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Role Description

We are seeking a Director of Commercial Enablement to build and lead the enablement backbone for how Oura goes to market in B2B. This role's primary focus is direct B2B sales enablement — building the motions, methodology, tools, and field assets that allow Oura's growing direct sales and customer success teams to sell and serve customers with consistency and confidence across segments including Corporate Sales, Human Performance, and Enterprise Healthcare.

As Oura's partnership business matures, this role will also extend enablement to partnership motions — equipping partner managers and ecosystem teams with the frameworks, plays, and assets they need to recruit, activate, and grow partners. We expect this person to grow into that scope, and partnership exposure is a meaningful plus — but direct B2B mastery comes first.

You will define and standardize how these motions run, turn products and programs into sellable offerings for the field, embed sales and customer success methodologies, and ensure that tools and processes actually support how teams sell and serve customers. While this role is hands‑on, success depends on choosing the right priorities, mobilizing resources, and driving execution through cross‑functional partners.

What You'll Focus On

• Enable and Standardize Direct B2B GTM Motions (Primary)
  • Define how Oura sells across B2B segments and use cases.
  • Build and maintain a motion‑based enablement spine.
  • Partner with market-led leaders to ensure alignment with segment strategy and revenue goals.
• Operationalize Product Offerings for the Field
  • Turn products, bundles, pricing, and packaging into sellable offerings.
  • Own the lifecycle of core field assets.
  • Partner closely with Product and Product Marketing for clear offers and guidance.
  • Extend asset ownership to partner-facing materials as partnership motions mature.
• Embed Sales and Customer Success Methodologies
  • Embed qualification, deal management, expansion, and retention frameworks.
  • Equip frontline managers with coaching tools and templates.
  • Support partner managers with frameworks for partner lifecycle management.
• Enable Scalable Internal Processes and Operations
  • Partner with RevOps, Systems, and PMO to ensure workflows match field operations.
  • Own or co‑own commercial enablement platforms.
  • Simplify engagement models for Product, Legal, and Marketing.
• Drive Adoption, Performance, and Continuous Improvement
  • Define clear readiness and adoption metrics.
  • Run a feedback loop from the field back into GTM strategy.
  • Ensure enablement leads to behavior change in the field.

Qualifications

• 10+ years in Sales Enablement, Commercial Enablement, Revenue Operations, or similar field-facing B2B roles.
• Proven experience leading enablement for direct B2B sales teams.
• Track record of building programs that sales and CS teams use effectively.
• Experience partnering closely with Sales, Product Marketing, and RevOps leadership.
• Partnership or channel enablement experience is a meaningful plus.

Requirements

• Deep understanding of direct B2B sales processes.
• Strong execution mindset with the ability to move from strategy to clear programs.
• Excellent communication and facilitation skills.
• Pragmatic, low‑ego operator responsive to field needs.
• Comfortable operating in fast‑moving, ambiguous environments.

Benefits

• Competitive salary and equity packages.
• Health, dental, and vision insurance, plus mental health resources.
• An Oura Ring of your own plus employee discounts for friends & family.
• 20 days of paid time off plus 13 paid holidays and 8 days of flexible wellness time off.
• Paid sick leave and parental leave.
• Market-based approach to pay with varying ranges based on location.
• Region 1: $200,600 - $236,000
• Region 2: $182,750 - $215,000
• Region 3: $164,900 - $194,000