Director of Revenue Enablement

About the Role

Advantive is building an AI-first commercial organization. The Director of Revenue Enablement leads the enablement that makes every revenue-generating person at Advantive more effective. You'll lead a team of enablement professionals and sit at the intersection of sales effectiveness, AI tooling, and commercial strategy. This is not a traditional enablement role.

What You'll Own

• Work with our AI team to build an enablement engine that runs itself — AI generates onboarding plans by role, vertical, and skill gap; assembles coaching prep from call data; keeps content current from field signal. Your job is to govern the machine, not be the machine.
• Own certification that means something. Build rubrics from Advantive's actual winning conversations and confirm readiness from live AI call scores and simulation results — not module completions or time elapsed.
• Lead the field rollout of Advantive ONE, our AI platform. This is the highest-visibility commercial initiative over the next 12–18 months. You own field readiness — making sure every sales, CS, and PS rep knows what it is, how to sell it, and how to use it.
• Turn field signal into commercial intelligence. Every captured conversation is a data point on what buyers care about right now. You'll help design the system that synthesizes that signal and routes it to GMs, marketing, and product — continuously, not quarterly.
• Make manager coaching a data sport. Managers arrive at every 1:1 with an AI-generated summary: which skills are strong, which are drifting, where to focus. The conversation becomes coaching. The system did the prep.
• Build role-specific playbooks and competitive talk tracks from recorded call data — using AI to accelerate creation and field signal to keep them current.
• Own systems enablement. Every sales, CS, and PS rep needs to know how to use the tools that run their job — you'll build the programs that close that gap and keep pace as the systems evolve.

What Success Looks Like

• Advantive ONE lands in the field. Sales, CS, and PS reps can articulate what it is, demo it confidently, and close with it. Adoption and attach rate are the scorecard.
• Ramp time, GRR impact, and deal velocity move. Enablement is measured on revenue outcomes, not content produced or courses completed.
• New hires in Sales, CS, and PS reach full productivity faster — measured in weeks to first meaningful contribution, not 90-day checkboxes.
• Certification means something. Every customer-facing role has a rubric, a passing bar, and a live call score behind it within 12 months.
• Managers coach. 1:1s shift from pipeline reviews to skill development — measurable through Glyphic (call recorder) coaching activity data.
• Field signal flows to the business. GMs, marketing, and product receive continuous intelligence from customer conversations — not a quarterly deck.
• Reps know how to use their tools. Systems enablement is current, accessible, and tied to how work actually gets done — not a one-time onboarding module that's out of date in 90 days.

Qualifications:

• 7+ years in revenue enablement, with at least 2 years owning the function at a B2B SaaS company. You've built programs, not just run them.
• You use AI to do the work — you've replaced manual processes with intelligent systems, built feedback loops that update content without human intervention, and made coaching scalable through data — not more headcount. You're actively building toward an AI-first model and you're not looking back.
• You've designed certification rubrics tied to demonstrated skill — you know the difference between someone who passed training and someone who is ready.
• You've made manager coaching scalable. You've built systems that give managers the information they need to have real coaching conversations.
• You've operated across multiple domains (e.g. Sales, CS, etc.). Single-segment sales trainers will struggle in this role.
• You can hold your own in a cross-functional room. You'll work directly with senior leadership (e.g. CRO, GMs, VPs, etc.). Credibility is earned through outcomes, not tenure.
• Comfortable with resource constraints and fast-moving priorities. You know how to prioritize ruthlessly and deliver without a perfect set of conditions.
• Familiarity with structured sales methodologies (e.g. MEDDPICC, SPIN, Challenger). You don't need to have invented them — you need to know how to build enablement programs around them.
• Hands-on experience building and connecting GTM tech — CRM, call recording, sales engagement, and enablement platforms. You know how these systems connect, where reps get stuck, and how to drive adoption without a six-month implementation project.
• Ability to travel up to 25%

The Advantive Way 

How Advantive works, in brief: six values, five promises, and three AI habits, one way of working. The values are who we are; the promises are what we deliver. This is what we hire for, at every level, and it applies to this role in full. 

Our Values: who we are 

The bar below which no behavior is acceptable, on the floor, in the backbone, and in this role. 

The Five Promises: what we deliver 

The standard by which all work is measured. Not values, but promises: harder to walk back, easier to coach against. 

1.) Start where the work is. Go to the floor before the office; build from reality, not theory. 

2.) Make it run. Ship software that runs where the work happens, and own it in production. 

3.) Own the hard part. The customer's job is hard enough; we don't hand off the mess. 

4.) Show up as a team. Heroes burn out; teams compound. No vanishing reps. 

5.) Move their number. Outcomes, not activity. The number the customer is judged on, not ours. 

How we work with AI 

Openly Learn: share what works, failures included. Nurture Curiosity: ask the model why; don't accept first answers.

Earn Trust: the operator decides what's true; verify before you ship. 

Customer First and Customer Outcomes: a requirement of this role. Advantive measures itself by the customer's number, not internal activity ("Move their number"). This role keeps a relentless focus on the buyers we serve and the outcomes they are judged on: pipeline that converts, prospects who see real value before they ever sign, and revenue that reflects real problems solved, not leads logged. Candidates must demonstrate a customer-first, outcome-obsessed operating instinct, not activity- or throughput-thinking.