Director Sales Productivity & Enablement

Our mission is to SAVE AND IMPROVE LIVES BY EMPOWERING HEALTHCARE CONSUMERS. Come be part of remarkable.

How you can make a difference

The Director, Sales Productivity Enablement is the accountable owner of field adoption, behavior change, and performance activation for Revenue Operations initiatives across the Sales and ECR organization. This role ensures that strategic investments in process, tooling, analytics, operating models, and solution engineering translate into sustained behavior change and measurable productivity and revenue outcomes.

This role defines and executes a readiness-driven enablement strategy that connects RevOps strategy to frontline execution for Sellers, Sales Managers, and Solutions Engineers, ensuring the field is not just trained, but operationally ready to execute. The Director ensures the field has clear direction on what is changing, why it matters, when it occurs, and how success is measured, and that changes are reinforced through manager coaching, solution readiness, operating cadence, and inspection routines.

This leader also owns Solutions Engineering productivity enablement, including demo standards, demo maintenance, technical readiness, and influence models that directly impact deal quality, velocity, and enterprise credibility.

This is a senior people leadership role requiring strong judgment, operating discipline, and the ability to lead through influence in a complex, matrixed environment, partnering closely with RevOps, Program Management, Analytics, Sales Leadership, Solutions Engineering, Product, and FP&A.

This role is typically performed remote, with periodic travel for major launches, Sales Summits, leadership meetings, enablement sessions, and solution demonstrations.

What you'll be doing

Manages and carries out personnel actions for direct reports, including hiring, performance management, coaching, development planning, and compensation recommendations, in alignment with enterprise leadership standards.
• Builds, scales, and leads a high-performing enablement team, including senior instructional design capability, with clear accountability, operating rigor, and alignment to RevOps priorities.
• Provides strategic direction and oversight to a Senior Instructional Designer, ensuring instructional design efforts are tightly aligned to readiness outcomes, field execution, and measurable productivity impact.
• Establishes clear goals, capacity models, and performance expectations to ensure enablement resources are deployed against the highest-value commercial initiatives.

Enablement Strategy & Field Adoption

• Define and own the enablement strategy supporting Revenue Operations programs, GTM initiatives, and enterprise sales motions.
• TranslateRevOps strategy, operating model changes, and tooling investments into sequenced readiness plans that define required skills, behaviors, tools, and execution standards, with clear readiness and adoption criteria.
• Establish launch gates, certification standards, and adoption expectations for major initiatives.
• Sequence enablement to align with field capacity, deal cycles, and solution complexity, minimizing disruption while maximizing impact.

Solutions Engineering Productivity & Influence

• Own productivity enablement for Solutions Engineers supporting enterprise and complex deal motions.
• Define and govern demo standards, demo maintenance processes, and technical storytelling frameworks alignedto value-based selling.
• Drive consistency, quality, and scalability of demos, proof-points, and solution narratives across segments.
• Partner with Sales and Solutions Engineering leadership to optimize engagement models, influence effectiveness, and capacity leverage.
• Measure and improve the impact of Solutions Engineering on deal velocity, win rates, competitive differentiation, and seller confidence.

Readiness, Certification & Reinforcement

• Own end-to-end readiness architecture, including curriculum design, certification, and execution validation, tied to:
  • Sales process and operating model changes
  • Tool adoption (Salesforce, Gong, Seismic, demo environments, etc.)
  • GTM motion updates and solution selling plays
  • Manager coaching, inspection routines, and performance expectations
• Design and operate reinforcement and validation models that ensure readiness and behavior change are sustained beyond initial training events.
• Partner with Sales and Solutions Engineering Managers to embed readiness validation, reinforcement, and execution inspection into coaching, deal reviews, and operating cadence.
• Ensure instructional design efforts are outcome-driven, modular, scalable, and aligned to how the field actually learns, practices, and applies changes in live selling environments.

Field & Manager Communications (Sales-Specific)

• Lead sales-specific communicationsrequiredto support enablement and change adoption, ensuring clarity and consistency across initiatives.
• Ensure field messaging clearly articulates:
  • What is changing
  • Why it matters
  • When it occurs
  • What success looks like
• Act as a point of operational clarity for the field during periods of high change, transformation, or GTM evolution.

Cross-Functional Partnership & Measurement

• Partner with Program Management to align enablement sequencing with delivery timelines and readiness milestones.
• Collaborate with Analytics,RevOps, and FP&A to define and track:
  • Adoption and utilization
  • Behavior change and execution quality
  • Productivity, deal outcomes, and revenue impact
• Use data, field feedback, and performance insights to continuously refine enablement strategy and improve results.

What you will need to be successful

Education and Experience

• Bachelor's degree required; advanced degree preferred.
• 8+ years of experience in sales enablement, Revenue Operations, Solutions Engineering, or GTM strategy.
• 3+ years of people leadership experience.
• Experience operating within complex, multi-segment enterprise sales organizations.

Specialized Knowledge, Skills, and Abilities

• Deep understanding of enterprise sales motions, solution selling, andRevOps execution models.
• Demonstrated ability to drive readiness, behavior change, and productivity at scale.
• Strong change management capability with the ability to translate strategy into field-ready learning, practice, and execution.
• Experience enabling Salesforce-centric and demo-driven sales environments.
• Ability to influence senior Sales and Solutions Engineering leadership.
• Sound judgment, prioritization, and operational discipline.

Travel Requirements

• Occasional travel may be required for enablement delivery, leadership meetings, solution launches, or major sales events.

#LI-Remote

This is a remote position.

The actual compensation offer is determined based on job-related knowledge, education, skills, experience, and work location. This position will be eligible for performance-based incentives and restricted stock units as part of the total compensation package, in addition to a full range of benefits including:

• Medical, dental, and vision
• HSA contribution and match
• Dependent care FSA match
• Uncapped paid time off
• Paid parental leave
• 401(k) match
• Personal and healthcare financial literacy programs
• Ongoing education& tuition assistance
• Gym and fitness reimbursement
• Wellness program incentives

HealthEquity has a vision that by2030 we will make HSAs as wide-spread and popular as retirement accounts. We are passionate about providing a solution that allows American families to connect health and wealth. Join us and discover a work experience where the person is valued more than the position. Click here to learn more.

You belong at HealthEquity!

HealthEquity, Inc. is an equal opportunity employer, and we are committed to being an employer where no matter your background or identity - you feel welcome and included. We ensure equal opportunity for all applicants and employees without regard to race, age, color, religion, sex, sexual orientation, gender identity, national origin, status as a qualified individual with a disability, veteran status, or other legally protected characteristics. HealthEquity is a drug-free workplace. For more information about our EEO policy, or about HealthEquity's applicant disability accommodation, drug-free-workplace, background check, and E-Verify policies, please visit our Careers page.

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At HealthEquity, our goal is to save and improve lives by empowering healthcare consumers. This shared purpose inspires everything we do, including how we approach hiring. Our process is designed to get to know the real you: your skills, experiences, and potential to make a difference. We value honesty, originality, and the courage to do the right thing, even when it is not the easiest path. Showing up as your authentic self reflects these values and helps us build something truly remarkable together.

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