Manager, Revenue Enablement

ESO is seeking a Manager of Revenue Enablement whose primary mandate is RevTech utilization, adoption, and platform governance. This role owns the strategy, health, and measurable impact of our revenue enablement technology stack — including Highspot, Gong, and future platforms — ensuring every seller actively uses these tools in accordance with defined processes and that the organization can demonstrate clear value creation from its RevTech investment. Sitting within Revenue Operations, this role also serves as the connective tissue between Marketing, Sales, and RevOps, ensuring that every customer-facing seller has the knowledge, content, and tools required to engage buyers effectively and close with confidence.

The ideal candidate is an organized, data-literate enablement professional who thrives on building structure where ambiguity currently exists. You will own the single platform to organize, manage, and distribute sales content, training, and guidance—ensuring reps can easily find and use the most relevant, up-to-date materials. You will use AI to recommend next-best actions, surface high-impact content, and measure what works—helping teams improve win rates and sales productivity. You will integrate coaching and training for continuous learning that align sales teams with messaging and drive consistent execution. And you will triage and prioritize inbound enablement requests from sales and marketing stakeholders, to bring organization and a disciplined enablement execution rhythm to a team that is ready to scale.

Key Responsibilities:

RevTech Utilization & Platform Governance

• Own platform strategy, governance, and seller experience across Highspot, Gong, and future RevTech - this is the primary mandate of the role. Partner with Marketing Operations as the technical owner for administration, integrations, and support.
• Drive adoption, utilization, and process compliance across all enablement platforms.
• Proactively identify users who are not following established workflows and implement targeted interventions to bring utilization in line with expectations.
• Build an own frameworks that measure RevTech value creation -- connecting platform engagement data to sales productivity outcomes including win rate, ramp time, deal velocity, and content effectiveness. Use these frameworks to drive continuous, measurable improvement.
• Build automation workflows and AI-powered surfaces that push the right content and coaching signals to sellers at the right moment, reducing reliance on manual distribution.
• Produce and own cadenced RevTech performance reporting for GTM leadership - adoption curves, utilization by role and segment, and platform ROI narrative.

Intake & Request Management

• Serve as the single point of contact for all sales and revenue team requests related to enablement of content, collateral, and sales support materials.
• Build and manage a transparent intake and prioritization process that prevents ad hoc, last-minute requests from disrupting priority work.
• Triage requests and work closely with marketing to ensure that the teams are adequately covered and enabled to sell in the field.

Content Library & Knowledge Management

• Own the centralized sales enablement hub - tracking content usage, measuring effectiveness, ensuring content remains relevant and enabling users to most effectively work with the sales enablement hub (i.e. Highspot). Empower the field to find what they need when they need it.
• Establish and enforce version control processes, so sellers are always accessing the most accurate, up-to-date materials. Notify stakeholders for content refresh.
• Build automation workflows that surface the right material at the right time.
• Partner with Marketing to provide content impact analysis and field feedback (i.e. objections, deal friction, themes, content gaps, etc.) to ensure the content library reflects the most effective curated content.
• Connect content usage data to performance signals to identify gaps and prioritize updates.

Sales Communications & Internal Engagement

• Distribute timely and relevant information to the appropriate sales audiences.
• Own cadenced enablement emails, surfacing current topics, enablement hub adoption and performance metrics and other relevant material to support the needs of the GTM leadership.
• Work with GTM leadership on various enablement initiatives to support execution and enable the field appropriately, which will include assisting with the orchestration and coordination of strategic sales plays.

Enablement Strategy, Cross-Functional Alignment & Scope Boundaries:

• Partner with RevOps to align enablement content and programming by sales stage, buyer journey and persona with CRM stage data, pipeline analytics, and sales performance telemetry.
• Collaborate with Marketing to ensure clean handoffs of launch content, ensuring readiness for the field before new products or features go to market. Responsible for adoption tracking post-launch, and post-launch feedback loops that enable internal teams to learn and iterate quickly.
• In partnership with Sales Leadership, identify skill or knowledge gaps informed by performance data and recommend targeted enablement interventions.
• Support the broader "Precision Enablement" initiative by contributing to the development of data-driven learning paths tied to measurable sales outcomes. Manage and maintain solutions (.i.e. Coaching AI) for equipping managers wit the tools and coaching frameworks needed to provide reinforcement motions and drive consistent execution across teams.

Scope Boundaries

To protect the primary mandate of this role, the following activities are explicitly out of scope. This section is provided to prevent scope creep given the cross-functional nature of the position.

• Original content production. This role does not create marketing collateral, messaging frameworks, or campaign assets. Those remain owned by Marketing. This role distributes, measures, and governs content; it does not produce it.
• Unstructured ad hoc support. All requests must enter through the formal intake process. This role in a general-purpose support resource for Sales or Marketing. Requests that bypass intake are out of scope until they are formally prioritized.
• RevTech administration on behalf of Marketing Operations. Platform integration work technical system configuration remain under Marketing Operations ownership. This role role sets strategy, requirements, and governance; it escalates technical execution to the appropriate owner.

Qualifications:

Required:

• 4+ years of experience in sales enablement or revenue enablement, or a closely related go-to-market function.
• Demonstrated ability to build with cross-functional partners, including intake workflows, content libraries, knowledge management systems, or sales enablement hubs (i.e. Highspot).
• Strong project management skills with a track record of managing multiple concurrent requests and priorities without losing quality or responsiveness.
• Excellent collaborating with Sales, Marketing, and Product stakeholders in a fast-paced, cross-functional environment.
• Comfort working in or alongside a Revenue Operations structure, with familiarity with CRM platforms (Salesforce preferred).

Preferred

• Experience working in a b2b SaaS company, ideally in a vertical market or public safety/healthcare-adjacent space.
• Familiarity with sales enablement hubs or content management platforms (e.g., Highspot, Seismic, Showpad, or similar).
• Proficiency with tools commonly used in sales enablement material delivery (e.g. PowerPoint, Canva, or equivalent).
• Working knowldege of learning management systems (LMS) or on-demand learning platforms.
• Analytical mindset with experience using data to identify enablement gaps and prioritize investment.

How Success is Measured

In the first 90 days, the Manager of Revenue Enablement will be expected to:

• Establish a documented intake and prioritization process for all sales enablement requests.
• Develop and drive enablement improvements across existing sales play workstreams.
• Develop reporting to track adoption and overall performance of our newly implemented sales enablement hub.
• Conduct a full audit of the existing sales content library and produce a remediation plan for outdated or missing materials.
• Develop a clear content governance model with defined owners, update cadences, and seller-facing access points.
• Drive positively trending user adoption and utilization of our new sales enablement hub (i.e. HighSpot).
• Demonstrated contributions that enable teams to improve win rates, enhance productivity, shorten ramp times, accelerate deal cycles, and maximize launch adoption.

Ongoing success in this role will be measured by:

• RevTech platform utilization and adoption rates by role and segment - trending toward and sustaining defined utilization targets across Highspot, Gong, and active coaching tools.
• Demonstrated RevTech value creation: measurable correlation between platform engagement and seller perfromance outcomes (win rate, rtamp time, deal velocity, launch adoption).
• Reduction in ad-hoc, last-minute requests from Sellers and Sales leadership
• Sales Content library utilization, delivery and currency (% of materials current within defined refresh windows).
• Ability to track and measure content effectiveness, specifically how it relates to sales funnel metrics.
• Sales enablement content delivery effectiveness (i.e. use of AI and automation).
• Seller self-service adoption rates for content access.
• Stakeholder satisfaction across Sales, Marketing and RevOps.

Benefits & Perk

ESO offers a comprehensive suite of benefits to promote health and financial security for our employees and their families. For full-time employment you this includes:

Competitive health plans (medical, dental, & vision insurance)

• PTO (starting at 20 days) & 12 company holidays
• Volunteer Day (1 day)
• 401(k) with company match
• Telemedicine service provided by ESO
• Savings accounts (FSA, HSA, DCA)
• Employee Assistance Program (EAP)
• Annual health and wellness reimbursements
• Peace of mind benefits such as life insurance, disability insurance, and worksite benefits
• Paid parental leave, new child program, & flexible parental return-to-work options
• Casual office environments and unlimited office snacks and drinks

About ESO

ESO is a fast-paced, growing data, technology, and research company passionate about improving community health and safety through the power of data. We pioneer innovative, user-friendly software to meet the changing needs of today’s EMS agencies, fire departments, and hospitals. We’re small enough to be nimble and fun, but big enough to be a great place to work. We serve thousands of customers out of our six US offices and our Belfast, Northern Ireland office.

Are you ready to Make a Difference? At ESO, we believe in bringing your true self to work every single day. If you don’t match all the qualifications on the job description, we encourage you to apply anyway! We are looking for passionate, innovative, and authentic people to help drive our mission.

In the spirit of ESO’s mission to “Improve Community Health and Safety through the Power of Data,” and in accordance with ESO’s duty to provide and maintain a workplace that is free of known hazards, ESO requires all United States (US) employees to be fully vaccinated against COVID-19, regardless of if you work remotely or in-office unless a reasonable medical or religious accommodation is requested in a timely manner and approved. This policy will help safeguard the health of our employees and customers, as well as the community at large.

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