Revenue Enablement Manager

Overview

You build and run the enablement function for Orbital's GTM teams - primarily training salespeople to sell AI-powered real estate diligence software to law firms, conveyancers, and in-house legal teams. You're creating onboarding programs, sales content, and training materials in a relatively early-stage company (118 people) that's still figuring out its repeatable playbook.

Role Snapshot

Company Context

Stage: Growth stage (118 employees, hiring across revenue functions)

Size: Small enough that you'll wear multiple hats

Growth: Actively expanding GTM team in both US and UK markets

Market Position: Applying AI to a traditionally manual legal process - category is emerging but buyers are conservative

GTM Reality

Who You're Enabling:

• AEs selling into law firms and property professionals
• Likely a mix of UK market (more mature) and US market (newer)
• Teams are probably still figuring out ideal customer profiles and messaging

What They're Selling:

• AI-powered real estate diligence tools (Orbital Copilot, Orbital Witness, Orbital Residential)
• Replacing manual title searches, property research, and risk assessment
• High-stakes product - mistakes in real estate diligence = lawsuits

Enablement Challenges:

• Product has technical depth (AI, mapping, data integration)
• Buyers are risk-averse lawyers who need to trust the technology
• Selling "efficiency" to an industry that bills by the hour
• Two different markets (US vs UK) with different regulatory environments

What You'll Actually Do

Time Breakdown

Content Creation (35%) | Training Delivery (25%) | Onboarding (20%) | Admin/Ops (20%)

Key Activities

• Build onboarding programs: Create the 30-60-90 day ramp plan for new AEs. Right now this probably doesn't exist in a structured way. You'll document product knowledge, demo certification, objection handling, and competitive positioning.

• Create sales content: Build battle cards, pitch decks, demo scripts, one-pagers, ROI calculators, and case studies. You'll spend a lot of time interviewing top reps to extract what's actually working, then packaging it for everyone else.

• Run training sessions: Deliver product training, demo workshops, and skill development sessions. You'll do some live training but also record async content since you have teams in two time zones.

• Sales-product translation: Work with the product team to turn technical features into customer value. When engineering ships a new AI capability, you translate "improved ML model accuracy" into "finds title defects 3x faster."

• Support deal reviews: Join pipeline reviews and deal clinics to identify coaching opportunities. You'll notice patterns - like reps struggling to handle the "how accurate is your AI?" objection - and build enablement around it.

• Manage enablement tools: Administer whatever LMS, content management, or sales training platform they use (if any - you might be implementing this from scratch).

The Honest Reality

What's Hard

• Building from scratch: They're hiring this role now, which means formal enablement hasn't existed. You're not optimizing an existing program - you're creating everything. That's exciting but also means fighting for resources and proving ROI.

• Dual markets: Supporting both UK and US teams means different buyer personas, legal systems, and competitive landscapes. What works in London doesn't directly translate to New York.

• Technical complexity: The product involves AI, property data, mapping, and legal workflows. You need to understand it deeply enough to train others, but you're not a lawyer or a data scientist.

• Limited leverage: With a small team, you can't just focus on enablement. You'll get pulled into deal support, content creation for marketing, product feedback sessions, and other "revenue team" projects.

• Measuring impact: Proving enablement ROI is hard everywhere. In a small company with a short track record, you don't have years of data to show correlation between training and quota attainment.

What Success Looks Like

• New hires ramp to first deal closed in 90 days instead of 120+ days
• Reps consistently use your content in deals (not creating their own random decks)
• Win rate improves because reps handle objections better and qualify more effectively
• Product launches don't create confusion - reps know how to sell new features immediately
• You build a knowledge base that actually gets used, not a folder of docs no one opens

Who You're Training

Sales Team Profile:

• AEs selling $50K-$250K+ contracts to law firms and property companies
• Mix of experience levels - some from legaltech, others from general SaaS
• Selling to risk-averse buyers who need proof the AI actually works
• Dealing with long, consultative sales cycles (3-6+ months likely)

Their Pain Points:

• Explaining AI accuracy and reliability to skeptical lawyers
• Navigating multiple stakeholders (partners, IT, compliance, end-user attorneys)
• Differentiating from manual processes and other emerging AI tools
• Building trust in a space where mistakes have serious consequences

Requirements

• 3-5+ years in sales enablement, ideally at a B2B SaaS company ($100K+ ACV deals preferred)
• Experience building enablement programs from early stages - not just maintaining existing ones
• Ability to learn complex products quickly and distill them into trainable concepts
• Strong content creation skills - you'll be making decks, docs, videos, and scripts
• Comfortable working across time zones and with distributed teams
• Bonus: Background in legaltech, proptech, or other regulated/high-stakes industries
• Bonus: Experience selling to lawyers or understanding legal buying processes
• Ability to work independently without tons of direction or budget