Senior Manager, Sales Enablement

Location San Francisco, CA - Hybrid; New York, NY - Remote Employment Type Full time Location Type Hybrid Department Go to Market Sales Compensation San Francisco, CA $153K – $219K offers equity, offers bonus Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently. We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In-Q-Tel. We have achieved early traction and product-market fit with a world-class team, and we are now focused on building a category-defining company. This is your opportunity to join us early and shape not just a product, but a category. How We Work: AI-First by Design Harmonic exists to help enterprises adopt AI safely and at scale. We hold ourselves to the same standard. Everyone at Harmonic actively uses AI tools to do their best work, from research and writing to building processes and automating workflows. We expect every new hire to bring curiosity about AI and a willingness to use it to work smarter, faster, and more creatively. For some roles, that means tinkering and staying open to new tools. For others, it means building entirely new systems with AI at the core. We'll be clear about what we expect for each role, and we'll give you the tools and support to get there. About the Role Reporting to the VP of GTM Strategy and Operations, you will join as our foundational Senior Manager, Sales Enablement to architect the function from the ground up. In this role, AI isn't an experiment; it is your default operating system to accelerate content creation, personalize at scale, and measure performance with precision. You will lead the strategy behind our playbooks, training, and demo narratives, ensuring our Account Executives, Solution Architects, and Partners deliver a unified, high-impact story that directly increases pipeline velocity and deal conversion across the GTM organization. What You Will Do Build the Enablement Function: Design and launch Harmonic’s end-to-end enablement framework, including onboarding, playbooks, and certification programs. Partner with Product and Solutions Engineering to translate product specs into digestible, field-ready assets. Deploy AI tools to generate, update, and personalize enablement content at a pace that keeps up with rapid product evolution. Use AI to build personalized learning paths for each rep based on role, tenure, deal history, and skill gaps, moving away from one-size-fits-all training programs. Automate assessment scoring, certification tracking, and readiness signals so managers get real-time visibility into rep preparedness without manual reporting overhead. Implement and manage LMS and CMS systems for delivering, maintaining, and measuring enablement programs. Own end-to-end field readiness for every product launch and strategic initiatives. Use AI tools to rapidly generate launch-ready training content, talk tracks, and rep-facing materials, cutting time-to-field from weeks to days. Leverage conversation intelligence (Gong) and AI-driven coaching tools to surface performance patterns, flag skill gaps, and deliver targeted coaching recommendations automatically. Partner with frontline managers on skills gap identification and targeted intervention programs. Implement regular coaching cadence and accelerate learning pace for sellers. Build AI-assisted feedback loops that capture what is and is not working in the field and surface that signal to Product and GTM leadership in near real-time. Maintain a continuously updated competitive intelligence layer using AI with CRM data, call recordings, and market signals. Develop the “partner-in-a-box” toolkit with co-sell playbooks, partner decks, and certification content. Ensure partners have the technical depth and messaging consistency needed to represent Harmonic effectively. What Success Looks Like Harmonic's GTM teams (AEs, SAs, Partners) are AI-enabled with access to relevant, near real-time information to move fast, stay confident, consistent, and effective in positioning our platform. Ramp time for new hires shortens significantly; productivity and conversion rates rise. Technical demo and narrative delivery are consistent across the org. Sales, Product, and Marketing stay tightly aligned through shared messaging and enablement programs. The enablement function becomes a trusted, strategic partner to GTM leadership. What You Bring 8+ years of experience in Sales, Sales Enablement, Pre-Sales, or Product Marketing within B2B SaaS (cybersecurity a plus). Demonstrated hands-on use of AI tools within an enablement function; content generation, LMS personalization, coaching automation, or knowledge management. Proven track record creating sales content and coaching for the Enterprise sales cycle. Builder mindset: ability to create from zero-to-one and iterate rapidly based on feedback. Excellent communication and storytelling skills – both written and verbal. Cross-functional collaborator who thrives at the intersection of Product, Marketing, and Sales. Command of MEDDPICC and Value Selling - you have run these. Experience partnering directly with CRO-level and senior revenue leadership; you are comfortable in executive forums and QBR/SKO environments. Comfort operating in fast-changing environments where the product, the market, and the playbook are all evolving at the same time. You Might Be a Fit if You… Are an early AI adopter who loves learning and applying AI capabilities for sales enablement. You don't just use AI, you build with it. You've experimented with multiple tools beyond ChatGPT and can talk about what worked, what didn't, and how it changed your approach. Love building systems, programs, and content from scratch. Are equally comfortable in the weeds of content creation and the strategy of enablement design. Have empathy for sales teams and know what truly moves deals forward. Thrive in ambiguity and fast-changing startup environments. Want to help shape how a next-generation security company goes to market. Can articulate an AI-first vision for sales enablement at Harmonic. In your interview, be ready to discuss how you'd leverage AI to build this function in practice, not just theory. Have a point of view on AI's limitations. Given our product, you understand that AI fluency includes knowing when not to trust outputs and how to maintain accountability. Have led teams through new ways of working. You don't just adopt AI yourself. You create the conditions for your team to experiment, upskill, and embed AI into how work gets done. Why Join Us This isn’t just a job; it’s an opportunity to be part of a team that is redefining cybersecurity. We believe today’s talent is tomorrow’s success, and we’re committed to creating an environment where you can do the best work of your life. Competitive pay and meaningful equity with a direct stake in Harmonic’s success. Comprehensive benefits including health, dental, vision, and 401k matching. A small, passionate team that values transparency, creativity, and learning. Thoughtful leadership that cares deeply about growth, impact, and people. Annual global offsites (past trips include Lisbon and Nashville). The chance to directly shape both our product and our culture as we build a category-defining company. Harmonic’s Core Values Flourish in the Unknown - We embrace new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance. Never Full - We raise our hands, take on challenges, and assist others whenever possible. We hunger for opportunities to learn and do more. Perfect Harmony - We support one another to create cohesion and unity. We collaborate openly, share feedback honestly, and help everyone produce their best work. Compensation Range: $153K - $219K #J-18808-Ljbffr