Design and run end-to-end sales enablement for AEs, SEs, and BDRs: onboarding, MEDDPICC adoption, product and competitive enablement, AI-driven coaching, content library ownership, and measurement of ramp, adoption, and influenced pipeline.
Description
Sentra is the AI Data Readiness platform for enterprises deploying AI at scale. Sentra continuously discovers, classifies, and governs sensitive data across cloud, SaaS, data warehouses, and AI environments - giving security teams complete visibility into what AI systems can access, what they can expose, and where compliance violations exist. Unlike alternatives that copy data to vendor clouds or require customer-managed outpost infrastructure, Sentra provisions ephemeral scanners directly inside the customer's environment, delivering petabyte-scale classification at a fraction of the cost. Trusted by Lyft, SoFi, Munich RE, PennyMac, Glovo and others.
Responsibilities- Build and run new-hire onboarding that cuts time-to-first-deal — structured, role-specific, certification-gated.
- Operationalize MEDDPICC as the company's deal language: coaching, deal inspection, and SFDC fields that reflect it. Reinforce with Sandler techniques for discovery and qualification.
- Run ongoing enablement: product-launch readiness, competitive plays, objection handling, and skill workshops (live + async).
- Make reps technically credible with security buyers — translate Sentra's platform (data security posture, classification, cloud) into language that lands with CISOs and security architects.
- Deploy AI to scale enablement: AI role-play and call-coaching, personalized learning paths, and auto-generated content — and teach reps to use our AI selling tools so adoption actually sticks.
- Own the enablement content library and keep it current with every release.
- Report on what's working: ramp time, methodology adoption, content usage, influenced pipeline.
- 6+ years in sales enablement, sales, or sales training — including time owning an enablement program end to end (you've built it, not just delivered someone else's).
- Experience in cybersecurity or enterprise B2B SaaS, with hands-on familiarity with enterprise, sales-led motions and the technical, multi-stakeholder deals that come with them.
- Proven fluency in MEDDPICC and Sandler — you've coached reps on them and operationalized them at scale, not just sat through the training.
- Technically credible: enough depth to explain a security platform and our AI tooling, and to drive real adoption — comfort with the tech, not a CS degree.
- AI-forward: you actively use AI to make enablement faster and more personalized, and you can get a sales team to do the same.
- Strong project management; you measure your own impact.
- Ideally in the NYC market
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