[Hiring] Director of Revenue Enablement @Advantive

Role Description

Advantive is building an AI-first commercial organization. The Director of Revenue Enablement leads the enablement that makes every revenue-generating person at Advantive more effective. You'll lead a team of enablement professionals and sit at the intersection of sales effectiveness, AI tooling, and commercial strategy. This is not a traditional enablement role.

What You'll Own

• Work with our AI team to build an enablement engine that runs itself — AI generates onboarding plans by role, vertical, and skill gap; assembles coaching prep from call data; keeps content current from field signal. Your job is to govern the machine, not be the machine.
• Own certification that means something. Build rubrics from Advantive's actual winning conversations and confirm readiness from live AI call scores and simulation results — not module completions or time elapsed.
• Lead the field rollout of Advantive ONE, our AI platform. This is the highest-visibility commercial initiative over the next 12–18 months. You own field readiness — making sure every sales, CS, and PS rep knows what it is, how to sell it, and how to use it.
• Turn field signal into commercial intelligence. Every captured conversation is a data point on what buyers care about right now. You'll help design the system that synthesizes that signal and routes it to GMs, marketing, and product — continuously, not quarterly.
• Make manager coaching a data sport. Managers arrive at every 1:1 with an AI-generated summary: which skills are strong, which are drifting, where to focus. The conversation becomes coaching. The system did the prep.
• Build role-specific playbooks and competitive talk tracks from recorded call data — using AI to accelerate creation and field signal to keep them current.
• Own systems enablement. Every sales, CS, and PS rep needs to know how to use the tools that run their job — you'll build the programs that close that gap and keep pace as the systems evolve.

What Success Looks Like

• Advantive ONE lands in the field. Sales, CS, and PS reps can articulate what it is, demo it confidently, and close with it. Adoption and attach rate are the scorecard.
• Ramp time, GRR impact, and deal velocity move. Enablement is measured on revenue outcomes, not content produced or courses completed.
• New hires in Sales, CS, and PS reach full productivity faster — measured in weeks to first meaningful contribution, not 90-day checkboxes.
• Certification means something. Every customer-facing role has a rubric, a passing bar, and a live call score behind it within 12 months.
• Managers coach. 1:1s shift from pipeline reviews to skill development — measurable through Glyphic (call recorder) coaching activity data.
• Field signal flows to the business. GMs, marketing, and product receive continuous intelligence from customer conversations — not a quarterly deck.
• Reps know how to use their tools. Systems enablement is current, accessible, and tied to how work actually gets done — not a one-time onboarding module that's out of date in 90 days.

Qualifications

• 7+ years in revenue enablement, with at least 2 years owning the function at a B2B SaaS company. You've built programs, not just run them.
• You use AI to do the work — you've replaced manual processes with intelligent systems, built feedback loops that update content without human intervention, and made coaching scalable through data — not more headcount.
• You've designed certification rubrics tied to demonstrated skill — you know the difference between someone who passed training and someone who is ready.
• You've made manager coaching scalable. You've built systems that give managers the information they need to have real coaching conversations.
• You've operated across multiple domains (e.g. Sales, CS, etc.). Single-segment sales trainers will struggle in this role.
• You can hold your own in a cross-functional room. You'll work directly with senior leadership (e.g. CRO, GMs, VPs, etc.). Credibility is earned through outcomes, not tenure.
• Comfortable with resource constraints and fast-moving priorities. You know how to prioritize ruthlessly and deliver without a perfect set of conditions.
• Familiarity with structured sales methodologies (e.g. MEDDPICC, SPIN, Challenger). You don't need to have invented them — you need to know how to build enablement programs around them.
• Hands-on experience building and connecting GTM tech — CRM, call recording, sales engagement, and enablement platforms. You know how these systems connect, where reps get stuck, and how to drive adoption without a six-month implementation project.

The Advantive Way

How Advantive works, in brief: six values, five promises, and three AI habits, one way of working. The values are who we are; the promises are what we deliver. This is what we hire for, at every level, and it applies to this role in full.

Our Values

• Humility: Team-first; team success ahead of self-interest.
• Integrity: Candid; admit mistakes; do the right thing even when it costs.
• Grit: Fortitude and fierce resolve; long-term goals over short-term comfort.
• Results Orientation: Measured by results, not effort; execution over busyness.
• Winning Attitude: Optimistic and determined; persevere through adversity.
• Drive to Excellence: Seek feedback; learn, grow, be the best version of ourselves.

The Five Promises

• Start where the work is. Go to the floor before the office; build from reality, not theory.
• Make it run. Ship software that runs where the work happens, and own it in production.
• Own the hard part. The customer's job is hard enough; we don't hand off the mess.
• Show up as a team. Heroes burn out; teams compound. No vanishing reps.
• Move their number. Outcomes, not activity. The number the customer is judged on, not ours.

How we work with AI

• Openly Learn: share what works, failures included. Nurture Curiosity: ask the model why; don't accept first answers.
• Earn Trust: the operator decides what's true; verify before you ship.
• Customer First and Customer Outcomes: a requirement of this role. Advantive measures itself by the customer's number, not internal activity ("Move their number"). This role keeps a relentless focus on the buyers we serve and the outcomes they are judged on: pipeline that converts, prospects who see real value before they ever sign, and revenue that reflects real problems solved, not leads logged.