Revenue Enablement Director

Position Summary:

Harness is seeking a highly motivated and results-oriented Revenue Enablement Director to be the bridge between our complex technical product suite and our core go-to-market (GTM) execution.

You believe that great training doesn’t happen in a single bootcamp moment — it compounds over time. At Harness, you’ll own the full arc of how our sellers develop: from the energy of a live training session to the quiet, structural work of building reinforcement programs that show up in rep behavior weeks and months later. You bring presence in a room, instinct for curriculum design, and the organizational savvy to drive impact without always having direct authority.

Key Responsibilities: Program Management & Technical Expertise

Facilitation & Live Training (40%)

• Lead live training sessions with presence and credibility: new hire bootcamps, ongoing skill workshops, objection-handling labs, and deal reviews.
• Run the room — not just the slides. Reps leave your sessions feeling challenged, not lectured.
• Own approximately 7 weeks of formal facilitation per year, concentrated around bootcamps and key sales events.

New Hire Onboarding & Ramp

• Own a meaningful portion of how new AEs and SEs come up to speed at Harness.
• Shape the full experience: sequencing, pacing, reinforcement activities. The goal is reps who leave onboarding ready to execute, not just informed.

Post-Ramp Continuous Development

• Own the program that picks up where onboarding leaves off. Right now, reps exit our intermediate session at months 3–4 and get nothing structured after that. You’ll fix that.
• Design and run a cohesive intermediate and ongoing development program that meets reps at their actual stage — not just at the beginning.
• Build reinforcement programs around Command of the Message and other core skills so that what’s taught in bootcamp doesn’t atrophy in the field.

Sales Skill Coaching & Reinforcement

• Identify skill gaps through call reviews, rep feedback, and sales leader input.
• Turn those gaps into targeted, recurring coaching programs across discovery, multithreading, value negotiation, and competitive positioning.
• Build the coaching guides and tools that help managers reinforce skills day-to-day — not just rely on the next training event.

Sales Leadership Development

• Partner with our CRO and sales leadership to extend and reinforce the leadership development program that currently exists as a single, impactful week with no follow-through.
• Build the cadence, content, and reinforcement infrastructure that makes leadership development a continuous program rather than a one-time event.

Content, Curriculum & Best Practices

• Build and maintain a “best of” library: curated calls, emails, talk tracks, and winning behaviors captured from top performers and made accessible to the whole team.
• Develop the materials that power your facilitation: playbooks, role-play frameworks, certification rubrics, and e-learning modules.
• Own the underlying curriculum and keep it sharp as Harness’s market and messaging evolves.

Team Contribution

• Enablement at Harness is a team sport. You pick things up without being asked and make the team better just by being on it.

Required Skills & Experience

• High EQ and strong organizational savvy. You know how to build trust, influence without direct authority, and navigate a matrixed organization where stakeholders are senior and access is earned.
• Natural command presence. You hold a room, make reps feel challenged rather than lectured, and handle pushback without getting rattled.
• Curriculum instinct. You can identify a skill gap and translate it into a program — not just a one-off session. You think in terms of sequencing, reinforcement, and behavior change over time.
• Some experience in a quota-carrying AE or SE role in B2B SaaS. You understand the sales motion you’ll be teaching, and reps will feel that credibility.
• Some experience training, mentoring, or coaching peers — even informally as a senior rep, ramp buddy, or team lead.
• Genuine curiosity and eagerness to learn Harness’s platform, GTM motion, and competitive landscape. This isn’t a role for someone who feels like they’ve already figured it all out.
• A collaborative, low-ego approach. You contribute beyond your job description and raise the bar for the team around you

Preferred Qualifications

• Previous enablement, training, or L&D role.
• Experience selling in DevOps, platform engineering, or cloud-native. Familiarity with the technical buyer profile is an advantage.
• Fluency in a sales methodology like MEDDPICC or Command of the Message.
• Experience designing multi-stage or lifecycle learning programs, not just standalone training events.

Location

• This role is remote, but ~40% travel is required.

What You Will Have at Harness

• Experience building a transformative product
• End-to-end ownership of your projects
• Competitive salary
• Comprehensive healthcare benefit
• Flexible work schedule
• Quarterly Harness TGIF-Off / 4 days
• Paid Time Off and Parental Leave
• Monthly, quarterly, and annual social and team building events
• Monthly internet reimbursement