Head of Revenue Enablement at Zenity

New York, New York, United States -

Full Time

Start Date

Immediate

Expiry Date

21 Sep, 26

Salary

295000.0

Posted On

23 Jun, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Revenue Enablement, Sales Enablement, Cybersecurity Knowledge, Command of the Message, MEDDPICC, Onboarding Design, Certification Modeling, Content Strategy, GTM Tech Stack Management, AI-Native Learning, Cross-functional Leadership, Sales Coaching, KPI Tracking, Commercial Literacy, Playbook Development, Customer Journey Mapping

Industry

Computer and Network Security

Description

About the Role & Hiring Manager I joined Zenity because the market moment is unlike anything I've seen in my career. Enterprises are pushing to accelerate the use of AI to speed innovation and moving fast to shorten sales cycles. Fortune 1000 CEOs are mandating agentic AI deployment at scale. Gartner just named Zenity the vendor to beat in agentic AI security. This is a category-defining opportunity, and I wanted to be in the seat when it tips. As a leader, I value ownership, collaboration, and high standards. Our team operates with urgency and I expect real accountability, proactive communication, and a relentless customer-first mindset. I don't want people waiting to be told what to fix. I want people who see the signal before I do and come with a plan. The Head of Revenue Enablement is the architect and operator of Zenity's revenue excellence operating system — spanning the entire customer journey, pre-sale and post-sale. You will own the strategy, structure, cadence, and execution of how our customer-facing teams learn, certify, and apply knowledge in real deals. You will report directly to the Head of Sales and sit on the sales leadership team as a trusted operating partner. You will partner deeply with Product Marketing, Product, Customer Success, RevOps, the OCTO team, and our AI GTM function to make every AE, SE, Partner Manager, and CSM faster, sharper, and more customer-trusted than they were yesterday. This is not a content librarian role. This is not an LMS-administrator role. This is a behavior-change role at a company defining a new market — and we are explicitly looking for someone who wants to move beyond legacy approaches and build a modern, AI-led learning organization from the ground up. About Zenity Zenity is the leader in AI Agent Security and the first company to bring an agent-centric security platform to market. As enterprises accelerate AI agent adoption, we are establishing the security framework for how AI agents are secured and governed at enterprise scale. We deliver full-lifecycle visibility, governance, detection, prevention, and response for AI agents from build time to runtime, across SaaS, home-grown platforms, and end-user devices. Backed by $55M+ in funding, including a $38M Series B with strategic investment from Microsoft’s M12, Zenity is trusted by Fortune 500 enterprises globally. Join us in shaping how AI agents are secured at enterprise scale. What You’ll Do Training, Onboarding & Certification Design and operate the new-hire onboard and ramp program for AEs, SEs, Partner Managers, and CSMs — built to compress time-to-productivity by 25–35% versus today Own the 30/60/90 ramp curriculum: Foundation → Absorb → Apply → Graduate, with measurable gates at each stage (Foundation Cert, Persona Cert, Demo Cert, Graduation Cert) Run the certification model — certification at Zenity is earned by appropriately applying the behavior in real customer pursuits multiple times, not by passing a quiz; you will define the rubric, the evidence, and the cadence Operate quarterly recertification cycles for the full field so messaging, use cases, market knowledge, and competitive posture stay sharp Playbooks & Content Own the full library of customer-facing and partner-facing content — pitch decks, battlecards, use-case plays, discovery banks, objection handlers, customer stories, demo scripts, tech-win libraries, RFI/RFP templates, and partner co-sell assets Run content as a system: every asset has a named owner, a refresh cadence, and an expiration date; stale content is retired, not republished Hold cross-functional SLAs with PMM, Product, Customer Marketing, CS, and OCTO so the content engine never stalls — even when the market moves faster than the content cycle Ship imperfect content fast — a sharp v1 in 48 hours beats a polished v3 in three weeks; you will set the standard for shipping fast and revising in the open Tech Stack Adoption Own the GTM tech stack from an adoption and effectiveness standpoint — Gong, HubSpot, and any AI agents we deploy Define what good usage looks like, instrument it, coach to it, and retire tools that do not earn their seat Make sure every tool a customer-facing rep touches makes them faster — never slower AI-Native Knowledge Engine In partnership with the AI GTM team, build and operate the Zenity Knowledge Engine — an AI-powered hub where every piece of enablement, content, and competitive intelligence is queryable in real time, in the deal, when the team needs it most Stand up the agent-led enablement layer: Account, Call Prep, Battlecard, Story, Win/Loss, Forecast Risk, Demo Recommender, and Audible Coach — replacing the traditional LMS Define how reps interact with the Knowledge Engine inside their daily workflow — pre-call, mid-call, post-call, weekly forecast, win/loss debrief Treat Knowledge Engine adoption as a leading KPI, not a vanity metric; non-use is a coaching conversation Cadence, Structure & Execution Own the weekly, monthly, and quarterly enablement heartbeat — Audible Drills, Win Plan reviews, Win/Loss Lab, Deep Dives, Roadmap Briefings, Manager Forums, QBR Sales Excellence Reviews Build learning journeys that are multi-layered and consistent — daily nudges, weekly drills, monthly deep dives, quarterly recerts — so reps absorb the right knowledge in the right format at the right moment Coach the coaches; the Manager Forum is yours; RDs are co-owners of behavior change, not bystanders How You Will Be Measured: We measure enablement on three primary KPIs and a set of supporting indicators. If it is not measured weekly, it is not real. Primary KPI 1: Time to Productivity (ramp) Time-to-first-pipeline and time-to-first-deal. Targeting 25–40% compression versus today's baseline. Primary KPI 2: Content Utilization tied to deal progression Not downloads or views — evidence that the knowledge translated into deal movement (S0→S1, S1→S3, S3→Closed Won). Primary KPI 3: Quota Attainment The percentage of customer-facing reps hitting plan, and how that percentage moves quarter over quarter as a function of your operating system. Supporting indicators: MEDDPICC completeness, Multi-Thread Index at S3, message consistency (measured in Gong), Knowledge Engine adoption, certification pass and recert rates, and forecast accuracy. Requirements Who You Are: Built and scaled a revenue or sales enablement function inside a high-growth tech startup — ideally from Series B through later-stage scale Cybersecurity industry knowledge — you understand the buyer (CISO, security architect, AppSec, GRC, IT, AppDev, LOB), the deal motion, and the competitive landscape; AI security or adjacent emerging-category experience is a strong plus Fluent in Command of the Message and MEDDPICC — you have implemented both, coached managers to coach to them, and measured the behavior change they produce Owned the full customer journey — pre-sale and post-sale — and have built enablement programs for AEs, SEs, CSMs, and partner teams Led cross-functional partnerships with Product Marketing, Product, RevOps, Customer Marketing, and Customer Success — and held those partners to SLAs, not aspirations How You Operate: Adaptive — this is not a static market; you are comfortable shipping a sharp v1 today and revising tomorrow AI-native — you see modern enablement as agent-led, in-the-moment, and queryable, not as an LMS, a quarterly bootcamp, or a Confluence page A builder, not an administrator — you measure your work in behavior changed and deals progressed, not slides shipped A coach — you can sit next to a rep, listen to a discovery call, and give them an audible they can use tomorrow Commercially literate — you can read a forecast, spot a hygiene problem, and translate it into a content or coaching intervention Urgent by discipline — you hold the bar on quality, but you do not let the perfect become the enemy of in-the-deal Interview Process Our interview process is designed to be transparent, conversational, and focused on real-world experience. Recruiter Screen (30-45 minutes) – Zoom Interview to learn more about Zenity, the role, and how we work. Hiring Manager Interview (45–60 minutes) — A deep conversation about your experience building and running revenue enablement Cross-functional Interview (45 minutes) — Meet key GTM stakeholders Executive Interview (30–45 minutes) — A conversation with senior leadership CEO Interview (45 minutes) – In-person or Zoom conversation with the CEO to discuss working style, expectations, and partnership alignment. Zenity is proud to be an equal opportunity employer. We enable enterprises to adopt AI agents securely and at scale, and that starts with building a team that reflects a wide range of perspectives and experiences. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, age, veteran status, or any other protected characteristic. We’re committed to creating an inclusive environment where talented people can do their best work, securely, confidently, and with impact. Compensation The expected OTE range for this role is $275,000-295,000 depending on experience, skills, and location. In addition to base compensation, this role is eligible for equity and performance-based incentives tied to productivity and revenue outcomes.

Responsibilities

The Head of Revenue Enablement will architect and operate the revenue excellence system across the entire customer journey, focusing on behavior change and AI-led learning. They will own the strategy for onboarding, certification, content libraries, and the adoption of the GTM tech stack to compress time-to-productivity.