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Sales Enablement Lead (Technical Products)
Sales Enablement Lead (Technical Products)Wowza Media Systems • US
Sales Enablement Lead (Technical Products)

Sales Enablement Lead (Technical Products)

Wowza Media Systems • US
3 days ago
Job type
  • Full-time
  • Remote
  • Quick Apply
Job description

Wowza has a proven infrastructure platform and strong customer outcomes in high-stakes environments (live broadcast, edge AI, compliance-driven deployments). What we don't have yet : a repeatable enablement system that lets every seller diagnose, design, and defend solutions at the level our best deals require.

If you've built enablement from scratch at an infrastructure or platform company (ideally $40–100M range, technical buyers, complex sales cycles), you know what this looks like. If you need a team, templates, and a mature process to start from, this isn't it.

About Wowza

We believe video will be the primary source of data for understanding the world. Our mission is to unlock the power of video to shape how the world sees, decides, and operates.

That mission is already playing out : customers rely on Wowza to stream video from wildfire zones, power real-time city surveillance, broadcast global live events, and capture critical data at the edge. These are high-stakes environments where reliability, control, and proof matter.

We're a Colorado-based global leader in video streaming software, reaching customers in over 100 countries across education, healthcare, enterprise, gaming, government, and more.

What Makes This Role Interesting

  • No playbook yet. You're not inheriting a system, you're designing it.
  • Technical depth required. Buyers are architects, security teams, and DevOps leads. Surface-level enablement won't cut it.
  • Fast clock. We are looking for someone who can ship a high-impact program for new reps while building the foundation underneath it.
  • Small team, high stakes. You'll work directly with every seller and see the impact (or gaps) immediately.
  • Infrastructure complexity. Most SaaS playbooks don't fit a platform that runs cloud, on-prem, and air-gapped. Your mandate : design an enablement model so sellers can credibly diagnose, design, and defend solutions for developer / IT / security buyers.

What You'll Own

  • You'll build the enablement function from 0→1 and own onboarding. You'll set the methodology, certification, content standards, and measurement that define how we sell a complex infrastructure platform.
  • Design and deliver Q1 SKO in partnership with VP of Marketing and VP of Sales Operations
  • Choose / adapt methodology (MEDDICC, Command, Challenger, Spiced, or your hybrid) and build certification framework that maps to Wowza’s selling process
  • Ship core content : use-case plays, demo flows, proof kits, discovery frameworks, ROI / TCO tools
  • Establish operating cadence : weekly coaching, Gong reviews, deal clinics, monthly QBRs
  • Create measurement system tied to pipeline velocity, win rate, deal size, ramp time
  • Build feedback loop between field reality and what we build
  • Model best practice on complex deals, then codify it
  • You report to the VP of Marketing and work directly with executives and domain experts across Product, PMM, and Architecture. Initial scope is hands-on IC with the ability to marshal budget and vendors; headcount can grow as the program proves impact.

    • What Success Looks Like

  • Reps can explain and defend architecture choices to skeptical engineers
  • Demos shift from feature tours to situational proof tied to the customer's stack and constraints
  • Customer stories become repeatable plays, not one-offs
  • Win rates and stage conversion improve; time-to-ramp drops
  • Managers coach to a shared rubric; the field speaks one value story, adapted by segment
  • Enablement is wired into pipeline and forecast rhythms—not a side activity

    • What You Bring

    Required :

  • 8+ years in sales enablement with deep experience in B2B infrastructure, platform, or technical SaaS (selling to developers, IT, security buyers)
  • Proven 0→1 builder at a company in the $40–100M ARR range or similar complexity. You've stood up enablement where none existed and have the scars (and wins) to prove it.
  • Methodology depth with judgment; you know MEDDICC, Command of the Message, Challenger (or equivalent) and can adapt them to fit the business, not force-fit a framework
  • Technical fluency withinstreaming / media, networking, security, cloud infrastructure, or adjacent domains. You can coach sellers at depth and hold your own with architects.
  • Coaching DNA - direct, specific, outcome-oriented feedback. You set a drumbeat and hold people (and yourself) to it.

    • Proof points we want to see :

  • Enablement tools you've built and shipped : ROI models, discovery guides, demo scripts, proof frameworks, competitive battle cards
  • Examples of tying enablement to business outcomes (win rate, ramp time, deal velocity)
  • Experience working in lean, fast-moving environments where you wore multiple hats

    • This isn't a fit if :

  • You're looking to manage a team or vendors in year one
  • You need a mature org, established processes, or a large budget to be effective
  • You've only worked in large, specialized enablement functions as part of a bigger machine

    • What This Unlocks for You

    A clean slate to build a best-in-class enablement model for technical infrastructure, portable to any complex platform company

    Executive scope without bureaucracy - your system becomes how the company sells, hires, and plans

    A visible portfolio of outcomes (SKO, certifications, measurable lifts) you can point to as the standard for what great enablement looks like

    Benefits

    Benefits & Perks

  • Competitive base salary : $130,000 – $155,000
  • Bonus Eligible
  • Generous Paid Time Off
  • Medical, Dental, and Vision insurance (effective Day 1)
  • 401(k) with strong company match
  • Dependent Care FSA
  • Employer-paid Life Insurance and AD&D
  • Voluntary Life Insurance (Employee / Spouse / Child)
  • Paid Parental Leave
  • Short-Term and Long-Term Disability
  • Training & Development opportunities
  • Employee Assistance Program (EAP)

    • Who We Are

    Wowza Media Systems is a Colorado-based global leader in video streaming software. Our technology powers live and on-demand video delivery for education, healthcare, enterprise, gaming, government, and more—reaching customers in over 100 countries. Backed by Clearhaven Partners, we continue to grow by pushing innovation in scalable, low-latency video streaming.

    Why Join Wowza?

    At Wowza, you’ll be part of a fast-paced, mission-driven team working on solutions that power critical real-world applications —from live-streaming graduations to helping parents monitor NICU care. We encourage ownership, collaboration, and innovation while providing a supportive, global team environment.

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    Sales Enablement Lead • US