HITRUST is seeking a strategic, commercially minded, and execution-oriented Director of Revenue Enablement to lead the design, operationalization, and continuous improvement of scalable enablement programs for a growing cybersecurity, risk management, and assurance organization. This role will own the enablement strategy that translates revenue priorities into field execution, sales plays, manager coaching, process reinforcement, and readiness programs that help customer-facing teams sell, expand, and manage opportunities more consistently. 

This is a senior leadership role for someone who can set enablement direction, build durable operating systems, influence executive and cross-functional stakeholders, and turn complex cybersecurity, compliance, risk, and assurance concepts into clear field strategy, coaching, and measurable execution across internal teams and the partner ecosystem. 

Responsibilities 

Operationalize the Revenue Enablement Operating Model 

• Own the development, governance, and execution of HITRUST’s revenue enablement strategy and roadmap in alignment with revenue leadership priorities, GTM objectives, and company growth goals. 
• Establish repeatable programs, governance mechanisms, operating rhythms, and enablement processes that improve field productivity, execution consistency, pipeline quality, and readiness across direct and indirect channels. 
• Define practical opportunities to apply AI-enabled tools, automation, and workflow improvements to increase knowledge access, content effectiveness, seller productivity, coaching insights, and managerial visibility. 
• Lead cross-functional alignment with Sales, Revenue Operations, Product Marketing, Partnerships, Customer Success, HITRUST Academy, and subject matter experts to prioritize, sequence, and execute enablement initiatives with clear ownership and measurable outcomes. 

Enable Internal Field Teams 

• Lead scalable enablement programs that improve onboarding, ongoing readiness, manager coaching, and field execution for account executives, customer success managers, revenue leaders, and partner-facing roles. 
• Set the narrative and enablement approach for translating HITRUST’s market position, solution value, buyer needs, competitive differentiation, and commercial priorities into clear guidance for customer-facing teams. 
• Equip sellers and managers with messaging, tools, content, and coaching frameworks needed to engage customers effectively and progress opportunities with confidence. 
• Drive adoption and execution quality through leadership engagement, manager enablement, field feedback loops, facilitation, performance insights, and accountability mechanisms. 

Develop Sales Plays and GTM Programs 

• Lead the strategy, prioritization, and execution of sales plays that align HITRUST’s priority growth motions with target markets, buyer needs, partner opportunities, and revenue objectives. 
• Oversee the development of field-ready GTM programs, playbooks, discovery guides, objection-handling resources, competitive positioning, and enablement assets that help teams identify quality opportunities, engage stakeholders, position value, and advance pipeline. 
• Establish success measures and executive-level reporting to ensure sales plays support pipeline creation, opportunity progression, revenue predictability, and repeatable field execution. 

Enable Sales Process, Opportunity Management, and Forecasting 

• Own enablement for HITRUST’s sales process and qualification methodology, including MEDDPICC, to improve consistency, rigor, and accountability in opportunity management. 
• Partner with Revenue Operations and revenue leadership to strengthen opportunity management, inspection routines, forecasting discipline, and execution standards across the revenue organization. 

Build Content, Systems, and Launch Readiness Infrastructure 

• Define and govern the enablement content, systems, tools, and field readiness infrastructure required to reduce friction for revenue teams and support consistent execution at scale. 
• Lead readiness planning for new offerings, packaging changes, ecosystem programs, GTM initiatives, strategic launches, and major process changes that affect field teams and partners. 
• Establish content governance standards so enablement assets remain current, trusted, easy to access, measurable, and aligned to buyer journeys, sales motions, partner needs, and GTM priorities. 

Enable the Partner Ecosystem 

• Set the partner enablement strategy that helps HITRUST’s ecosystem understand the company’s value proposition, sales motion, solutions, customer engagement model, and co-sell expectations. 
• Lead scalable readiness programs for partner onboarding, certification, co-selling, positioning, and consistent representation of HITRUST in the market. 
• Define partner readiness measures and review mechanisms to evaluate adoption, engagement, certification, pipeline contribution, co-sell effectiveness, and market impact. 

Drive Measurement and Continuous Improvement 

• Define the enablement measurement strategy and executive scorecard that connects program activity to measurable revenue outcomes, including productivity, ramp time, adoption, pipeline quality, conversion rates, forecast accuracy, and revenue growth. 
• Use field feedback, manager input, deal insights, CRM data, conversation intelligence, program analytics, and performance trends to diagnose execution gaps, improve programs, and guide leadership decisions. 
• Prepare executive-ready updates for revenue leaders on enablement progress, adoption, risks, dependencies, performance trends, and business impact. 

Qualifications 

Experience 

• 10+ years of experience in revenue enablement, sales enablement, sales training, revenue operations, GTM strategy, or related commercial roles, including experience leading enterprise-level enablement programs or functions. 
• Experience designing and leading enablement strategy in a SaaS, cybersecurity, compliance, risk management, assurance, or complex enterprise sales environment. 
• Demonstrated success influencing senior revenue leaders, improving sales methodology adoption, strengthening opportunity management discipline, improving forecast quality, and driving consistent execution across the revenue motion. 
• Experience developing and governing sales plays, field playbooks, discovery guides, objection handling, competitive positioning, value-based selling materials, launch readiness plans, and enablement measurement frameworks. 
• Experience supporting partner enablement, partner onboarding, certification, or co-sell readiness programs preferred. 
• Experience working cross-functionally with Sales, Revenue Operations, Product Marketing, Partnerships, Customer Success, Product, executive leaders, and subject matter experts to align priorities and drive change. 

Skills & Technical Proficiency 

• Executive-level ability to translate complex technical, cybersecurity, compliance, risk, and assurance concepts into clear field strategy, leadership narratives, scalable programs, and practical execution guidance. 
• Strong analytical and business acumen, with the ability to connect enablement investments to revenue outcomes, including productivity, ramp time, pipeline quality, conversion rates, forecast accuracy, partner contribution, and revenue growth. 
• Experience with modern revenue tools such as Salesforce, Gong, Clari, Highspot, Mindtickle, WorkRamp, or similar CRM, forecasting, conversation intelligence, content management, and learning platforms. Ability to evaluate and apply AI-enabled revenue productivity tools pragmatically to improve field execution, coaching, and leadership visibility. 
• Excellent executive communication, facilitation, and storytelling skills, with the ability to create leadership-ready narratives, field-ready assets, operating plans, and clear change-management communications. 

Behavioral / Leadership Qualities 

• Strategic and commercially oriented, with the ability to translate company priorities into enablement strategy, operating rhythms, and measurable field execution. 
• Comfortable creating structure from ambiguity and building scalable programs in a fast-moving, resource-conscious environment. 
• Strong executive presence and ability to influence senior leaders, cross-functional partners, frontline managers, and field teams without direct authority. 
• Curious, practical, and continuous-improvement oriented, with a strong bias toward measurable adoption and field impact.   

About HITRUST

HITRUST is the leader in validated cybersecurity assurance used in third-party risk management and compliance. HITRUST delivers assurance and certification programs for the application and independent validation of security, privacy, and AI controls, harmonized across more than 60 authoritative standards and frameworks. Its threat-adaptive approach combines tiered, selectable assessments (e1, i1, r2, and AI), an ecosystem of over 100 independent assessment firms, centralized quality assurance, standardized reporting, and a powerful SaaS platform to enable consistent, defensible, and scalable assurance. HITRUST delivers the only assurance certification with defensible proof of security, demonstrated by a 99.62% breach-free rate among certified environments in the 2026 Trust Report. For nearly 20 years, HITRUST has defined the standard for trustworthy cybersecurity proof, helping organizations demonstrate measurable cybersecurity resilience across their enterprises and third-party ecosystems.

HITRUST is an equal opportunity employer that is committed to diversity and inclusion in the workplace. 

We prohibit discrimination and harassment of any kind based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.