Sales Enablement Manager

Overview

You're the enablement manager for DevRev's Asia-Pacific Japan (APJ) sales organization, working with regional leaders to train reps on selling Computer, their AI assistant platform. You create training programs, sales playbooks, competitive battle cards, and content that helps AEs and SEs navigate complex enterprise AI deals. You report into Revenue Enablement leadership and partner closely with APJ sales leaders like Sunil Mahale, Neeraj Matiyani, and others who are building the regional GTM from scratch.

Role Snapshot

Company Context

Stage: Well-funded growth stage (900 employees suggests Series C/D)

Size: 900 employees

Growth: Actively building out APJ with founding regional leaders - you're part of scaling a new market

Market Position: Competing in the hot agentic AI / AI assistant space against established players and startups

GTM Reality

Pipeline Sources:

• Mix of inbound (AI/automation is hot right now) and outbound (enterprise requires direct selling)
• APJ is likely more outbound-heavy as they're building brand recognition regionally
• Partner/channel motion potentially important in APAC markets

SDR/AE Structure: Has dedicated sales org with AEs and SEs based on "stellar APJ Sales Team" reference

SE Support: Technical product requiring SE involvement for demos and POCs

Competitive Landscape

Main Competitors: Likely competing against:

• Horizontal AI platforms (Anthropic, OpenAI's enterprise offerings)
• Vertical AI assistants for specific functions
• Traditional workflow automation tools pivoting to AI
• Other agentic AI startups

How They Differentiate: Computer connects ALL company data and can take autonomous action - not just a chatbot

Common Objections:

• "How is this different from ChatGPT Enterprise?"
• Data security/privacy concerns with AI
• "We're already building our own AI tools internally"
• ROI/use case clarity - what exactly will it do for us?

Win Themes: Unified data layer, autonomous agents that take action (not just answer questions), enterprise-grade security

What You'll Actually Do

Time Breakdown

Content Creation (35%) | Training Delivery (25%) | Sales Collaboration (25%) | Admin/Reporting (15%)

Key Activities

• Onboarding New Reps: Build 30-60-90 day ramp programs for new APJ hires. Most of your time goes to creating product training, demo certification programs, and competitive positioning. You're teaching people how to sell a complex AI product to CIOs and operations leaders who don't fully understand agentic AI yet.

• Creating Sales Content: Build pitch decks, one-pagers, ROI calculators, demo scripts, and objection handling guides. You spend hours translating product/engineering jargon into language that works in sales conversations. You work with product marketing but own the "how to actually say this on a call" version.

• Competitive Enablement: Maintain battle cards against competing AI platforms. This means constant research on what competitors are launching, how they're positioning, and coaching reps on how to differentiate. The AI space moves fast - something you write today might be outdated in a month.

• Deal Support & Ride-Alongs: Join sales calls, listen to Gong recordings, and identify where reps are struggling. You create micro-enablement (short videos, Slack tips) to address common sticking points. You also get pulled into specific strategic deals to help craft custom presentations or coach on objection handling.

• Using Computer Daily: You're expected to use DevRev's own AI assistant to be more productive - automating repetitive tasks, getting answers from internal docs, routing requests. This makes you both an enabler and a power user who can share authentic use cases with the sales team.

The Honest Reality

What's Hard

• Explaining AI That Doesn't Exist Yet: You're enabling reps to sell agentic AI capabilities that prospects can't fully visualize. It's not a simple "better CRM" or "faster analytics tool" - you're teaching people to sell transformation that requires imagination from buyers. Lots of "but what does it ACTUALLY do?" questions.

• Moving Target: The product is evolving rapidly. Training you created 2 months ago is already outdated. You're constantly updating content while also trying to scale consistent messaging. Engineering ships new AI capabilities faster than you can train the sales team on them.

• Multi-Region Complexity: APJ spans wildly different markets - India, Japan, Australia, Singapore. What works in Tokyo doesn't work in Bangalore. You need to localize content, understand regional buying behaviors, and work across time zones with regional leaders who have different priorities.

• Founder-Led Sales Hangover: The founding APJ leaders built early traction selling their own way. Your job is to standardize and scale what's currently founder intuition into a repeatable process. Some reps will resist "cookie-cutter" approaches because "that's not how [founder] does it."

What Success Looks Like

• New hires hit their first deal within 90 days (vs. 120+ days before structured onboarding)
• Win rate improves by 10-15% quarter-over-quarter as competitive positioning tightens
• Reps stop asking the same objection handling questions repeatedly - they have resources that actually help
• Sales leadership stops building their own one-off pitch decks and uses your standardized content
• Computer adoption within the sales team is high - reps actually use the product they're selling

Who You're Selling To (Enablement Context)

You're Enabling Reps to Sell To:

• CIOs and VP Engineering: Care about developer productivity, technical integration, data architecture
• COOs and Operations Leaders: Care about process automation, cost reduction, workflow efficiency
• Customer Success/Support Leaders: Care about agent productivity, response times, case deflection
• Revenue Leaders: Care about sales productivity, pipeline generation, customer insights

What They Care About:

• Concrete ROI - how many hours saved, how much cost reduction
• Security and compliance for enterprise AI
• Change management - will their teams actually use this?
• Integration complexity - how much engineering lift to implement?
• Differentiation from free AI tools they're already using

Requirements

• 4-6 years in sales enablement or sales, ideally at an enterprise SaaS or AI company
• Experience building enablement programs from scratch (not just maintaining existing content)
• Strong understanding of B2B enterprise sales - you need to know what good sales execution looks like to enable it
• Ability to simplify complex technical concepts - you're translating AI/ML into sales language
• Experience working with cross-functional teams (product, marketing, sales leadership)
• Comfortable with ambiguity - this is a scaling role where you'll define processes that don't exist yet
• Bonus: Experience selling in APAC markets and understanding regional buying dynamics
• Bonus: Familiarity with AI/ML products or developer tools
• Located in or willing to relocate to Bengaluru