Head of Sales (B2B) (Remote)

Most sales enablement roles hand you a content library and a training calendar and ask you to keep both current. This one is about building the function itself: how sellers get onboarded, how they get better, what they say in front of a buyer, and how any of it gets measured.

At Resonate, we help brands, agencies, and advocacy organizations understand not just who their audiences are, but why they behave the way they do - the values and motivations underneath the behavior, not just the demographics on top of it. It's data with real depth, and the sellers who do best here are the ones who can connect it to what a client is genuinely trying to solve.

You’ll own how sellers are equipped, from their first week through to the way they run a deal in year three - the onboarding program, the training calendar, the story framework, and the coaching tools that give frontline managers something consistent to coach against. You’ll report to our VP of Sales Operations and GTM Strategy, build some of it directly, and partner with marketing and product marketing on the rest. Building a repeatable sales narrative framework around the buyer’s situation rather than just the product - then running applied workshops so reps leave able to deliver it out loud rather than recognize it on a page, with narrative skill graded as part of certification rather than offered as an optional module

Designing and owning the full development path - a structured onboarding program with clear milestones, competency checkpoints, and a defined ramp timeline, then an ongoing training calendar that keeps tenured reps as sharp as new starters on product updates, competitive positioning, and messaging refreshes

Defining what good looks like at each stage of the sales process and codifying it in scorecards, playbooks, and MEDDPICC-aligned deal inspection tools, so frontline managers have a consistent framework to coach against

Owning the standard for sales content - the library, the versions, and the feedback loop from the field - and partnering with marketing and product marketing so sellers have the right material at every stage

Owning our annual Sales Kickoff end to end, designing a mid-year sales review that keeps the second half on track, and supporting QBR design so the format drives the right conversations

Driving rep-facing adoption of our sales technology stack - Salesforce, MindTickle, and Call AI - and running a structured evaluation of what we have to recommend where to consolidate, replace, or invest

Around five years or more in sales enablement, sales operations, or a closely related go-to-market function, in B2B SaaS or a data and analytics business

Direct experience running storytelling or narrative selling training - not just designing the program, but coaching reps through delivery and seeing what they say on calls change as a result

Working knowledge of MEDDPICC or a comparable enterprise qualification framework, including what it takes to keep adoption alive well past the initial rollout

Hands‑on experience with sales enablement and operations tooling - Salesforce, plus an LMS and a conversation intelligence platform. Strong instructional design instincts - you can take complex product and market information and turn it into training that sticks

Clear, direct communication that lands with reps, frontline managers, and senior leadership alike

To be based in the DMV area, with genuine availability to be in our Reston office 2‑3 days a week

We care about what you can do more than where you studied, so a bachelor's degree or equivalent experience works for us

Experience enabling sales teams across more than one segment or vertical

Experience running a Sales Kickoff or a company‑wide sales event end to end

Comfort using AI tools, including Claude, to build enablement assets and read patterns across the field

You have a real point of view on what makes sellers better, and you’re happy to write it down and then go prove it works in the field. You’re as comfortable in a role‑play session with a rep who’s struggling as you are presenting adoption numbers to sales leadership, and you can tell the difference between a training need and a management one.

The problem is already diagnosed and the role is tagged to solve it, so you won’t spend your first six months building the case for your own job. Three distinct sales motions across brand, agency, and advocacy, each with its own buyers, cycles, and rhythms - a more interesting enablement problem than a single segment, and a big part of why this role has range

A growth‑stage company past the early‑stage chaos, with serious enterprise customers, a clear direction, and enough scale to make the work meaningful

A hybrid setup based out of our Reston, VA headquarters, 2‑3 days a week on site, with occasional travel for Sales Kickoff, client events, and company meetings

The base salary range for this role is $120,000-$140,000, with on‑target earnings (OTE) of $130,000-$160,000, which combines base salary and commission at 100% of target. OTE reflects expected earnings at target and is not guaranteed.

Medical, dental, and vision coverage, including HSA

Company‑paid disability and life insurance with a life insurance buy‑up option

Flexible PTO plus 10 paid holidays

Access to wellbeing and employee assistance programs, including free and unlimited access to 20+ health professionals and wellbeing coaches for you and your family members.

Resonate is a leading provider of high‑quality, AI‑powered consumer data, intelligence, and technology, empowering marketers to create a more personalized world that increases customer acquisition and lifetime value. Our SaaS platform, Ignite, and our Data‑as‑a‑Service (DaaS) offerings provide unparalleled insights into consumer motivations, values, and behaviors, enabling our clients to connect with their target audiences in more meaningful and effective ways. Collaboration: You value working with others and building strong, respectful relationships.

Customer Focus: You keep the end user in mind and aim for impact.

At Resonate, we take a remote‑first approach to work, offering a flexible environment that empowers our team to collaborate seamlessly across different locations. While we embrace remote work, we also encourage thoughtful and intentional in‑person collaboration to foster connection and teamwork when needed. Whether you’re working from home or joining us in one of our state‑of‑the‑art offices, you’ll have the tools and resources you need to succeed.

Resonate is headquartered in Reston, VA, with offices in New York City and Washington, D.Resonate 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, colour, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.