Sales Enablement Director

Role overview

Sales Enablement Director at KEKA TECHNOLOGIES

Employment details

• Location: Hyderabad [or] Bangalore, Onsite The role You will make every Keka seller faster to ramp, sharper in front of customers and more consistent in how they win.
• Our sales team is growing quickly across SMB, mid-market and enterprise.
• Growth like this breaks things that worked at a smaller size: onboarding gets uneven, messaging drifts, and top-performer habits stay locked in a few heads.
• You will own the enablement engine that fixes this, from a new hire's first week to how a tenured AE runs a complex deal.
• You will make every Keka seller faster to ramp, sharper in front of customers and more consistent in how they win.
• Enablement sits at the centre of our FY27 revenue plan.
• The plan is a conversion problem more than a volume problem, and every conversion target assumes a seller who can hold a credible conversation in the buyer's own industry.
• We are moving the field from feature-based selling to problem-based selling, and the enablement engine you build is how that shift reaches every rep.
• It will be prescriptive and data-driven: shaped by rep-level data, not by a training calendar.
• You join while two programs are already in motion.
• The Demo Excellence Center builds one message map, content package and demo experience for each industry.
• The Packaging and Pricing work turns that story into packages customers buy.
• You will own the enablement that puts both in the field.
• You will work closely with Sales leadership, RevOps, Product Marketing and Customer Success, and you will be judged on revenue outcomes, not training hours.
• Key responsibilities Strategy and ownership Build and own the sales enablement strategy and roadmap, tied directly to revenue targets.
• Partner with the CRO and sales leaders to find the biggest gaps in rep performance and close them.
• Set the enablement charter, priorities and budget, and report impact to leadership every quarter.
• Onboarding and ramp Design role-based onboarding for SDRs, AEs, Account Managers and frontline managers.
• Cut time-to-first-deal and time-to-full-quota, with clear certification milestones.
• Run onboarding at scale as hiring grows, without dropping quality.
• Skills and coaching Build continuous learning programs: discovery, demo, objection handling, negotiation, multi-threading.
• Tailor plays for each segment: SMB (high velocity, short cycles), mid-market (multi-stakeholder deals) and enterprise (complex, long-cycle, committee-led buying).
• Equip frontline managers to coach well, using call reviews, deal reviews and clear scorecards.
• Sales methodology and process Roll out and embed a common sales methodology (for example MEDDICC, Challenger or SPIN) across teams.
• Work with RevOps to bake the methodology into CRM stages, exit criteria and forecasting.
• Content and tools Partner with Product Marketing on pitch decks, battlecards, ROI tools, case studies and competitive intel.
• Own the sales content hub and make sure reps can find the right asset in seconds.
• Choose and drive adoption of enablement tech (LMS, conversation intelligence, content management).
• Launches and new markets Get the field ready for product launches, pricing changes and new segments or geographies.
• Measurement Track enablement impact through ramp time, win rate, deal size, cycle length and quota attainment.
• Use data to decide what to scale, fix or stop.
• Team leadership Hire, lead and grow a high-performing enablement team.
• Must-haves B2B SaaS background.
• Your enablement or sales leadership career is rooted in B2B SaaS.
• Has managed scale-up.
• You have built or rebuilt enablement while a sales team grew fast (for example doubling headcount or moving into new segments), and kept quality high through it.
• Proven track record.
• You can show numbers you moved: ramp time, win rate, quota attainment, deal size or cycle length.
• Experience across SMB, mid-market and enterprise.
• You have enabled teams selling to SMB, mid-market and enterprise buyers, and you know how a high-velocity motion differs from a consultative, long-cycle one. 12 to 15 years of experience, with at least 4 to 5 years leading enablement, sales training or sales readiness, and a team of your own.
• Based in Bengaluru or Hyderabad, or ready to move before joining.
• Nice-to-haves HR Tech, payroll, fintech or other horizontal SaaS sold to business owners and HR or finance buyers.
• Has taken enablement into a new geography (for example the Middle East or Southeast Asia).
• Hands-on with tools like Gong or Avoma, Highspot or Seismic, an LMS, and Salesforce or HubSpot CRM.
• Was a quota-carrying seller or sales manager earlier in their career.
• Certified in a sales methodology (MEDDICC, Challenger, Sandler or similar).
• Location: Bengaluru [KA] [India]

About the employer

• About Keka Keka is a modern people platform for growing enterprises.

Additional role details

• HR, payroll and talent live in one core system, so teams spend less time on admin and more time on their people.
• More than 12,500 companies trust Keka, from fast-growing small businesses to large enterprises and global companies with teams across borders.
• We build software the way HR actually works.
• It feels human, sets up in days instead of months, and has AI built into every part of HR.
• With customers across India, the US and the Middle East, our revenue team is growing fast to keep up.
• That is where this role comes in.