Sales Enablement Lead

About Buildkite

Buildkite's CI platform is trusted by the world's leading engineering teams, helping ship software used by more than 1 billion people every day. Companies including Canva, Meta, Mistral AI, and NVIDIA rely on Buildkite to run builds, tests, and deployments on their infrastructure, ours, or both - giving them the speed, reliability, and flexibility to ship with confidence.

About the Role

We're looking for a Sales Enablement Lead to own how Buildkite develops, equips, and scales its go-to-market team. This is a senior individual contributor role: you'll set the enablement strategy, build the systems and content that run underneath it, and operate with full autonomy across Sales, Marketing, and Product to raise how our sellers ramp, sell, and win. This role reports directly into the CRO.

This is a step up from running programs to owning the function. You'll decide what enablement Buildkite needs over the next 12 months, design it so it scales without you in the room, and connect every program to pipeline and revenue rather than activity. You'll be the person Sales leadership comes to when they need to move a number, and  someone the wider GTM team looks to for how enablement is done well.

We're looking for someone who has built enablement or GTM systems before, can point to the revenue outcomes they moved, and has the judgment to work through ambiguity without waiting to be told what to prioritize.

Where You’ll Be

This role is remote-first and US-based. You'll need to be located in the Pacific time zone, or within one hour of it, so your working hours overlap with our stakeholders and teams in Australia.

What You'll Do

• Own the enablement strategy
• Set the enablement strategy end-to-end and align it to Buildkite's revenue goals and GTM priorities
• Decide what to build, what to retire, and where to focus, using pipeline data, field insight, and close partnership with Sales leadership
• Anticipate what the GTM team will need as Buildkite scales, and get ahead of it rather than reacting to requests
• Bring clarity to ambiguous, cross-functional problems and translate them into programs people actually adopt
• Build systems that scale
• Design and own a scalable enablement system — onboarding, ongoing skills development, content architecture, and tooling — that holds up as the team grows
• Build a content and playbook library that stays current with product positioning and the competitive landscape, and is easy for sellers to find and use in the moment
• Create the operating rhythm (certification, reinforcement, measurement) that turns training into lasting behavior change, not one-off sessions
• Improve the systems and tools the wider GTM team relies on, reducing friction and manual effort
• Drive measurable GTM impact
• Own enablement outcomes and connect program activity to ramp time, seller performance, pipeline, and revenue
• Lead the enablement rollout of new products, messaging, and GTM motions end-to-end, coordinating across functions to land them
• Define what “good” looks like for seller capability at each stage of the cycle, and measure against it
• Balance speed, quality, and impact — ship enablement that's useful now while building toward the long term
• Raise the bar and uplift others
• Set the standard for enablement craft at Buildkite and role model it in your own work
• Coach and upskill Account Executives, and share expertise with Sales managers so good practice sticks beyond any single program
• Bring the field's perspective back to Marketing, Product, and Brand to influence how Buildkite builds and positions itself externally
• Contribute to a psychologically safe, inclusive culture where feedback and experimentation are the norm
• This Is You If...
• You've spent 6+ years in sales enablement, sales training, or a senior GTM role within B2B SaaS or technical software, and you've owned enablement strategy or systems end to end
• You design enablement as scalable systems, not a series of sessions — you've built the content architecture, tooling, and operating rhythms that let a GTM team keep improving without you in the middle of everything
• You can take a messy, cross-functional problem and drive it to a reliable outcome with minimal oversight, setting your own priorities against business goals
• You connect enablement to revenue, measure what matters, and steer clear of vanity metrics — and you can point to the numbers you've moved
• You build trust quickly with Sales leadership and senior stakeholders, and bring people with you through clarity rather than authority
• You facilitate with credibility, write crisp content, and adapt for audiences from new AEs to enterprise sellers
• You coach, mentor, and raise the standard around you, growing capability across the team
• You seek feedback, challenge the status quo with curiosity, and keep raising the bar through the quality of your work