Revenue Coach

DIRECTOR OF REVENUE COACHING AND ENABLEMENT

As Director of Revenue Coaching and Enablement, you will serve as the enterprise authority on revenue capability development and performance enablement strategy at MX. Reporting directly to the CRO, you will define and evolve the architecture that enables our Sales, Customer Success, and Partnerships teams to execute at the highest levels of effectiveness and consistency. This is the most senior individual contributor role within Revenue Enablement, requiring deep expertise in enterprise SaaS sales, adult learning principles, and performance coaching.

Your impact will be measured through tangible improvements in revenue productivity, pipeline velocity, win rates, and retention. You will operate at the intersection of revenue strategy, talent development, and behavioral performance improvement—designing scalable coaching frameworks, influencing executive leadership, and driving measurable business outcomes across the entire customer lifecycle (prospecting, discovery, demo, negotiation, expansion, renewal).

This role is unique in its scope: you will partner directly with executive stakeholders to translate revenue strategy into capability-building initiatives, architect coaching frameworks for frontline managers, and build data-driven systems that connect enablement activities to revenue impact. You will represent MX as a thought leader in revenue enablement and mentor other professionals in the space.

Responsibilities

Revenue Enablement Strategy & Architecture

• Define and own the enterprise revenue enablement framework across the full customer lifecycle
• Design scalable onboarding, certification, and continuous learning programs aligned to revenue objectives
• Establish standardized coaching methodologies embedded into frontline leadership routines
• Develop role-based competency models aligned to sales stages and performance metrics

Executive Partnership & Revenue Impact

• Partner directly with CRO, Sales Leadership, and Executive stakeholders to align enablement priorities with revenue targets
• Translate revenue strategy into capability-building initiatives that drive measurable outcomes
• Advise leadership on performance gaps, skill development needs, and productivity levers
• Influence compensation and territory design discussions with data-driven enablement insight

Coaching Excellence & Performance Acceleration

• Architect coaching frameworks for frontline managers to improve pipeline quality, forecast accuracy, and close rates
• Lead advanced coaching sessions for senior account executives and strategic sellers
• Design inspection-based performance systems tied to leading indicators
• Identify root causes of performance variance and implement targeted interventions

Program Measurement, Optimization & Thought Leadership

• Define KPIs to measure enablement effectiveness: ramp time reduction, win rate improvement, sales cycle acceleration, quota attainment lift, and NRR impact
• Partner with Revenue Operations to integrate enablement analytics into revenue dashboards
• Continuously iterate enablement programs based on performance data and field feedback
• Serve as internal subject matter expert on sales methodology, behavioral coaching, and revenue productivity
• Drive innovation in learning modalities (digital-first, AI-assisted coaching, microlearning)

Cross-Functional Alignment

• Collaborate with Product Marketing to ensure messaging clarity and differentiation
• Partner with Sales Operations to align tools, workflows, and systems with training programs
• Ensure product launches are supported by structured enablement rollouts
• Align Customer Success and Sales enablement to ensure seamless lifecycle execution

Basic Qualifications

• 12+ years of progressive experience in Sales, Revenue Operations, Sales Leadership, or Revenue Enablement within high-growth SaaS organizations
• Demonstrated success improving measurable revenue outcomes through coaching and enablement strategy
• Deep understanding of enterprise sales cycles, complex deal structures, and multi-threaded selling
• Expertise in at least one modern sales methodology (MEDDICC, Challenger, SPIN, Command of the Message, etc.)
• Strong executive presence with the ability to influence CRO and VP-level stakeholders

Preferred Qualifications

• Experience working closely with Revenue Operations and data analytics teams
• Proven ability to build scalable enablement systems across distributed revenue teams (50+ sellers)
• Background in adult learning principles and instructional design
• Track record of implementing AI-assisted coaching or digital-first learning platforms
• Experience with multiple SaaS go-to-market models (land-and-expand, enterprise, channel, marketplace)
• Familiarity with Salesforce or revenue intelligence platforms
• MBA or advanced business degree