At a Glance
- Tasks: Lead global revenue enablement strategy and manage a dynamic team to drive sales success.
- Company: Join Sonar, a forward-thinking tech company focused on developer and security solutions.
- Benefits: Competitive salary, relocation support, and a collaborative in-office culture.
- Other info: Embrace diversity and inclusion in a vibrant workplace that values every voice.
- Why this job: Make a real impact by shaping the future of sales enablement in a high-growth environment.
- Qualifications: 10+ years in B2B SaaS with proven success in sales enablement and team leadership.
The predicted salary is between 90000 - 120000 € per year.
As Director of Revenue Enablement, you will lead the global enablement function across Sonar's go-to-market organization, 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
- 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. We do not currently support visa candidates in the US. Applications that are submitted through agencies or third party recruiters will not be considered.
Director, Revenue Enablement employer: SonarSource
At Sonar, we pride ourselves on being an exceptional employer that fosters a collaborative and inclusive work culture. As the Director of Revenue Enablement, you will have the opportunity to lead a global team, drive impactful strategies, and contribute to our growth in a dynamic environment. With a focus on employee development and a commitment to diversity, equity, and inclusion, we offer a supportive workplace where your contributions are valued and recognised.
StudySmarter Expert Advice🤫
We think this is how you could land Director, Revenue Enablement
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for interviews by researching the company and its culture. Understand their products and how they fit into the market. This will help you tailor your responses and show that you're genuinely interested in the role and the company.
✨Tip Number 3
Practice makes perfect! Conduct mock interviews with friends or use online platforms to get comfortable with common interview questions. The more you practice, the more confident you'll feel when it’s time to shine.
✨Tip Number 4
Don’t forget to follow up after interviews! A simple thank-you email can go a long way in leaving a positive impression. It shows your enthusiasm for the role and keeps you on their radar.
We think you need these skills to ace Director, Revenue Enablement
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter to reflect the specific skills and experiences mentioned in the job description. We want to see how your background aligns with our needs at Sonar!
Showcase Your Achievements:Highlight your past successes in revenue enablement, especially those that demonstrate measurable outcomes like improved ramp time or quota attainment. We love numbers and results!
Be Authentic:Let your personality shine through in your application. We value diversity and want to get a sense of who you are beyond just your qualifications. Don’t be afraid to show us your passion for the role!
Apply Through Our Website:For the best chance of being considered, make sure to submit your application directly through our website. It helps us keep everything organised and ensures your application gets the attention it deserves!
How to prepare for a job interview at SonarSource
✨Know Your Stuff
Make sure you understand Sonar's products and the technical landscape. Brush up on key concepts related to developer, platform engineering, and security buyers. This will help you speak confidently about how you can enable teams to sell effectively.
✨Showcase Your Leadership Skills
Prepare examples of how you've successfully led global enablement teams in the past. Highlight your experience in coaching, setting priorities, and driving measurable outcomes. This is crucial for demonstrating that you can scale the existing team at Sonar.
✨Be Data-Driven
Familiarise yourself with metrics that matter in revenue enablement. Be ready to discuss how you've used data to improve ramp time, win rates, and quota attainment. Showing a strong analytical mindset will resonate well with the interviewers.
✨Engage with Cross-Functional Teams
Think about how you've partnered with various departments in previous roles. Prepare to discuss your experience working with sales, marketing, and product teams to align messaging and customer journeys. This will demonstrate your ability to collaborate effectively at Sonar.
