Director of Sales Enablement

About Starburst Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in. Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence. Learn more at starburst.ai. About the Role Starburst is hiring a Head of Sales Enablement to own how our sellers ramp, learn, and execute — and to make sure that knowledge shows up as measurable productivity, not just completed training. This is a leadership role at the intersection of enablement, systems, and operations: you will set the enablement strategy and content standard for the sales organization, and you will partner directly with BizApps to get the right guidance, playbooks, and prompts embedded into the tools reps use every day, and with Field Operations to target enablement investment at the productivity gaps the data actually shows. You are the right fit if you have built enablement programs before and have gotten tired of them living in a content library that nobody opens mid-deal. We want someone who thinks of enablement as an operating system for seller behavior, delivered in the flow of work, and measured the same way the business measures everything else: ramp time, pipeline generation, conversion, and quota attainment. As a Director of Sales Enablement at Starburst, you will: • Enablement strategy and roadmap: define the onboarding/ramp program, ongoing skill development, sales methodology, and certification path for all customer-facing roles. • Partnership with BizApps: work jointly on the sales tech stack (CRM, sales engagement, enablement platform) so playbooks, battlecards, and next-best-action guidance are surfaced inside seller workflows rather than in a separate portal. • Partnership with Field Operations: use territory, pipeline, and productivity data from Field Ops to prioritize what gets built and to whom it's targeted, rather than running enablement as a one-size-fits-all calendar of sessions. • Seller productivity metrics: co-own a shared definition of seller productivity with BizApps and Field Ops (e.g., ramp-to-productivity time, activity-to-pipeline conversion, win rate by cohort) and report on it regularly to sales leadership. • Content and messaging governance: ensure playbooks, competitive positioning, and pitch materials stay current with product and market changes, in partnership with Product Marketing. • Manager enablement: equip frontline sales managers to reinforce and coach to the same standard, not just train individual reps. • Team leadership: hire, develop, and manage the enablement team, and manage the enablement budget and vendor relationships (LMS, enablement platform, content tools). • Program measurement: run a regular cadence of reviewing what's working, retiring what isn't, and tying every major enablement investment to a productivity or revenue outcome. Some of the things we look for: • 8+ years in sales enablement, sales productivity, or revenue/GTM operations in B2B SaaS, including 3+ years leading a team. • A track record of partnering with a systems/BizApps or Salesforce team to build workflows and guided selling into the CRM and sales engagement stack, not just producing content. • Comfort working from data: able to define productivity KPIs with Field Ops/RevOps, read a pipeline or ramp report, and adjust enablement priorities based on it. • Experience designing onboarding and certification programs for complex, technical, or platform-based sales motions. • Strong stakeholder management across sales leadership, marketing, product, and operations, with the credibility to say no to low-impact requests. • Hands-on experience with enablement and sales engagement platforms (e.g., Highspot, Seismic, Mindtickle, Gong, Outreach, Salesloft, or equivalents). • Experience in data, analytics, or infrastructure/platform sales is a plus given Starburst's technical buyer and seller audience. • Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs. Where is this position located? Boston Starburst is dedicated to maintaining fair and equitable compensation practices. The salary range provided for this role reflects the minimum and maximum targets for candidates across all U.S. locations and could be inclusive of variable compensation, such as commission or bonus. All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering. Actual compensation packages are determined based on relevant skills, experience, education and training, and specific work location. For more information, connect with the recruiting team or Hiring Manager during the process as they can provide more detailed information about the salary range. Pay Range $185,000—$225,000 USD Build your career at Starburst All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry – and the future. Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more. We are committed to fosterin