Senior Manager, Sales Enablement

About the Company

Acceldata is a leading enterprise data observability company founded in 2018 and supported by investors such as Insight Partners, March Capital, Lightspeed, Sorenson Ventures, Industry Ventures, and Emergent Ventures. Headquartered in Silicon Valley, the company delivers a SaaS platform that helps large organizations make data reliable, trusted, and ready for critical use cases like AI, LLMs, analytics, and DataOps.

The platform is used by major global brands including HPE, HSBC, Visa, Freddie Mac, Manulife, Workday, Oracle, PubMatic, PhonePe (Walmart), Hershey’s, and Dun & Bradstreet.

Role Overview

This position reports to the Sr. Director, Revenue Strategy & Operations and is responsible for improving the effectiveness of Acceldata’s global field teams. The role focuses on enabling Sales, Sales Engineering, Customer Success, Services, Support, and Partner teams to understand the company’s offerings, present them clearly, and navigate complex enterprise deals.

The hire will build the sales enablement function from the ground up, including onboarding, recurring training, certification, and readiness programs designed to reduce ramp time and improve win rates. The role is based in the Eastern Time Zone.

You will own rep-facing training and readiness, while marketing’s content enablement team handles external and top-of-funnel content. Your job is to convert that material into practical field training, coaching, and certification. You will collaborate with Sales leadership, Product, and the Field CTO team to ensure every rep can communicate value effectively through the full sales cycle.

Success in this role will be measured through outcomes such as faster ramp, shorter sales cycles, stronger conversion rates, and quicker readiness for new products. You will work with Revenue Operations to track these metrics and continuously improve the programs.

Why This Role Matters

Acceldata is expanding its product portfolio and field organization, making sales effectiveness one of the company’s most important growth levers. Since there is currently no dedicated sales enablement function, this role will establish and shape it.

A strong enablement program should directly improve business results by helping reps ramp faster, sell more effectively, and move deals through the pipeline more quickly. This is a build-from-scratch opportunity for someone who wants their work to be judged by measurable field performance.

Responsibilities

• Lead onboarding for every new hire across Sales, Sales Engineering, Customer Success, Professional Services, Support, and Partner teams during their first two to three months, and own their path to productivity.
• Create a ramp program and certification path that shortens the time from hire date to first new business close, with clear milestones and readiness benchmarks.
• Ensure new team members quickly gain a strong understanding of the product set, market, buyers, and the company’s winning approach.
• Monitor ramp duration and time to first deal, then continuously refine the program based on those results.
• Design an ongoing enablement rhythm that includes skills development, call coaching, role-play practice, and certification.
• Introduce a sales methodology and supporting playbooks, and drive adoption in live opportunities.
• Build the enablement infrastructure from the ground up, including the platform, certification process, and central content repository.
• Partner with Revenue Operations to connect enablement efforts to conversion rates and sales-cycle length, and adjust programs based on the data.
• Work with Product and the Field CTO team to help reps understand product value, position solutions effectively, and deliver strong demos.
• Own field readiness for product launches so the sales team can sell new offerings on day one and accelerate time to market.
• Develop demo certification and value-selling capabilities together with the SE and Field CTO organizations.
• Transform marketing’s product and positioning materials into practical training content for customer-facing teams.

Requirements

• At least 10 years of experience in sales enablement, or in a seller or sales engineering role that transitioned into enablement, within SaaS or enterprise software.
• Proven success creating onboarding and enablement programs that reduce ramp time and improve win rates.
• Ability to build a function from the beginning rather than only manage an existing one.
• Strong understanding of enterprise sales processes, complex deal execution, and effective selling methods.
• Solid technical understanding of open-source ecosystems such as Apache, containers, Kubernetes, SaaS, enterprise sales, and data infrastructure built on open source, with enough product fluency to train technical audiences.
• Practical experience using AI tools to build enablement content, programs, and workflows, and to coach sellers on using AI in daily work.
• Strong coaching, facilitation, and influence skills that help reps improve.
• Ability to collaborate across Sales, Product, Field CTO, and Revenue Operations without direct authority.
• Comfort using metrics to evaluate work and link efforts to ramp, conversion, and sales-cycle performance.
• Clear communication style and a pace-driven, accountable, field-first mindset.

Bonus Experience

• Prior enablement experience in data, analytics, AI, or open-source enterprise products.
• Background as a quota carrier or sales engineer.
• Experience supporting partner or channel teams.
• Hands-on use of sales methodologies such as MEDDICC, Challenger, or Command of the Message.

Equal Opportunity and Workplace Values

Acceldata is committed to fair employment practices and does not discriminate based on job history, disability, gender identity, religion, race, color, caste, marital or parental status, veteran status, or other protected characteristics. The company aims to maintain an inclusive workplace for people from all backgrounds, provided they fit the role’s requirements.

The organization emphasizes an innovative, boundary-pushing culture where continuous learning and personal growth are encouraged.

Benefits and Perks

• Flexible PTO plan.
• Health, dental, and vision coverage with up to 100% employer-paid benefits for selected plans.
• Discounts and vendor offers available through the company’s PEO.
• Apple Mac equipment provided.
• Opportunity to join the team credited with coining the term “Data Observability.”

Hiring Process Note

The company may use artificial intelligence tools to assist with parts of the hiring process, such as reviewing applications, analyzing resumes, and identifying possible inconsistencies or verification signals. These tools support the recruitment team but do not replace human judgment. Final hiring decisions are made by people. Applicants may contact the company for more information about how data is processed.