Aligned
Director of Revenue Enablement Job Description | Aligned
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About Aligned
Aligned builds the category-defining AI Deal Workspace that transforms how modern revenue organizations execute B2B deals. Founded on the absolute conviction that sales isn’t complex but buying is, Aligned replaces the chaotic mess of fragmented email threads and file links with a single buyer-facing workspace for each deal.
Every month, over 70,000 sellers and 1 million buyers run their transactions through Aligned’s #1 Digital Sales Rooms (DSRs) on G2, delivering 30% faster sales cycles and a 15% increase in win rates for enterprise teams.
Aligned is scaling at a rare market velocity, tripling its ARR year-over-year while maintaining best-in-class gross revenue retention. We are backed by tier-one partners like NFX, Hetz Ventures, and JAL Ventures, and have recently closed a $60M Series B funding round led by PeakSpan Capital to accelerate our expansion into AI-driven buyer enablement. We operate with a lean, exceptionally high-caliber team that values direct communication, high execution standards, and absolute ownership.
About the Role
Aligned is hiring a Director of Revenue Enablement to own the selling system behind our revenue organization: every asset, training program, certification, and coaching rhythm that determines how well our sellers execute. This is not an L&D seat, and it is not a content administration role: it is a position for a proven top seller who discovered that their highest leverage is making an entire team sell the way they did.
Enablement at Aligned is intentionally structured around four pillars: Revenue Assets & Selling System, Training, Certification & Ramp, Coaching & Execution Rhythm, and Customer & Buyer Enablement. You inherit founder-built foundations, not a blank page: the sales deck, playbook, battlecards, mutual action plan templates, and deal-room templates that won our first hundreds of customers were designed by the CEO — and today they sit without an owner while the product and the market move weekly. The gap is not zero-to-one vision; it is an owner who can take founder-quality assets and turn them into an institutional system.
One more thing makes this seat unusual. Aligned sells buyer enablement: our customers buy us to run their best deal execution and deliver the best buying experience. That means our own selling motion must be the reference implementation of the category. You own that standard.
You will report directly to the CEO, operate inside the revenue leadership team, and carry a mandate to measurably lift quota attainment and compress ramp time across a sales organization scaling toward 20 AEs and a BDR engine growing toward 18 heads.
What You Will Own
1. Revenue Assets & Selling System
- Asset Ownership: Own the full arsenal end-to-end: sales deck, discovery frameworks, competitive battlecards, objection-handling systems, ROI and business-case templates, mutual action plans, and Aligned room templates. Founder-quality bar, built with your own hands.
- Competitive Weaponry: Author the head-to-head assets that win bake-offs — battlecards, trap-setting talk tracks, objection counters — in partnership with Product Marketing, refreshed at the speed the market moves and proven inside live cycles.
- Buyer-Facing Craft: Build the mutual action plans, business cases, and Digital Sales Room templates our reps run every deal through. Our rooms are our demo; every buyer touchpoint you design is also product marketing.
- A Living System, Not a Library: Govern versioning and adoption, and kill stale content ruthlessly. A rep should never wonder which deck is current.
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2. Training, Certification & Ramp
- Onboarding Architecture: Design the ramp path from day one to full productivity, with certification gates at every stage — measured in time-to-first-deal and time-to-full-quota, and built to compress both.
- Persona & Methodology Mastery: Build and teach how we sell to a CRO versus a RevOps leader versus an enablement leader: discovery depth, gap-based selling, and multi-stakeholder orchestration. Taught, tested, and certified — not hoped for.
- Product-to-Field Velocity: The product ships fast. You translate every release into field-ready narrative, talk tracks, and demo motion in days, not quarters.
- Certification Discipline: Nobody carries our message uncertified. Live role-play gates, not slideware quizzes.
3. Coaching & Execution Rhythm
- Film Review Engine: Institutionalize call review as a program: structured film sessions on real calls, run at a cadence reps attend because they get better, not because attendance is mandatory.
- Skill Coaching: Diagnose and close individual skill gaps — discovery depth, multi-threading, negotiation — in partnership with sales leadership, with lift visible in stage conversion and win rates.
- Ramp Cohort Support: Own the enablement path of every ramping AE so no seller is left to figure it out alone.
4. Customer & Buyer Enablement
- Customer Success Enablement: Build the renewal narrative system, QBR frameworks, ROI evidence libraries, and expansion plays for our CS organization. Retention conversations deserve the same craft as new business.
- Cross-Functional Intake: Run the quarterly enablement planning rhythm with Sales, CS, and Marketing leadership: requests stack-ranked, capacity protected, priorities explicit.
- Voice of the Field: Convert live deal patterns, competitive signal, and rep feedback into sharper positioning, in partnership with Marketing and Product.
What Success Looks Like
In the first 90 days
- Quality Bar Reset: A flagship asset — the sales deck or a head-to-head battlecard — is rebuilt and shipped to the field within the first 30 days, and reps notice the difference.
- Ramp Path v1: The structured onboarding and certification path is live, with the current ramping cohort running through it.
- Coaching Cadence Live: Film review runs on a weekly rhythm, and top performers show up voluntarily.
- Trust Established: Reps pull you into deals and ask for your feedback before big calls. That is the leading indicator this role is working.
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In 6–12 months
- Attainment & Ramp: Ramp time is measurably compressed and documented, and the middle of the attainment curve has moved up. Enablement’s impact shows in the number, not in activity reports.
- An Institutional System: Assets, training, certification, and coaching run as infrastructure that no longer depends on the founder’s personal involvement, and every new seller ramps through it.
- Full Revenue Coverage: Renewal and expansion conversations run on the same quality of narrative and evidence as new business.
- Field Gravity: Enablement at Aligned is treated as an unfair advantage: reps cite it in why they stay, and candidates cite it in why they join.
Requirements
1. Proven Selling Record
- Tenure: 6–10 years in B2B SaaS, including 4+ years carrying quota on complex, multi-stakeholder deals in the $50K–$250K ACV range.
- Attainment: A documented top-decile record you will walk us through deal by deal. Quota scars are the license to coach; reps can smell their absence instantly.
2. Craft & Program Expertise
- Founder-Grade Asset Craft: A portfolio of decks, battlecards, mutual action plans, and business cases where you can isolate exactly what you personally authored. We will go through it line by line.
- Methodology Command: Fluency deep enough to teach — and to critique — at least one modern selling system (gap selling, Challenger, MEDDICC, or equivalent). You know where each one breaks.
- Program Architecture: You have built onboarding, certification, or training programs with before-and-after evidence on ramp time or attainment — not just delivered sessions someone else designed.
- Buyer Enablement Fluency: Deep grounding in mutual action plans, business cases, and committee-based selling; ideally you have run deals through digital sales rooms. PLUS — you have sold to GTM buyers — CROs, sales leaders, RevOps — and know what it means to pitch a professional evaluator of pitches.
3. Execution & Character
- Player-Coach: You build with your own hands and ship weekly. This is a hands-on-keyboard role for at least the first 12 months; if your first instinct is to hire a team, this is not your seat.
- Coaching Presence: You can hold a room of skeptical top performers on the merits. Expect us to reference-check with reps you enabled, not the executives you reported to.
- Chose the Craft: You stepped out of a closing seat — or are ready to — because building the system that makes ten sellers great compels you more than the next commission check, and your explanation for why is convincing.
- Bias to Ship: You know which 80% to ship this week instead of which 100% to ship next quarter.
- Communication: Native-level English with exceptional writing and deck craft. Your documents should sell without you in the room.
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