Senior Director, Sales Enablement & Technical Training

Dragos is seeking a Senior Director of Sales Enablement & Technical Training to serve as the critical bridge between our Product Management and Product Marketing teams and the global sales force, partner ecosystem, and customer-facing teams that drive revenue.

This is a high-impact, high-visibility role at the center of Dragos' go-to-market engine.

You will own the full enablement lifecycle, translating complex ICS/OT cybersecurity product capabilities, competitive intelligence, and market messaging from PM and PMM into role-specific, revenue-aligned enablement and training programs that equip sales teams, channel partners, SEs, and customer success to execute with precision and consistency. You will also lead technical training for customers and partners, ensuringthey realize the full value of the Dragos Platform.

The ideal candidate is a builder, translator, and performance-driven leader who canoperationalize a structured learning and enablement model and deliver modular,continuously reinforced training programs tied directly to pipeline creation, win rates,deal velocity, and net revenue retention.

THE ENABLEMENT VISION: REVENUE-ALIGNED LEARNING AT SCALE

This roleis responsible forexecuting a fundamental shift in how Dragos enables itsfield;movingfrom broad, episodic training toward a product-first, revenue-aligned

enablement model built on eight structured tracks:

• Track 1: Product Mastery

• Tracks 2 & 4: Messaging & Deal Execution

• Track 3: Pipeline Creation & PLG Motion

• Track 5: Competitive & Differentiation Mastery

• Track 6: Expansion & Customer Growth

• Track 7: Role-Based Execution

• Track 8: Field Intelligence & Continuous Learning

RESPONSIBILITIES : PM & PMM TO FIELD TRANSLATION

• Serve as the primary conduit between Product Management, Product Marketing,and the field-converting product releases, roadmap updates, competitiveintelligence, and GTM messaging into actionable enablement content.

• Lead message certification programs that test andvalidateconsistent narrativedelivery across all customer-facing roles before and after major productlaunches or GTM pivots.

SALES ENABLEMENT STRATEGY & EXECUTION

• Own and execute the global Sales Enablement roadmap across 8 structuredlearning tracks, aligned to GTM priorities, revenue goals, and Dragos' ICS/OTcybersecurity mission.

• Design and deliver modular, role-based learning programs (onboarding, e-learning, in-person workshops, simulations, certifications) that accelerate sellerproductivity, shorten ramp time, and improve win rates.

• Drive continuous reinforcement of messaging and positioning through short,repeatable modules rather than episodic one-time sessions.

• Establish a PLG-aligned enablement model that teaches reps to read productsignals, qualify from usage data, and accelerate pipeline through the funnel.

PARTNER & CHANNEL ENABLEMENT

• Extend the full enablement model to Dragos' partner community by buildingpartner-specific training tracks, certification programs, and co-sell playbooksthat drive consistent partner-sourced revenue.

• Develop scalable partner onboarding and ongoing education programs thatenable channel partners to independently position and sell the Dragos Platformwith the same confidence and accuracy as the direct sales team.

• Collaborate with the Channel and Alliances team to align partner enablementwith GTM priorities, partner tiers, and incentive structures.

TECHNICAL TRAINING (CUSTOMERS & PARTNERS)

• Oversee the technical training curriculum for customers and partners, ensuringthey have the knowledge to deploy,operate, and maximize the value of theDragos Platform.

• Build and manage product certification programs (leveragingplatforms such asCredly) thatcreateverifiable credentials anddriveadoption milestones.

• Translate complex OT/ICS cybersecurity concepts into accessible, outcome-basedtraining content across multiple modalitiesinckudingvirtual, in-person, hybrid,and self-paced.

MEASUREMENT & PERFORMANCE

• Establish and manage KPIs thatdemonstrateenablementROI across the fullrevenue funnel: influenced pipeline per cohort, certified vs. non-certified repwin rates, deal velocity, new hire ramp time, and NRR impact from CS-certifiedaccounts.

• Implement certification programs with clear pass/fail criteria and ongoingrecertification requirements tomaintainfield readiness.

• Use win/loss data, deal desk insights, and field feedback to continuously improveprogram content and delivery.

TEAM LEADERSHIP

• Build, lead, and develop a high-performing enablement team responsible forprogram design, content development, delivery, and performance reporting.

• Operate with strong cross-functional alignment-partnering with Sales, SE, CS,Product, Marketing, and Channel leadership to prioritize the enablementroadmap and close critical skills gaps.

• Drive high-speed, high-quality decision-making in a dynamic, fast-pacedenvironment whileremainingwilling to be hands-on whenrequired.

REQUIRED QUALIFICATIONS

• 7+ years of experience in sales enablement, technical training, or revenueperformance leadership roles, withdemonstratedsuccess in B2B SaaS orcybersecurity environments.

• Proventrack recordof building and scaling multi-track enablement programsthat directlyimpactwin rates, deal velocity, ramp time, and pipeline.

• Deep understanding of sales processes and methodologies (MEDDPIC/MEDDPICCrequired).

• Experience building and delivering enablement programs for both internal salesteams and external partner/channel communities.

• Demonstrated ability to translate complex technical product capabilities intoclear, compelling, role-appropriate training content.

• Exceptional cross-functional leadership and communication skills. Able to alignPM, PMM, Sales, and Channel on a unified enablement strategy.

• Proficiencywith enablement platforms and LMS tools (e.g.,Mindtickle,Articulate360, Descript,Credly).

• Strong data orientation: ability to define, measure, and report on enablementKPIs tied to business outcomes.

• Ability tooperatewith autonomy, manage multiple stakeholder needs, anddeliver high-quality programs under tight timelines.

PREFERRED

• Prior experience in tech,a must. Cybersecurity, OT/ICS security, or criticalinfrastructure industriesstronglypreferred.

• Familiarity with product-led growth (PLG) motions and how product usage datainforms salesqualificationand expansion.

• Background in building customer-facing technical training and certificationprograms.

COMPENSATION & BENEFITS

• Base Salary: $250,000

• Competitive Equity Package

• Comprehensive Benefits Plan

• Remote-first (United States)

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