Design and execute sales enablement programs, develop onboarding and training, create sales content and playbooks, implement sales technologies (LMS, CRM, AI tools), measure KPIs and ROI, run cross-functional workshops, and drive adoption to improve sales productivity and win rates.
RainFocus, one of the most innovative software companies in the heart of Utah's Silicon Slopes, is in search of an exceptional Director, Sales Enablement.
About RainFocus
RainFocus is a leading enterprise event marketing platform powering some of the world’s largest and most sophisticated experiences. Our customers range from global enterprises running Tier 1 conferences to fast-growing organizations executing field marketing, webinars, sales activation, and marketing activation programs.
As RainFocus expands beyond our original enterprise core into new offerings and verticals, we are building a more structured, scalable revenue engine. This role is central to that transformation.
About the Role
RainFocus is hiring a Director of Sales Enablement to help architect and operationalize our next phase of growth.
Reporting directly to EVP of Sales, this leader will be responsible for designing and executing the enablement strategy that drives predictable revenue across multiple products, use cases, and customer segments.
This is not a traditional “training” role. You will own revenue productivity, translating product strategy into field execution, building repeatable sales motions, enabling expansion within existing accounts, and aligning Sales with Marketing, Product, and Customer Success around a unified go-to-market model.
- You will play a critical role in helping RainFocus:
- Scale beyond a limited ideal customer profile
- Successfully expand into adjacent verticals
- Drive account expansion through structured use case selling
- Increase Net Revenue Retention
- Standardize deal execution across Enterprise, Modules, and Base offerings
- Improve forecasting accuracy and pipeline quality
- Accelerate Sales Director ongoing performance
Key Responsibilities:
- Go-To-Market Enablement
- Design and operationalize enablement for RainFocus’s multi-product platform:
- Enterprise (Tier 1 Conferences)
- Modules (Tier 2 Conferences)
- Base (Conference, Field Marketing, Webinar, Sales Activation, Marketing Activation)
- Build clear sales motions for each use case, including qualification criteria, discovery frameworks, and next best actions
- Working closely with product marketing, deploy playbooks that translate product capabilities into customer outcomes
- Account Expansion & Revenue Growth
- Partner with Sales and Customer Success to build a structured account review and expansion framework
- Enable sellers to identify whitespace across use cases within existing accounts
- Support adoption of account-based selling strategies
- Develop tools and processes that improve expansion forecasting and pipeline creation
- Sales Process & Execution Excellence
- Standardize opportunity management using Miller Heiman Blue Sheets, MEDDIC (or equivalent)
- Improve pipeline hygiene, deal inspection, and close plans
- Build executive level deal support frameworks
- Drive consistency in how opportunities are qualified, advanced, and closed
- Improve Closed Won/Closed Lost deal analysis
- Rep Productivity & Performance
- Execute sales certification programs at the direction of SVP, Strategic Growth
- Devise strategies to reduce days in sales stage
- Work with EVP, Sales to run weekly sales scrum and summarize trends for ELT
- Partner with Sales VPs and Product Marketing to identify skill gaps and design targeted enablement interventions
- Host and coordinate weekly Continuous Sales Training
- Work closely with sales and marketing operations for the rollout of new sales technologies, content, and training across departments, ensuring a smooth, phased transition with minimal disruption to the sales team's daily operations.
- Strong knowledge of Gong, Highspot and Clay is required
- Work closely with Vice President of AI & Platforms to build a world class internal Agentic AI framework
- Summarize discovery call trends
- Extract blue sheet fields
- Draft follow up email templates in Gong
- Generate account plans
- Identify whitespace by product/use case
- Cross Functional Alignment
- Serve as the connective tissue between Sales, Product, Marketing, and Customer Success
- Align field messaging with product roadmaps to ensure it is up to date, certified and consistent across the field
- Partner with Product Marketing on internal product launch readiness
- Ensure feedback from sales systems informs Group Product Managers and roadmap decisions
- Metrics & Operational Rigor
- Define and track enablement impact metrics (win rates, NRR, pipeline coverage, deal velocity)
- Work with Sales Ops to build dashboards that connect enablement activity to revenue outcomes
- Continuously optimize based on data and field feedback
What Success Looks Like (First 12 Months):
- Clear, documented sales motions for all RainFocus products and use cases posted in Highspot
- Improved seller confidence across Enterprise, Modules, and Base
- 80%+ sales teams at 80%+ of goals
- Higher quality pipeline and forecast accuracy
- Increased account expansion activity and Net Revenue Retention
- Strong alignment between Sales, Product, Marketing, CSMs and CS
- Enablement viewed as a strategic revenue driver, not a support functio
Qualifications
- Required
- 10+ years in Sales Enablement, Revenue Operations, Sales Leadership, or related roles in B2B SaaS
- Experience supporting complex, multi-product enterprise sales environments
- Proven success driving revenue outcomes through enablement (not just content creation)
- Deep understanding of modern sales methodologies (MEDDIC, Miller Heiman/Korn Ferry, Challenger, etc.)
- Strong executive presence and ability to influence senior stakeholders
- Experience working closely with Product and Product Marketing teams
- Highly operational, structured, and metrics driven
- Preferred
- Experience supporting expansion into new verticals or adjacent markets
- Background in enterprise software or marketing technology
- Prior experience building enablement functions from scratch or scaling them rapidly
Why work at RainFocus?
You’ll step into a highly visible leadership role at a pivotal moment in RainFocus’s evolution. This is an opportunity to help shape how the company grows moving from opportunistic selling to a disciplined, scalable revenue engine. You’ll partner directly with executive leadership and have a meaningful impact on product strategy, customer success, and long-term company value.
As a member of the RainFocus team, you will have the opportunity to experience first-hand the impact of our platform at events around the world. Additionally, RainFocus offers competitive salaries, competitive benefits, 401k, generous PTO, and countless other team building activities.
What are you waiting for? Apply today! We need more talented, hard-working, fun-loving team members just like yourself!
Top Skills
Crm,Sales Enablement Platforms,Lms,Ai,Predictive Analytics,Intelligent Automation,Crm Add-Ons
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