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Salary: USD 185,000 - 225,000 / annual
Starburst is hiring a Director of Sales Enablement to own the strategy, design, and execution of how the sales organization ramps, learns, and performs. This is a leadership role at the intersection of enablement, systems, and operations. You will set the enablement strategy and content standards for the sales organization, partner with BizApps to embed playbooks and guidance into the CRM and sales engagement stack, and work with Field Operations to target enablement investments based on actual productivity data.
Key responsibilities include:
- Define and execute the enablement strategy and roadmap, including onboarding/ramp programs, ongoing skill development, sales methodology, and certification paths for all customer-facing roles.
- Partner with BizApps to integrate playbooks, battlecards, and next-best-action guidance into seller workflows (CRM, sales engagement, enablement platforms) rather than relying on separate content portals.
- Collaborate with Field Operations to use territory, pipeline, and productivity data to prioritize enablement initiatives and target them to specific cohorts and gaps.
- Co-own seller productivity metrics with BizApps and Field Ops (ramp-to-productivity time, activity-to-pipeline conversion, win rate by cohort) and report regularly to sales leadership.
- Ensure playbooks, competitive positioning, and pitch materials stay current with product and market changes, working with Product Marketing.
- Equip frontline sales managers to reinforce and coach to the same standard, not just train individual reps.
- Hire, develop, and manage the enablement team; manage the enablement budget and vendor relationships (LMS, enablement platforms, content tools).
- Run a regular cadence of program measurement, retiring what isn't working and tying major enablement investments to productivity or revenue outcomes.
Starburst delivers enterprise intelligence at scale, giving organizations secure, governed access to all their data wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. The company uses open standards including Trino and Apache Iceberg to enable trusted access to complete enterprise context.
Requirements:
- 8+ years in sales enablement, sales productivity, or revenue/GTM operations in B2B SaaS, including 3+ years leading a team.
- Track record of partnering with systems/BizApps or Salesforce teams to build workflows and guided selling into the CRM and sales engagement stack, not just producing content.
- Comfort working from data: able to define productivity KPIs with Field Ops/RevOps, read pipeline and ramp reports, and adjust enablement priorities based on data.
- Experience designing onboarding and certification programs for complex, technical, or platform-based sales motions.
- Strong stakeholder management across sales leadership, marketing, product, and operations, with credibility to say no to low-impact requests.
- Hands-on experience with enablement and sales engagement platforms (e.g., Highspot, Seismic, Mindtickle, Gong, Outreach, Salesloft, or equivalents).
- Experience in data, analytics, or infrastructure/platform sales is a plus given Starburst's technical buyer and seller audience.
- Ability to travel 25% for new hire onboarding, team and department offsites, customer engagements, and company events.
