Sr. Manager, Technical Sales Enablement
The role
You’ll build the enablement function from 0→1 and own an enterprise-grade SKO in ~90 days. You’ll set the methodology, certification, content standards, and measurement that define how we sell a complex infrastructure platform. You report to the VP of Marketing and work directly with executives and domain experts across Product, PMM, and Architecture. Initial scope is hands-on IC with the ability to marshal budget and vendors; headcount can grow as the program proves impact.
Location: Denver preferred (hybrid) or US-remote
Reports to: VP of Marketing
Scope: Company-level charter with executive (CEO/ELT) interaction
At Wowza, we believe video will be the primary source of data for understanding the world. Our mission is to unlock the power of video to shape how the world sees, decides, and operates.
That mission is already playing out in the field: customers rely on Wowza to stream video from wildfire zones, power real-time city surveillance, broadcast global live events, and capture critical data at the edge. These are high-stakes environments where reliability, control, and proof matter.
As the market is shifting, with AI moving to the edge, compliance and security requirements are tightening, and developers are driving more of the buying process. Wowza is expanding into new segments and rebuilding its go-to-market for a deeply technical sale. Enablement is the keystone. The model you design will determine how effectively we turn customer success into repeatable wins, and how quickly we scale into whole new categories.
The challenge (puzzle, not checklist)
Most SaaS playbooks don’t fit an infrastructure platform that runs cloud, on-prem, and air-gapped. Your mandate: design an enablement model for developer/IT/security buyers so sellers can credibly diagnose, design, and defend solutions.
What you’ll own (Responsibilities)
Build the function (0→1): Operating cadence, curriculum, content standards, certification framework, and reporting.
SKO leadership (~90 days): Partner with the VP of Marketing and VP of Sales Operations to determine the agenda, live practice, certifications, and post-SKO reinforcement that sticks.
Methodology & certification: Choose/adapt MEDDICC/Command/Challenger (or your hybrid). Define the skills that predict performance and how we assess readiness.
Technical storytelling & content: Use-case plays, demo flows, proof kits, ROI/TCO tools; keep it lightweight, current, and mapped to stages.
Field coaching loop: Weekly Gong reviews, clinics on discovery/objection handling, and a tight feedback pipe into Product/PMM.
Strategic deal support (selective): Model best practice on complex pursuits, then codify it.
Measurement: Tie programs to pipeline velocity, win rate, deal size, ramp time; retire what doesn’t move numbers.
What success looks like
Enablement is wired into pipeline/forecast rhythms, not a side activity.
Reps explain and defend architecture choices to skeptical engineers.
Demos shift from tours to situational proof tied to stack and constraints.
Win rates/stage conversion improve; time-to-ramp drops.
Managers coach to a shared rubric; the field speaks one value story, adapted by segment
Customer stories become repeatable plays, not one-offs
What you bring (Requirements)
10+ years in sales enablement
Backgrounds in solutions/product marketing & enablement for B2B infrastructure/SaaS selling to developers/IT/security preferred
Proven 0→1 builder (ideally at ~$40–100M+ ARR or similar complexity) with SKO ownership and measurable lift.
Methodology depth with judgment to tailor (MEDDICC/Command/Challenger or equivalent).
Technical fluency in streaming/media, networking, security, or adjacent infra; credible coaching at depth.
Enablement tools you’ve shipped: ROI/TCO models, scoping guides, proof kits, demo scripts, competitive POVs.
Coaching DNA & operating cadence: Direct, specific, outcome-oriented; you set a drumbeat and hold teams to it.
What this unlocks for you
A clean slate to build a best-in-class enablement model for technical infrastructure, portable to any complex platform company.
Executive scope without bureaucracy: your system becomes how the company sells, hires, and plans.
A visible portfolio of outcomes (SKO, certifications, measurable lifts) you can point to as the standard.
Benefits & Perks
- Competitive base salary: $130,000 – $155,000
- Bonus Eligible
- Generous Paid Time Off
- Medical, Dental, and Vision insurance (effective Day 1)
- 401(k) with strong company match
- Dependent Care FSA
- Employer-paid Life Insurance and AD&D
- Voluntary Life Insurance (Employee/Spouse/Child)
- Paid Parental Leave
- Short-Term and Long-Term Disability
- Training & Development opportunities
- Employee Assistance Program (EAP)
Who We Are
Wowza Media Systems is a Colorado-based global leader in video streaming software. Our technology powers live and on-demand video delivery for education, healthcare, enterprise, gaming, government, and more—reaching customers in over 100 countries. Backed by Clearhaven Partners, we continue to grow by pushing innovation in scalable, low-latency video streaming.
Why Join Wowza?
At Wowza, you’ll be part of a fast-paced, mission-driven team working on solutions that power critical real-world applications—from live-streaming graduations to helping parents monitor NICU care. We encourage ownership, collaboration, and innovation while providing a supportive, global team environment.
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