• Design and manage structured 30/60/90-day onboarding programs for AEs and BDRs • Define ramp milestones tied to time-to-first SQL and first closed-won • Build certification programs for discovery, demo, and pricing conversations • Continuously improve ramp speed and new hire productivity • Maintain and evolve sales playbooks and onboarding materials • Define and enforce clear stage exit criteria in CRM • Ensure alignment between documented sales process and actual rep behavior • Conduct regular pipeline audits to improve qualification, next steps, and deal progression • Improve stage conversion rates and reduce opportunity aging • Partner with RevOps to improve data integrity and reporting reliability • Regularly analyze sales calls in Gong/Jimminy to identify coaching themes and systemic gaps • Assess discovery quality, objection handling, multithreading, and pricing discipline • Translate insights into targeted enablement programs and coaching frameworks • Own and facilitate weekly revenue enablement sessions • Develop a rolling enablement roadmap informed by pipeline data, win/loss trends, and call analysis • Coordinate cross-functional contributors (Product, Marketing, CS, Leadership) • Ensure enablement drives measurable behavior change—not just knowledge transfer • Lead internal enablement for new product launches • Update ICP definitions, positioning, discovery guides, and competitive messaging • Certify reps before active selling • Monitor adoption, pipeline creation, and stage conversion post-launch • Create structured feedback loops between Sales and Product • Own planning and execution of two annual revenue team offsites • Design agendas focused on performance acceleration, skill development, and strategic alignment • Partner with CRO and leadership to translate company strategy into actionable field execution • Ensure clear follow-through and measurable outcomes from offsite initiatives