Job Description

Client: Our Client

Position: Head of Sales Enablement

Our Client is hiring their first Head of Sales Enablement — a senior player-coach to stand up the function from zero and own it globally. This is a builder seat for someone who's done it before: designing the program, running it hands-on, coaching a direct report from day one, and hiring the team underneath them as the revenue org scales.

About: Our Client is an AI-native legal tech platform built for General Counsel, Chief Legal Officers, and Legal Ops teams. The product ships weekly, the competitive landscape moves even faster, and the GTM team is expanding globally across New York, Edinburgh, Spain, Amsterdam, and Germany. It's a fast, ambitious company where enablement is treated as a revenue lever — not a training function.

About the Role: You'll report directly to the CRO with a dotted line to the Head of Pre-Sales Legal Engineering. On day one you'll inherit one direct report in Edinburgh and have full runway to build the team from there. The mandate is simple: make the entire revenue org sharper, fast. AEs are being hired now, the product is shipping weekly, and every week of unbuilt ramp costs revenue. You'll be designing the program, running it hands-on, coaching a team, and translating a deeply technical product into language that lands with sophisticated legal buyers.

This isn't a sales-methodology seat. Our Client wants a product-oriented enablement leader who can get inside complex software quickly, run an "A+" demo themselves, and coach AEs to sound credible in front of GCs, CLOs, and Legal Ops buyers. Player, coach, builder, manager — all four.

Duties and Responsibilities:

AE Onboarding & Ramp

• Design the global onboarding program from scratch for new AEs across ENT, MM, and SMB — shadowing deals, interviewing top performers, and learning the product deeply before building
• Build segment-specific ramp tracks with clear milestones and a time-to-ramp metric the CRO will watch closely
• Launch a certification program AEs must pass before running a solo demo or live trial
• Partner with team leads to flag at-risk new hires early and intervene

Product & Competitive Expertise — "The Product Bridge"

• Own the translation layer between Product/Engineering and Sales — attend product reviews, build relationships with PMs and engineers, and turn every meaningful release into clear seller guidance within 48 hours
• Run the competitive intelligence program: battlecards, win/loss analysis, objection frameworks, and positioning guides that are current and actually used
• Keep AEs fluent on what changed, what it means for how they sell, and what to say when a prospect names a competitor

Demo Excellence & Trial Execution

• Own the demo environment in partnership with Pre-Sales Legal Engineering; set the bar for what an "A+" use-case-specific demo looks like
• Raise the baseline AE capability so more deals run without SE support
• Own the trial playbook end-to-end: scoping, success-criteria-setting with the buyer, mid-trial check-ins, and conversion
• Track trial conversion rates by AE, segment, and region — then feed the data back into training

Content & Materials

• Maintain a single source of truth for all sales collateral — decks, one-pagers, ROI calculators, case studies, email sequences, and legal-buyer-specific messaging
• Partner closely with Product Marketing on messaging, positioning, and content freshness
• Keep materials current, segment-specific, and findable

Coaching Infrastructure

• Build a call review and coaching cadence with team leads
• Define the skill framework for each AE level and segment
• Run quarterly skills clinics on the highest-leverage topics: legal buyer discovery, demo delivery, competitive handling, trial management
• Use data — call recordings, win/loss, ramp velocity — to decide where to focus

People Management & Team Building

• Manage the Edinburgh-based direct report from day one — set priorities, coach, and develop
• Define the enablement team's operating model, rituals, and success metrics
• Hire additional enablement team members over time as the function grows
• Represent enablement at the revenue leadership table

Qualifications:

Must-have

• Has built an enablement program/function from scratch at a fast-scaling company — you've interviewed top performers, shadowed deals, and written the playbook yourself
• Has managed at least one enablement direct report before; knows how to coach enablement talent, not just AEs
• Strong product instincts — you can get inside complex software quickly and explain it credibly to engineers and non-technical buyers alike
• Can run a demo yourself (working requirement, not nice-to-have)
• Demonstrated ability to teach AEs to run outcome-oriented, feature-fluent conversations — not script-reading, not feature-dumping
• Strong coaching and teaching instincts with visible evidence of leveling up AEs
• Data-driven on the right metrics (time-to-ramp, certification completion, trial conversion, quota attainment lift) without being paralyzed by imperfect data
• Able to operate across Product, Engineering, Marketing, and Sales without losing footing
• Clear, concise writer
• Bias toward doing over planning; thrives in ambiguity

Strongly preferred

• Experience enabling AEs selling to General Counsel, Chief Legal Officers, or Legal Ops — or adjacent sophisticated buyers in compliance / RegTech
• Background at a legal tech, RegTech, or compliance SaaS company
• Experience with AI-native products where the competitive landscape moves weekly
• Experience enabling a mid-market-heavy sales motion
• Experience managing a distributed team across time zones

Mindset

• Player / coach / manager — hands dirty while developing the people around you
• Builder — comfortable with no systems, no templates, no playbook on day one
• Moves fast; treats enablement as a revenue lever, not an activity function

Additional Information: This role is based in New York, NY on a hybrid schedule. Expect ~20% travel for EMEA team visits, QBRs, and key deal support. Must be authorized to work in the U.S.; no visa sponsorship is available for this role.