Director of Sales Enablement

Own FinQuery’s Sales Enablement Strategy

• Build and execute a comprehensive enablement strategy tied directly to FinQuery’s revenue priorities, including new-logo acquisition, cross-sell, multi-product adoption, expansion, and improved seller productivity.

• Translate company strategy into clear, repeatable sales motions that sellers can understand, execute, and measure.

• Establish a consistent operating system for enablement across onboarding, ongoing development, product launches, messaging, methodology, certification, competitive intelligence, and manager coaching.

Accelerate Seller Ramp and Productivity

• Redesign seller onboarding around measurable time-to-productivity milestones rather than training completion.

• Build role-based onboarding and certification programs for Account Executives, Sales Development, Account Management, Sales Engineering, and Sales Leadership.

• Establish clear proficiency standards across product knowledge, discovery, positioning, demonstration, competitive differentiation, objection handling, and commercial execution.

• Use performance data to identify capability gaps and continuously improve enablement programs.

Build a Multi-Product Selling Organization

• Help sellers evolve from selling individual products to diagnosing broader accounting and finance problems across what customers lease, own, and owe.

• Build cross-sell and expansion plays that systematically identify opportunities within FinQuery’s installed customer base.

• Create discovery frameworks that help sellers uncover adjacent customer needs across leases, fixed assets, debt, accruals, prepaids, and future FinQuery products.

• Equip sellers to communicate both the immediate value of individual products and the strategic value of the broader FinQuery platform.

• Develop plays for bundling, sequencing, and expanding products based on customer needs, maturity, and buying signals.

Own Sales Methodology and Execution Excellence

• Establish and reinforce a common sales methodology across the revenue organization.

• Improve discovery, qualification, value articulation, business cases, executive conversations, objection handling, competitive positioning, and deal strategy.

• Partner with sales leadership to improve pipeline inspection, opportunity coaching, and deal execution.

• Build practical tools that improve seller performance inside live opportunities rather than creating enablement content that sellers rarely use.

Lead Product and Competitive Enablement

• Partner with Product and Product Marketing to translate new products, capabilities, acquisitions, and AI innovations into clear field selling motions.

• Build launch enablement that allows the sales organization to confidently sell new products from day one.

• Develop competitive intelligence and battlecards that explain not only what competitors do, but how FinQuery wins and where we should not compete.

• Establish feedback loops between the field, customers, Product, and Marketing so market intelligence improves both product strategy and go-to-market execution.

Make AI a Sales Productivity Advantage

• Identify and deploy AI-enabled workflows that make sellers more effective across account research, call preparation, discovery, follow-up, proposal development, competitive analysis, coaching, and opportunity management.

• Build AI into FinQuery’s enablement infrastructure and seller workflows rather than treating AI as a standalone training initiative.

• Establish practical standards for responsible and effective AI use throughout the sales organization.

• Continuously test emerging AI capabilities and scale the ones that demonstrably improve seller productivity or revenue performance.

Enable Sales Managers to Become Better Coaches

• Build manager enablement programs that strengthen coaching, inspection, feedback, and performance management.

• Give frontline managers the frameworks, data, and tools to diagnose performance gaps and coach sellers effectively.

• Establish reinforcement mechanisms so enablement becomes part of the operating cadence of the sales organization rather than a series of isolated events.

• 8+ years of experience in B2B SaaS sales, sales enablement, revenue enablement, sales leadership, or related go-to-market roles, including significant experience building enablement programs for complex sales organizations.

• 3+ years leading sales or revenue enablement at the Director level or equivalent scope.

• Demonstrated experience enabling a multi-product SaaS sales organization.

• Proven ability to connect enablement programs to measurable improvements in revenue performance rather than activity metrics alone.

• Experience building onboarding, certification, sales methodology, product enablement, competitive enablement, and manager coaching programs.

• Strong understanding of enterprise and mid-market B2B SaaS sales processes.

• Experience working closely with CROs, Sales Leaders, Product Marketing, Product, Revenue Operations, and Customer Success.

• Strong analytical skills and the ability to use funnel, pipeline, conversion, and seller-performance data to diagnose problems and prioritize interventions.

• Strong executive communication skills with the ability to simplify complex concepts and turn strategy into practical field execution.

• Demonstrated experience using AI and automation to improve personal or organizational productivity.

• A builder mentality. You should be equally comfortable designing the strategy, creating the first version yourself, testing it with sellers, measuring the results, and scaling what works.

BONUS IF YOU HAVE

• Experience selling or enabling software for the Office of the CFO.

• Experience with accounting, finance, ERP, FP&A, financial close, procurement, or other financial software categories.

• Experience helping a company transition from a single-product to a multi-product platform selling motion.

• Experience building successful cross-sell programs into a large installed customer base.

• Experience enabling sales teams through acquisitions, new product launches, or significant changes in company positioning.

• Experience personally carrying a sales quota or managing quota-carrying sellers.

WHAT GREAT LOOKS LIKE

• Revenue Focused: You measure enablement by changes in seller behavior and business performance, not by the number of training sessions delivered.

• Commercially Credible: Salespeople and sales leaders trust you because you understand how complex B2B software gets sold.

• Strategic and Hands-On: You can help the CRO design a new selling motion in the morning and work directly with sellers to improve it in the afternoon.

• Data Driven: You diagnose problems using evidence and measure whether your interventions actually work.

• AI Forward: You actively use AI to improve your own work and constantly look for ways to make the entire sales organization more productive.

• Simple and Clear: You can take complex products, accounting concepts, and company strategy and turn them into messages and behaviors sellers can actually use.

• High Accountability: You own outcomes, move quickly, and continuously improve what you build.

WHAT SUCCESS LOOKS LIKE

Within your first year, FinQuery should have:

• A consistent sales methodology and enablement operating system across the revenue organization.

• A measurable reduction in time to productivity for new sellers.

• Certification standards across FinQuery’s core products and platform positioning.

• Repeatable cross-sell and multi-product sales plays deployed across the customer base.

• Stronger field readiness for new product launches and acquisitions.

• AI-enabled workflows embedded into the daily work of the sales organization.

• Frontline managers equipped with consistent coaching and inspection frameworks.

• A revenue enablement scorecard demonstrating measurable impact on seller productivity, conversion, and revenue performance.

Most importantly, FinQuery’s sellers should be able to clearly explain why a customer that knows us for lease accounting should increasingly trust FinQuery to manage and understand its broader financial obligations and capital assets.