Director, Revenue Enablement

Position description

As Director of Revenue Enablement, you will lead the global enablement function across Sonar's go-to-market organisation, spanning Sales, Customer Success, and Partner teams. Reporting to the VP of Revenue Operations, you will own the strategy, programmes, and systems that shorten ramp time, lift quota attainment, and equip our GTM teams to sell a technical product into developer, platform, and security buyers. You will inherit a small enablement team and a strong foundation, and will scale it into a measurable, outcomes-driven function that supports Sonar's next phase of growth in the age of agent-centric development.

What you will do

• Own the revenue enablement strategy: Define and execute a multi-year enablement roadmap aligned to Sonar's GTM priorities, with quarterly outcomes tied to ramp time, win rate, and quota attainment.

• Lead a global enablement team: Manage and grow a team of enablement specialists across regions; set clear priorities, coach for excellence, and operate as a player-coach where required.

• Design onboarding and ongoing readiness: Build role-based onboarding for Sales, CS, and Partner roles. Run continuous readiness programmes across product, process, messaging, and selling skills.

• Equip teams for a technical buyer: Build playbooks, talk tracks, objection-handling guides, and competitive content tailored to developer, platform engineering, DevSecOps, and CISO audiences.

• Drive GTM kick-off and major moments: Own the enablement track for Sonar's annual GTM kick-off (250+ attendees) and quarterly business reviews.

• Modernise the enablement tech stack: Evaluate and operate the LMS, CMS, sales engagement, conversation intelligence, and AI tooling that power seller workflows. Drive adoption and measure impact.

• Partner cross-functionally: Work with the CRO, VP Sales, VP CS, Product Marketing, Product, and Partner leaders to align messaging, qualification frameworks, and customer journey execution.

• Measure what matters: Build dashboards and reporting that link enablement activity to GTM outcomes. Use data to prioritise investment and retire programmes that do not move the number.

• Embed AI into the seller workflow: Bring a clear point of view on how AI tooling accelerates rep productivity, coaching, and deal execution at Sonar.

Experience and Qualifications

The ideal candidate will:

• Bring 10+ years in B2B SaaS revenue or sales enablement, including 4+ years leading a global enablement function.

• Have a demonstrated track record of improving ramp time, win rate, and quota attainment through structured, measurable programmes.

• Have enabled GTM teams selling a technical product to developer, platform engineering, DevOps, DevSecOps, or security buyers.

• Have designed and run large-scale GTM kick-offs and enablement events for 250+ attendees.

• Be hands-on with the modern enablement tech stack (LMS, CMS, sales engagement, conversation intelligence) and have integrated AI tooling into seller workflows.

• Be fluent with at least one structured qualification framework (MEDDPICC, Command of the Message, or equivalent) and able to drive consistent adoption across the field.

• Operate effectively with VP and C-level stakeholders, and bring strong written and facilitation skills.

• Balance strategic thinking with hands-on execution in a fast-paced, high-growth environment.

• Be passionate about building inclusive, high-performing teams.

In-office Culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at hiring@sonarsource.com.

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.