Sales Enablement Lead

About Us

Endor Labs is building the Application Security platform for the software development revolution. Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter. Endor Labs solves this challenge by building a call graph of your entire software estate - enabling teams to clearly identify, prioritize, and fix critical risks faster.

Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting-edge Bazel Monorepos. Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures.

About the Role

We're hiring a Sales Enablement Leader to build the programs, content, and coaching that turn our sellers into a world-class revenue team. You'll own the end-to-end enablement strategy, from onboarding new hires to sharpening tenured reps, and partner closely with Sales, Marketing, Product, and RevOps to make sure every customer-facing conversation is crisp, consistent, and closes.

This is a high-ownership role for someone who loves the intersection of strategy and execution: one day you're analyzing win/loss data to redesign our discovery motion, the next you're on a Zoom coaching an AE through a stalled deal.

How You’ll Make an Impact

• Own sales onboarding. Design and continuously improve a ramp program that gets new AEs, SDRs, and CSMs to productivity faster. Build milestone-based certifications so managers know exactly where each rep stands.
• Execute the playbook. Maintain the source of truth for how we sell and refine as the business grows - pitch decks, discovery frameworks, objection-handling guides, competitive battle cards, ROI calculators, and email sequences.
• Drive ongoing skill development. Run weekly or monthly enablement sessions, role-play workshops, and deal reviews. Partner with managers to turn coaching from an afterthought into a habit.
• Launch new products and plays. Translate product launches, pricing changes, and messaging shifts into training, assets, and field readiness so reps are confident and customers hear one voice.
• Measure what matters. Define enablement KPIs (ramp time, quota attainment, win rates, content usage, message adherence) and report on them to leadership. Use the data to iterate.
• Enhance the enablement tech stack. Partner with RevOps and IT to optimize our tools to make content easy to find and insights easy to act on.
• Be the glue. Translate between Product Marketing's positioning, Product's roadmap, RevOps' data, and Sales' reality on the ground.

What You'll Bring To The Table

• 5+ years in sales enablement, sales training, sales operations, or a quota-carrying sales role ideally in B2B SaaS
• Demonstrated track record of designing and running enablement programs that moved a measurable needle (ramp time, win rate, attainment, etc.)
• Ability to teach and operationalize the core components of our playbook, including Pipeline Generation (PG) motions, Value Pyramids, the 3 Whys (Why Anything / Why Endor / Why Now), MEDDPICC, discovery and qualification frameworks, mutual action plans, and executive-level narrative selling, with the credibility to coach reps on applying them in live deals
• Strong facilitation and presentation skills: you can hold a room of skeptical sellers
• Comfort with data: you can pull a Salesforce report, read a Gong dashboard, and form a point of view
• Excellent writing skills

Nice to Have

• Experience enabling a team through a product launch, pricing change, or segment expansion
• Fluency with modern sales methodologies (i.e., Command of the Message)
• Instructional design background or formal training certification
• Prior experience carrying a sales quota yourself

What Success Looks Like

• First 30 days: You've listened in on 15+ sales calls, met every AE and manager, audited our current enablement content, and identified the top 3 gaps.
• First 90 days: You've shipped a revamped onboarding program, launched a weekly enablement cadence, and rolled out one high-leverage play (a competitive battle card, a new discovery framework, or a refreshed pitch).
• First year: Ramp time for new reps has measurably dropped, win rates on target segments are up, and managers are running consistent coaching rhythms that you helped install.

Why Endor Labs?

We're building at the intersection of developer productivity and security - one of the fastest-growing spaces in software. Our dev-loved platform has real ROI, strong momentum, and customers who care about doing things right.

At Endor Labs, we think big, start small, and learn fast. We take ownership, move with purpose, and always start with the customer's success. We debate with data, make the complex simple, and challenge each other with kindness and candor. We celebrate wins, learn from misses, and have fun along the way - because when our customers win, we all win.

 

Endor Labs is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here