Global Sales Enablement Director

Overview

Sales Enablement Director

About the Role & Team

IDC is seeking a Sales Enablement Director to lead the global strategy, design, and execution of programs that improve go-to-market productivity across Sales, Sales Management, and Customer Success.

This is a global role responsible for building and scaling IDC’s end-to-end readiness system, from ramp through mastery. The role will define global standards, design enablement programs, and partner through regional enablement leaders to ensure consistent adoption and thoughtful localization across markets.

This is not a training coordination or content-production role. It is a business-impact role focused on improving how IDC’s revenue-facing teams sell, retain, and grow. The Sales Enablement Director will work at the intersection of strategy, execution, data, technology, and AI to ensure sellers, managers, and customer success teams have the skills, tools, guidance, and reinforcement needed to execute effectively in the flow of work.

This role is based in the U.S. and is remote. It reports to the VP, Sales Enablement, also based in the U.S.

What You’ll Do

You will design, operationalize, and scale the global go-to-market readiness system that supports IDC’s revenue growth, net retention, and execution excellence. The role is anchored around three core pillars:

Own the global strategy, selection, optimization, and adoption of IDC’s enablement technology ecosystem. This includes enablement and LMS platforms, conversation intelligence, content management, CRM-embedded tools, and other systems that support seller and customer success workflows.

You will drive measurable adoption and ROI across the enablement tech stack, identify opportunities to consolidate redundant tools, and ensure systems work together instead of operating in silos. In partnership with RevOps and IT, you will embed guidance, content, coaching, and reinforcement directly into Salesforce and other systems that GTM teams use every day.

Build and scale IDC’s core selling-skills curriculum for Account Executives and Customer Success Managers. Focus areas include discovery, value selling, executive engagement, negotiation, renewal, and expansion motions specific to IDC’s research, advisory, subscription, and consulting business.

You will own a repeatable account and territory planning methodology, including global standards, templates, cadences, and reinforcement mechanisms. The goal is to turn planning into a disciplined operating rhythm, not a once-a-year exercise.

This role will help move the organization from event-based training to continuous, outcomes-led skill progression embedded into the day-to-day flow of work. You will define what “ready” and “proficient” mean by role and ensure teams have a clear path from ramp to mastery.

Build and scale capability programs for front-line and second-line sales managers. Focus areas include coaching, deal and pipeline inspection, forecasting discipline, performance management, and team development.

You will equip managers to become the primary reinforcement engine for sales skills, account planning, territory planning, and execution discipline. This includes establishing manager operating standards and a development path that evolves with role maturity.

Additional Responsibilities

Global-to-Regional Operating Model

Set the global enablement strategy, standards, and program design centrally, then drive adoption through a matrixed network of regional enablement managers.

You will align and equip regional enablement leaders to localize, deliver, and reinforce programs in their markets, without relying on direct reporting authority. Success in this role will require strong influence, clarity, relationship-building, and the ability to scale best practices from high-performing regions into repeatable global readiness patterns.

Integration with Onboarding

While this role does not own the full onboarding experience, it is accountable for ensuring that core program content, including sales skills, account and territory planning, and enablement tech-stack proficiency, is fully integrated into onboarding.

You will partner closely with the Enablement and Onboarding teams to ensure new-hire ramp is built on the same skill maps, standards, and reinforcement model that employees will continue to use as they move into ongoing mastery.

AI-Powered Enablement in the Flow of Work

Partner with RevOps, Product, IT, and data teams to deploy AI-enabled guidance and reinforcement within the systems GTM teams already use. This may include in-context nudges, diagnostics, call analysis, coaching insights, and learning reinforcement.

You will champion AI fluency across the revenue organization and help operationalize AI-assisted coaching and learning at scale.

Measurement and Business Impact

Define and own readiness KPIs tied to measurable business outcomes, including time-to-productivity, quota attainment, pipeline impact, renewal performance, churn reduction, net revenue retention, and enablement tech-stack adoption.

You will build executive-ready dashboards that connect enablement activity to behavior change and revenue impact. Programs will be continuously refined based on data, insights, and measurable outcomes.

What You Bring

What Success Looks Like

• A single global readiness strategy is consistently adopted and thoughtfully localized across all regions.
• Account and territory planning becomes a disciplined, repeatable operating rhythm worldwide.
• Sales managers actively coach and reinforce skills, multiplying the impact of enablement across the organization.
• The enablement technology stack is adopted, integrated, and demonstrably improving productivity.
• Enablement content and standards flow seamlessly into onboarding so new hires ramp on the same expectations they will be measured against long term.
• Leaders trust readiness data to make informed decisions around talent, investment, coaching, and execution.

What We’re Looking For

• 10+ years of experience in Revenue Enablement, Sales Enablement, GTM Operations, GTM Transformation, or a related field, with demonstrated ability to influence and partner with senior Sales leadership.
• Proven experience building scalable, global readiness systems, not just stand-alone programs or regional training initiatives.
• Demonstrated success driving adoption through matrixed regional teams without direct reporting authority.
• Strong understanding of B2B go-to-market motions, ideally within subscription, research, advisory, consulting, information services, or another complex solution-selling environment.
• Experience owning, optimizing, or influencing a sales enablement technology stack, with a focus on adoption, integration, and ROI.
• Experience building sales manager development, coaching, and reinforcement programs.
• Demonstrated ability to drive behavior change, not just knowledge transfer.
• Strong comfort with data, metrics, dashboards, and executive-level storytelling.
• Passion for modern, AI-enabled enablement delivered in the flow of work.
• Executive presence, systems thinking, strong business judgment, and the ability to influence across global teams.

Why This Role Stands Out

At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid life insurance
• Company-paid parental leave

Compensation Transparency

At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified U.S. market data from an independent third-party partner.

The expected total annual compensation, depending on location and experience, is between $192,000 - $230,000, inclusive of base salary and variable compensation.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.

IDC is currently able to employ remote workers in the following states: Arizona (AZ), California (CA), Colorado (CO), Connecticut (CT), Washington D.C. (DC), Florida (FL), Georgia (GA), Illinois (IL), Indiana (IN), Kansas (KS), Massachusetts (MA), Maryland (MD), Maine (ME), Michigan (MI), Minnesota (MN), Missouri (MO), Mississippi (MS), North Carolina (NC), New Hampshire (NH), New Jersey (NJ), New York (NY), Ohio (OH), Oregon (OR), Pennsylvania (PA), Rhode Island (RI), South Carolina (SC), Tennessee (TN), Texas (TX), Utah (UT), Virginia (VA), Vermont (VT), Washington (WA), and Wisconsin (WI).