strategy, establishing functional standards, and demonstrating measurable impact at scale.

Why work at Nasuni?

As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the US. Benefits packages generally include:

To all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes.

Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs.