Revenue Enablement Manager

Overview

You're building the enablement function from scratch at Equals Money, a fintech selling multi-currency business accounts, spend management software, and international payment solutions. You'll create onboarding programs, sales playbooks, and ongoing training for Sales and CS teams. You report to the SVP Commercial and work closely with the Head of Sales to turn GTM strategy into repeatable execution.

Role Snapshot

Company Context

Stage: Growth stage (388 employees, hiring aggressively)

Size: 388 employees

Growth: Building out GTM/Rev Ops function, multiple new roles incoming

Market Position: Competing in crowded fintech spend management space against players like Revolut Business, Brex, and traditional FX providers

GTM Reality

Pipeline Sources:

• Mix of inbound (businesses searching for multi-currency solutions) and outbound (targeting e-commerce, SaaS, travel companies)
• Integrations with Xero and SAP Concur likely drive some partnership leads

Team Structure: Sales and Customer Success teams you'll be enabling - exact size unknown but growing

Tech Stack: You'll drive adoption of CRM, sales tools, and the company's integrations (Xero, SAP Concur mentioned)

What You'll Actually Do

Time Breakdown

Content Creation (35%) | Training Delivery (25%) | Stakeholder Management (20%) | Measurement (20%)

Key Activities

• Building onboarding programs: Create structured 30/60/90 day plans for new Sales and CS hires. You're starting from scratch, so you'll shadow reps, record calls, and document what actually works vs what leadership thinks works.
• Writing playbooks and battle cards: Document the sales process, competitive positioning against Revolut/Brex, objection handling for "we already use our bank for FX", and discovery frameworks for different buyer types (e-commerce vs SaaS vs travel).
• Running training sessions: Weekly or bi-weekly sessions on new features, competitive updates, messaging changes. You'll present to groups of 10-30 people who've heard it all before and are skeptical of "best practices."
• Partnering with Marketing: Translate their content into seller-usable assets. Marketing creates case studies and one-pagers, you turn them into talk tracks and demo snippets reps actually use.
• Driving tech stack adoption: Get reps to actually log activities in CRM, use the new sales engagement platform correctly, and follow the process. Expect resistance and shortcuts.
• Measuring everything: Track ramp time for new hires, win rates by segment, content usage, training attendance. Build dashboards in whatever BI tool they use. Prove your programs work or adjust them.

The Honest Reality

What's Hard

• You're building from zero: There are no existing programs to improve - you're creating everything from scratch. This means lots of ambiguity and "figure it out" moments.
• Reps don't always want enablement: Experienced sellers think they don't need training. Getting buy-in requires proving value fast and not wasting their time with generic fluff.
• You're in the middle: Sales wants quick wins and tactical help. Marketing wants strategic alignment. Leadership wants measurable ROI. Rev Ops wants process compliance. You're balancing all of them.
• Fintech is competitive and complex: You need to learn multi-currency accounts, FX rates, compliance requirements, international payments, and spend management software well enough to train others on it.
• Resources are finite: You're one person. You can't build everything at once, so prioritization is constant.

What Success Looks Like

• New reps hit quota 30% faster after your onboarding program launches
• Win rates improve in specific segments after competitive training
• Sales leadership stops getting pinged with basic questions because playbooks exist
• Reps actually use the content you create (track it in CRM and sales tools)
• You hire enablement hire #2 within 12-18 months because the function proves valuable

Who You're Enabling to Sell To

Primary Buyers (for context on what reps need to know):

• Finance Directors / CFOs at mid-market companies (50-500 employees)
• Finance/Operations leaders at e-commerce, SaaS, and travel companies doing international business

What They Care About:

• FX rates and fees (comparing to banks and other fintechs)
• Ease of multi-currency management (vs juggling multiple bank accounts)
• Integration with existing accounting systems (Xero, SAP Concur)
• Spend visibility and control (replacing expense systems and corporate cards)

Requirements

• 3-5 years in sales enablement, ideally in fintech, SaaS, or B2B financial services
• You've built programs from scratch before, not just maintained existing ones
• Strong content creation skills - you can write crisp playbooks and create training that doesn't bore people
• Comfortable with data - you track metrics and prove ROI, not just activity
• Experience with sales tech stacks (CRM, sales engagement platforms, learning management systems)
• Ability to influence without authority - you don't manage reps but need them to adopt your programs
• Fintech or payments knowledge is a big plus (or ability to learn it fast)