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Director, Revenue Enablement presso Ivo

Ivo · San Francisco, Stati Uniti d'America · On-site

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Description

About Ivo:
Ivo has the best AI native products in a massive category - enterprise contracts.  We’ve grown 6X in ARR over the last year and have brought on the best logos in the world (e.g. Reddit, Pinterest, CDW, Canva, Uber, IBM and many other of the best and most successful companies in the world).  We just raised at $55M Series B.  We have massive growth ambitions and a key part of realizing that is enabling our revenue teams to scale.

The Opportunity: Why This Role Exists:
Our product wins the majority of head-to-head trials. Our pipeline engine works—we're generating significant new pipeline each quarter. We’ve hired 12+ AEs and they’ve ramped successfully and are exceeding quotas.  But we’ve done Enablement by committee and what’s gotten us here won’t get us where we are going.  

In 2026, we’re hiring 20+ new business AEs, building an expansion motion & account management function, and making sure all our new customers are successful and love the product and the team. We recently released a truly game changing, differentiated & broad product called Ivo Intelligence.

You will build the Revenue Enablement function.

Your #1 KPI: Effective ramp & over-attainment for new AEs.

Your #2 KPI: Effective ramp & over-performance for new Customer Success Managers & Account Managers

Your #3 KPI: Build the playbook to scale Intelligence, both within new business and expansion

What You'll Own

  • Strategy & Leadership
  • Build the Enablement Roadmap
  • Partner with GTM leadership to create Ivo's enablement strategy aligned to revenue targets, deal velocity, and sales efficiency goals
  • Lead the creation of GTM playbooks for established and launching products, including competitive positioning and enterprise sales frameworks
  • Deliver  data-driven insights on enablement effectiveness, rep performance improvement, and pipeline acceleration
  • Define role-based competencies for AEs, CSMs, and AMs selling into Finance, Legal Ops, IT/Engineering, and Procurement buying centers across verticals

    • Launch Intelligence Product GTM

  • Own the Intelligence sales playbook: positioning, demo narrative, ROI models for our differentiated non-vector architecture
  • Train reps to sell multi-product solutions and navigate complex enterprise buying committees
  • Build competitive intelligence programs to maintain win rates in head-to-head trials

    • Ramp Velocity

  • Redesign onboarding as we rapidly scale (3-4/month through 2026) globally
  • Build certification tracks: Review (established), Intelligence (net new), enterprise deal mechanics

    • Intelligence Product Playbook (Outcome: Meaningful Intelligence ARR by EOY 2026)

  • Create GTM motion for our differentiated product
  • Train reps on multi-threaded enterprise sales: Legal Ops + IT/Engineering + Procurement
  • Build ROI models, discovery frameworks, and objection handling for 6-figure contracts

    • Scalable Content & Tools

  • Build content library providing customer-facing teams with resources at every buyer journey stage: talk tracks, battle cards, ROI calculators, case studies, demo environments
  • Drive integration of technology tools (Gong, Salesforce, enablement platforms) to capture insights and improve outcomes
  • Ensure scalability of initiatives while maintaining consistency across growing global team

    • Operational Rigor

  • Partner with RevOps to implement deal qualification frameworks (MEDDPICC, Command of the Message—you choose)
  • Build pipeline hygiene discipline (reps currently have 50-90 opps each)
  • Reduce trial inefficiency—reps spend disproportionate time in white-glove POCs

    • Define and Track Success Metrics

  • Track KPIs: certification completion rates, time-to-first-deal, ramp velocity, win rates, content usage, pipeline velocity, ASP increases
  • Measure enablement ROI through rep performance improvements, deal cycle reduction, and revenue impact
  • Lead quarterly business reviews (QBR) to ensure alignment of enablement efforts with overall revenue goals

    • What You Bring

  • 10+ years in  Sales Enablement and GTM strategy or Sales Leadership at B2B SaaS, including scaling to $100M+
  • Built 0→1 enablement at hypergrowth B2B SaaS ($10M→$100M+ scaling stage) focused for sellers serving primarily Enterprise segments
  • Solutions Engineer or AE/AM background  you’ve been in the seat before)
  • Owned and built enablement for new product launch
  • Demonstrably shortened ramp cycles at scale (you've hired/ramped 15+ AEs in 12 months)
  • Used AI tools to augment your workload - what 4 years ago took you + 2 coordinators you can now do solo in one third of the time 
  • Enterprise sales fluency: Fortune 500 buyers, 6-9 month cycles, $100K+ ACV deals, multiple decision makers
  • AI-native mindset: comfortable teaching LLM prompting, agentic workflows, AI-powered sales tools

    • Preferred:

  • Built sales academies, certification programs, or competency frameworks
  • Deep Gong/Salesforce/enablement platform expertise
  • Legal tech, vertical SaaS, or technical product sales experience

    • Profile we think will be successful:

  • Solutions Engineer or AE → Enablement progression (you understand technical sales)
  • Hypergrowth SaaS background
  • Storytelling + systems thinking (you build frameworks, not just slide decks)
  • Hands-on builder mentality (you ship fast, iterate based on data)

    • First 90 Days: What Success Looks Like

  • Month 1 (Foundation)
  • Audit enablement gaps: shadow 10+ sales calls, interview AE/CSM/leader, baseline metrics with RevOps
  • Ship Week 1 onboarding overhaul for AE cohort (4-6 new hires/month)
  • Establish foundation: understand current state (ramp time, win rates, pipeline health, forecast accuracy)

  • Month 2 (Build)
  • Launch Intelligence sales playbook v1.0 and run company SKO for 30+ GTM team
  • Launch Intelligence sales playbook v1.0 and run company SKO for 30+ GTM team
  • Establish operating rhythm monthly win/loss analysis, quarterly certifications

  • Month 3 (Scale)
  • Measure ramp improvement
  • Validate playbook effectiveness
  • Scale the function

  • Your Trajectory: This is the founding enablement hire with a path to VP as we scale from to 100+ GTM FTEs over the next two years

    • Additional Information

    FAQ:

    How far along are we?
    We launched in early access in 2023. Since then, we’ve had an incredible response from the market and are growing rapidly. We 6x'd in ARR in the last 12 months. Our clients include companies like Uber, Reddit, IBM, Canva, Pinterest, WordPress, and more. We're happy to share more details with candidates who go through our interview process.

    Is this a chill gig?
    Startups are very hard, especially if they’re growing fast. You’ll have a ton of responsibility, and there’s always an enormous amount of stuff to do. It’s hard work but the payoff is uncapped.

    Can I work remotely?
    We require candidates to work with us in-person 5 days a week in our San Francisco office.
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