Sales Acceleration Lead

Job Description

Reporting directly to the Director of Sales Enablement, the Sales Acceleration Lead will be the catalyst for dramatically reducing time-to-productivity for new hires while continuously sharpening the skills of our 350+ global sellers. As the Sales Acceleration Lead, you own the outcomes that matter most: getting new sellers to their first deal faster, helping tenured reps close bigger deals more consistently, and ensuring every seller develops the capabilities needed to hit quota and advance their career.

This role is laser-focused on acceleration—building and executing programs that measurably compress ramp time, increase win rates, and create sustained behavior change across the entire sales organization. You'll work closely with Sales Leadership, the Sales Onboarding & Development Lead, Product Marketing, and Revenue Operations to design learning experiences that translate directly into revenue performance.  If you're energized by seeing sellers succeed faster, measuring the impact of your programs through real performance metrics, and iterating rapidly based on what actually works in the field—this role is for you.

What You'll Do:

• Develop fast-start programs that get new sellers engaging prospects within their first 30 days and establish time-to-productivity benchmarks

• Support the building and launch of the “License to Sell” certification program, establishing competency frameworks aligned to MEDDPICC and Recorded Future's sales motion

• Create structured learning pathways in Highspot that progress sellers from foundational knowledge to advanced execution, with modular content for ongoing reinforcement

• Organize and deliver the 2026 enablement road show, including virtual training sessions, role-based workshops, and Sales Leadership Summits

• Design assessment mechanisms including knowledge checks, roleplay scenarios, and manager observations to validate seller readiness and certification completion

• Build manager enablement programs focused on coaching skills that reinforce License to Sell competencies and drive daily behavior change

• Coordinate sessions and other reinforcement activities that translate sales process best practices into daily sales behaviors and accelerate skill adoption

• Leverage Gong conversation intelligence to identify coaching opportunities, inform program design, and optimize seller performance

• Develop sales process materials and playbooks for selling with just-in-time learning assets that accelerate deal execution

• Integrate sales tools (Highspot, SFDC, Gong, Clari, Second Nature AI) into learning programs and provide ongoing training to maximize technology utilization

• Establish KPIs for sales acceleration including time-to-first-deal, ramp time, certification completion rates, and monitor through leading and lagging indicators

• Report on program impact to sales leadership with data-driven insights, collecting feedback from sellers and managers to continuously optimize enablement effectiveness

What You'll Bring:

• Results obsession with new hire ramp and seller development: You measure success by how quickly new sellers hit productivity and how consistently tenured sellers improve their performance

• Sales acumen and credibility: Deep understanding of B2B enterprise sales, qualification methodologies (MEDDPICC), and what separates high performers from average performers

• Program design and execution excellence: Proven ability to design learning programs that create measurable behavior change, not just knowledge transfer

• Analytical problem-solving: Data-driven approach to identifying performance gaps, testing solutions, and proving impact through metrics

• Project management capabilities: Ability to manage multiple concurrent initiatives with attention to detail, clear milestones, and stakeholder communication

• Stakeholder management: Experience collaborating with sales leaders, getting buy-in for programs, and managing expectations across the organization

• Strong presentation and facilitation skills: Comfortable delivering engaging training to groups of 5 or 500, with ability to read the room and adjust on the fly

• Bias toward action: You prototype and iterate rather than waiting for perfect, and you're comfortable learning from what doesn't work

Preferred Qualifications:

• Direct sales or sales management experience

• Experience with Gong, Highspot, and Clari

• Adult learning methodology knowledge: 

• Cybersecurity or threat intelligence domain knowledge

The base salary range for this full-time position is $127,500-$191,500 Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process.

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