Design and deliver a structured ramp program for new SEs including covering platform depth, demo certification, discovery methodology, and technical objection handling. Track ramp KPIs and iterate to accelerate time-to-readiness.
Drive Ongoing Technical Readiness
Build and maintain a continuous learning program that keeps SEs sharp as the product evolves. Partner with Product and PMM to operationalize new releases, competitive shifts, and messaging updates into field-ready training.
Build and Maintain SE Certifications
Own the SE certification framework including demo quality, technical discovery, and RFx readiness. Run bi-annual refreshes in partnership with SE leadership and use AI roleplay tools (e.g. LetterAI) to scale practice and coaching.
Enable Competitive & Vertical Depth
Develop programs that arm SEs with the technical differentiation, industry context, and ERP/integration knowledge (e.g. SAP) needed to win in enterprise deals.
Leverage Data to Improve Performance
Use Gong call intelligence, competency assessments, and win/loss data to identify gaps in technical delivery, narrative quality, and demo effectiveness then build targeted interventions to close those gaps.
Partner Cross-Functionally
Act as the connective tissue between SE leadership, PMM, Product, and RevOps to ensure SE enablement is tightly aligned with GTM strategy, product launches, and competitive priorities.
Track leading indicators (demo certification pass rates, call quality scores, competitive win rates, early-stage conversion) and lagging indicators (win rate, deal velocity, ACV) to demonstrate enablement impact.