Sales Enablement Lead

About Traversal

Traversal is the AI Site Reliability Engineer (AI SRE) for the enterprise.

Production complexity was already outpacing what engineering teams could manage manually, and AI-generated code is accelerating that gap. Traversal is built for that challenge, autonomously understanding and reasoning across even the largest, most complex production environments to diagnose, fix, and prevent incidents. Our mission is to free engineers from endless firefighting and give them more time to focus on creative, high-impact work.

Today, Traversal operates in mission-critical environments at some of the world’s largest enterprises, including PepsiCo, Nubank, Harvey, and DigitalOcean. Our roots remain deeply embedded in AI research, and we’ve brought together researchers from institutions including MIT, Harvard, Berkeley, Columbia, and Cornell with world-class technical staff and operators from companies like Google, Meta, Datadog, ServiceNow, and Citadel Securities to take on one of the hardest problems for AI to solve. Traversal is backed by Sequoia Capital, Kleiner Perkins, Redpoint Ventures, and Khosla Ventures.

The Role

As a Sales Enablement Leader you will build the foundation for how our sales team ramps, sells, and improves. You'll own everything from new-hire onboarding to ongoing skill development, sales content, and the tools reps use every day. This is a highly cross-functional, build-from-scratch role — you'll partner closely with Sales, RevOps, Marketing, and Product to translate our evolving story and process into something reps can execute consistently.

This role reports into sales leadership, ideal for someone who wants to build the enablement function from the ground up at a high-growth startup. We're looking for someone with observability experience in Value Centric sale campaigns.

Responsibilities

Onboarding & Ramp

Design and run onboarding for new Account Executives, Solution Engineers, and SDR's, reducing time-to-first-deal and time-to-full-productivity

Build ramp plans, certification checkpoints, and role-play/practice frameworks — including technical certification on observability concepts and our own product architecture

Continuously refine onboarding based on rep feedback and ramp performance data

Sales Content & Messaging

Create and maintain playbooks, battlecards, objection-handling guides, and discovery frameworks

Partner with Product Marketing to translate product updates and positioning into field-ready materials

Keep a single source of truth for sales content, retiring stale materials as the product and market evolve

Coaching & Skill Development

Support managers in running effective call reviews and deal coaching

Run or coordinate ongoing training on sales methodology, technical/competitive positioning (e.g., vs. Datadog, Dynatrace, Splunk, New Relic), and objection handling

Identify skill gaps using call recordings, win/loss data, and pipeline metrics, and build programs to close them

Coordinate with SDR and SE leaders to build targeted coaching and training

Tools & Process

Own the sales team's use of enablement and productivity tools (e.g., content management, call intelligence, LMS)

Partner with RevOps on how enablement initiatives connect to Salesforce, Clari, Gong, and the overall end-to-end sales process

Use Claude to drive personalized training and accelerate processes to help the GTM scale

Requirements

Background in observability, monitoring, or infrastructure/DevOps tooling (e.g., Datadog, Splunk, New Relic, Dynatrace, PagerDuty), deep enough to speak credibly to technical buyers

7+ years total in sales enablement, sales training, SE, or AE roles, ideally at a B2B SaaS or observability/infrastructure company

Ability to bridge deeply technical concepts into clear business language for both technical practitioners and executive buyers

Experience building or significantly improving an onboarding/ramp program

Strong writing and content creation skills — you can turn a messy product update into a crisp battlecard

Comfortable working cross-functionally with Sales, Marketing, Product, and RevOps