Head of Sales Enablement

Company Overview: At Panopto, we are driven by a powerful purpose: to be the leader in visual and audio-based learning. We do this by empowering learners with interactive video and by obsessively understanding our users' goals and delivering solutions that truly matter. Backed by a leading private equity firm, we are a team of approximately 200 professionals dedicated to doing the most impactful work of our careers.
To promote Panopto's growth and expansion, we seek an experienced Sales Enablement leader to drive the execution of sales enablement for our Account Executives and Sales Development Representatives.
Position Overview: 
We’re seeking a strategic, hands-on Head of Sales Enablement who will be an important driver of enablement strategy across Panopto’s global sales organization. While this is an individual contributor role, it requires an executive-level leader who can build and lead a comprehensive sales enablement strategy.
Reporting to the COO as part of the GTM Operations function, this role will will lead onboarding, training, and continuous development of our AE new business, channel, account & customer management and SDR teams, design and deliver enablement programs that accelerate productivity, align to our ICP and pipeline strategy, and drive measurable outcomes in win rates, deal velocity, and sales effectiveness.
You will partner closely with the SVP Sales & Strategy and  SVP Customer Experience and our functional leaders in Sales, Marketing, Product, and RevOps to ensure our GTM teams know what to sell, who to sell to, how to sell it—and why it matters.
How you’ll Contribute...

In this role, you will:

• Enablement Strategy and Leadership
• Build and lead a scalable enablement strategy aligned to Panopto’s GTM and growth goals.
• Translate ICP strategy and product positioning into practical sales guidance and success metrics.
• Act as the connective tissue between GTM, Product, and Marketing—ensuring message alignment and readiness.


• Onboarding, Ramping and Training
• Design and deliver onboarding programs that reduce AE/SDR ramp time and improve time-to-first-deal.
• Launch role-based, ongoing training that evolves with the business—product knowledge, competitive positioning, and sales plays.
• Drive adoption of methodologies that support pipeline growth and movement.


• Product Launch Enablement
• Design and lead enablement for new product and feature launches, ensuring sales teams receive timely training, playbooks, demos, and customer value messaging, along with clear assessments to validate skill mastery and readiness.
• Translate complex product capabilities into clear, compelling customer use cases and sales strategies.


• Tools and Resources Development
• Oversee the creation of sales playbooks, competitive battle cards, and other enablement materials.
• Optimize the use of sales tools, such as CRM and analytics platforms, to improve productivity and decision-making.
• Ensure consistent communication and alignment across sales, marketing, and product teams.


• Performance and Analytics
• Develop metrics to assess the impact of enablement initiatives on sales performance.
• Regularly analyze and report on enablement program effectiveness to the COO, CRO, and ELT; using insights to refine strategies.
• Provide targeted coaching and resources to individual sales reps based on performance data, ensuring underperforming reps receive personalized support.


• Collaboration & Influence Across Teams
• Collaborate with Marketing to align campaigns and content with field readiness.
• Influence Sales and Product stakeholders to embed enablement in GTM planning cycles.
• Serve as a key contributor in GTM strategy conversations with the COO and CRO.
• Foster collaboration between global and regional sales teams to share best practices and ensure consistency.

Required Qualifications:

• Bachelor’s degree in Business, Marketing, Communications, or related field (MBA preferred).
• 7+ years of experience in sales enablement, training, or related fields, with 3+ years in a leadership capacity.
• Demonstrated ability to design and lead global enablement programs that drive measurable sales results.
• Expertise in enablement tools and sales technologies (CRM, LMS, analytics, and sales engagement platforms).
• Strong analytical skills; comfortable developing metrics, dashboards, and ROI reporting for executive audiences.
• Proven success building enablement content and resources (playbooks, battle cards, competitive guides, etc.).
• Outstanding facilitation, communication, and storytelling skill