Director of Sales Enablement

The Director of Sales Enablement will own the strategy and execution for improving seller productivity across FinQuery.

This is not primarily a training or content-management role. It is a revenue performance role.

You will partner closely with Sales, Marketing, Product, Product Marketing, Revenue Operations, Customer Success, and executive leadership to translate FinQuery’s strategy into repeatable selling motions that improve how quickly sellers ramp, how effectively they position our platform, and how consistently they convert opportunities into revenue. By helping sellers lead with customer problems rather than product features. You will do this by utilizing AI to help sales productivity, helping sellers prepare, learn, prospect, discover, demonstrate, compete, and close. 

• Build and execute a comprehensive enablement strategy tied directly to FinQuery’s revenue priorities, including new-logo acquisition, cross-sell, multi-product adoption, expansion, and improved seller productivity.

• Translate company strategy into clear, repeatable sales motions that sellers can understand, execute, and measure.

• Establish a consistent operating system for enablement across onboarding, ongoing development, product launches, messaging, methodology, certification, competitive intelligence, and manager coaching.

• Redesign seller onboarding around measurable time-to-productivity milestones rather than training completion.

• Build role-based onboarding and certification programs for Account Executives, Sales Development, Account Management, Sales Engineering, and Sales Leadership.

• Establish clear proficiency standards across product knowledge, discovery, positioning, demonstration, competitive differentiation, objection handling, and commercial execution.

• Use performance data to identify capability gaps and continuously improve enablement programs.

• Help sellers evolve from selling individual products to diagnosing broader accounting and finance problems across what customers lease, own, and owe.

• Build cross-sell and expansion plays that systematically identify opportunities within FinQuery’s installed customer base.

• Create discovery frameworks that help sellers uncover adjacent customer needs across leases, fixed assets, debt, accruals, prepaids, and future FinQuery products.

• Equip sellers to communicate both the immediate value of individual products and the strategic value of the broader FinQuery platform.

• Develop plays for bundling, sequencing, and expanding products based on customer needs, maturity, and buying signals.

• Establish and reinforce a common sales methodology across the revenue organization.

• Improve discovery, qualification, value articulation, business cases, executive conversations, objection handling, competitive positioning, and deal strategy.

• Partner with sales leadership to improve pipeline inspection, opportunity coaching, and deal execution.

• Build practical tools that improve seller performance inside live opportunities rather than creating enablement content that sellers rarely use.

• Partner with Product and Product Marketing to translate new products, capabilities, acquisitions, and AI innovations into clear field selling motions.

• Build launch enablement that allows the sales organization to confidently sell new products from day one.

• Develop competitive intelligence and battlecards that explain not only what competitors do, but how FinQuery wins and where we should not compete.

• Establish feedback loops between the field, customers, Product, and Marketing so market intelligence improves both product strategy and go-to-market execution.

• Identify and deploy AI-enabled workflows that make sellers more effective across account research, call preparation, discovery, follow-up, proposal development, competitive analysis, coaching, and opportunity management.

• Build AI into FinQuery’s enablement infrastructure and seller workflows rather than treating AI as a standalone training initiative.

• Establish practical standards for responsible and effective AI use throughout the sales organization.

• Continuously test emerging AI capabilities and scale the ones that demonstrably improve seller productivity or revenue performance.

• Build manager enablement programs that strengthen coaching, inspection, feedback, and performance management.

• Give frontline managers the frameworks, data, and tools to diagnose performance gaps and coach sellers effectively.

• Establish reinforcement mechanisms so enablement becomes part of the operating cadence of the sales organization rather than a series of isolated events.

• Experience selling or enabling software for the Office of the CFO.

• Experience with accounting, finance, ERP, FP&A, financial close, procurement, or other financial software categories.

• Experience helping a company transition from a single-product to a multi-product platform selling motion.

• Experience building successful cross-sell programs into a large installed customer base.

• Experience enabling sales teams through acquisitions, new product launches, or significant changes in company positioning.

• Experience personally carrying a sales quota or managing quota-carrying sellers.

• Revenue Focused: You measure enablement by changes in seller behavior and business performance, not by the number of training sessions delivered.

• Commercially Credible: Salespeople and sales leaders trust you because you understand how complex B2B software gets sold.

• Strategic and Hands-On: You can help the CRO design a new selling motion in the morning and work directly with sellers to improve it in the afternoon.

• Data Driven: You diagnose problems using evidence and measure whether your interventions actually work.

• AI Forward: You actively use AI to improve your own work and constantly look for ways to make the entire sales organization more productive.

• Simple and Clear: You can take complex products, accounting concepts, and company strategy and turn them into messages and behaviors sellers can actually use.

• High Accountability: You own outcomes, move quickly, and continuously improve what you build.

Within your first year, FinQuery should have:

• A consistent sales methodology and enablement operating system across the revenue organization.

• A measurable reduction in time to productivity for new sellers.

• Certification standards across FinQuery’s core products and platform positioning.

• Repeatable cross-sell and multi-product sales plays deployed across the customer base.

• Stronger field readiness for new product launches and acquisitions.

• AI-enabled workflows embedded into the daily work of the sales organization.

• Frontline managers equipped with consistent coaching and inspection frameworks.

• A revenue enablement scorecard demonstrating measurable impact on seller productivity, conversion, and revenue performance.

Most importantly, FinQuery’s sellers should be able to clearly explain why a customer that knows us for lease accounting should increasingly trust FinQuery to manage and understand its broader financial obligations and capital assets.