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Ent is an intent-aware workspace security platform protecting human and AI-driven work. Founded by the co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, the company is in production with Global 2000 customers across hospitality, financial services, and defense, backed by top-tier VCs including Sequoia, Decibel, and In-Q-Tel.
You'll be Ent's first dedicated Sales Enablement hire, reporting to the CRO, building the function from scratch. This is a hands-on, building role—not program management. You'll write enablement material, teach in front of the room, listen to calls, and sit in on deal reviews. Your core mission is enabling reps to sell a new security category into organizations where the buyer hasn't yet named the problem, requiring deep buyer-world knowledge beyond pitch decks.
Key responsibilities:
- Own ramp: build onboarding programs with clear 30/60/90 milestones and certification gates for Commercial, Enterprise, and Strategic AEs
- Write playbooks for each selling motion (high-velocity commercial, complex enterprise, partner co-selling)
- Build credibility with security buyers: teach threat landscape, CISO budgeting, security team evaluation criteria, and discovery conversation frameworks
- Build and scale a coaching engine on Gong with call libraries, scorecards, and review cadence; coach frontline managers to run it
- Create and maintain content sellers actually use: discovery guides, objection handling, competitive battlecards, POV kits, business-case templates
- Own launch readiness for product capabilities, pricing changes, and new packaging
- Enable sales development alongside AEs: prospecting skills, messaging, call frameworks, ramp plans
- Extend enablement to channel partners (e.g., GuidePoint)
- Measure outcomes: ramp time to first deal and full productivity, quota attainment, stage conversion, win rate, certification pass rates, content usage
- Make the team AI-native: teach reps to use AI for research, prep, follow-up, and self-review; use AI to build and personalize enablement
Requirements:
- 5+ years in sales enablement, sales training, or player-coach sales role, including ownership of onboarding and ramp for quota-carrying teams
- Experience enabling sellers in cybersecurity or comparably technical enterprise software; ability to teach the buyer's world, not just the pitch
- Built a program from scratch (curriculum, certification, ramp plan, content) rather than administering an existing one
- Proven facilitation skills: can hold a room of skeptical quota-carriers and demonstrate training changed behavior
- Coached on conversation intelligence (Gong or equivalent); built scorecards and review rhythm, not just listened to calls
- Enabled frontline managers, not only reps; understand why manager enablement is critical to program stickiness
- Measure work in business outcomes (ramp time, attainment, win rate, conversion); have killed programs that didn't move metrics
- Hands-on with AI tooling; can show what you've built (enablement content, role-play, call analysis, self-serve answers)
- Work well with the people you enable: in deal reviews, listening to calls, reps come to you because you're useful
Bonus:
- Carried a quota yourself
- First enablement hire at a company between early traction and scale
- Enabled multiple segments simultaneously (commercial velocity + enterprise)
- Run channel or partner enablement
- Deployed a sales methodology with strong opinions on where it helps and where it gets in the way
- Worked in or closely with product marketing
