Revenue Enablement

📋 Description

• • Lumana is at the forefront of revolutionizing visual data analysis with our cutting-edge AI video security platform. We're not just recording the world; we're enabling organizations to truly understand it, extract meaningful insights, and act decisively. Our mission is to provide unparalleled visibility and control, empowering customers to enhance security and safety, streamline operations, and achieve instant response capabilities when it matters most. Founded in 2021 and backed by premier Silicon Valley investors with extensive expertise in AI, computer vision, and machine learning, Lumana is rapidly emerging as a leader in the video security industry. Our recent Series A funding round was the largest in our sector, underscoring our significant growth and market potential. We have engineered the most intelligent video security solution available, designed to 'see what matters,' act with speed, and proactively prevent critical incidents.
• • As our Revenue Enablement Leader, you will be instrumental in architecting, operationalizing, and continuously refining the programs that are critical to our go-to-market (GTM) success. Your primary focus will be on elevating seller readiness, accelerating the onboarding and ramp-up period for new hires, improving overall win rates, and enhancing the customer-facing narrative. You will operate at the nexus of GTM strategy, Engineering, Product, Marketing, Channel Partnerships, and Customer Success. Your role is to ensure our GTM teams are comprehensively equipped with the most compelling messaging, effective tools, essential competencies, and robust playbooks needed to outperform the competitive landscape.
• • This position is ideally suited for a strategic and hands-on operator who possesses a deep understanding of how to enable a fast-paced sales organization within a technical, highly competitive, and rapidly expanding market category. You will be tasked with building scalable, sustainable systems and processes that drive consistent performance, moving beyond static presentations to create dynamic, impactful enablement.
• • Key Responsibilities will include:
• • **Enablement Strategy & GTM Alignment:** Develop and own the comprehensive Sales Enablement roadmap, ensuring its direct alignment with overarching revenue targets, strategic territory expansion plans, and critical product release cycles. Collaborate closely with Sales Leadership to meticulously define competency frameworks, establish clear certification paths, and design role-specific enablement plans tailored to the unique needs of each GTM function. Translate complex competitive intelligence and crucial product updates into actionable, frontline enablement materials and training sessions.
• • **Onboarding, Ramp & Performance Readiness:** Design and implement scalable, efficient onboarding programs for Account Executives (AEs), Sales Development Representatives (SDRs), Channel Partners, and Solutions Engineers (SEs). Significantly reduce ramp time for new hires through the deployment of structured learning paths, rigorous assessments, and practical field application checkpoints. Deploy effective call coaching frameworks, robust objection-handling models, and consistent talk-track reinforcement to ensure message consistency and effectiveness.
• • **Content, Tools & Messaging Enablement:** Develop and maintain essential GTM collateral, including comprehensive playbooks, compelling pitch narratives, standardized demo flows, effective talk tracks, reusable templates, optimized outbound sequences, and buyer-journey-aligned assets. Partner closely with Product Marketing to ensure unwavering messaging consistency and accurate competitive positioning across all GTM communications. Optimize and manage the enablement technology stack, including Learning Management Systems (LMS), call intelligence platforms, Content Management Systems (CMS), battlecards, and sales asset repositories.
• • **Insights, Measurement & Field Productivity:** Establish key performance indicators (KPIs) that are directly tied to revenue outcomes, such as win rates, deal velocity, quota attainment, and pipeline conversion rates. Conduct regular analysis of enablement program impact, using data-driven insights to iterate and improve existing programs and develop new initiatives. Create scalable reinforcement mechanisms to ensure continuous learning and skill development, moving beyond one-off training sessions.
• • This is a remote role, offering flexibility in your work location. Occasional travel will be required for essential team meetings and industry conferences to foster collaboration and stay connected with the broader team and market trends.
• • At Lumana, we believe in empowering our team members. You will have the opportunity to make a visible, lasting, and real impact. Teams are intentionally kept small, dynamic, and are empowered to lead. We foster a culture where individuals are trusted to execute like owners because they are owners. We encourage thinking big, moving fast, and executing with precision. Your contributions will not be filtered; they will be directly visible and contribute significantly to our collective success.