Director Technical Sales Enablement

About Harmonic Security

Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently.

We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In-Q-Tel.

We've built early momentum and proven product-market fit with a world-class team, and we're now entering a phase of rapid growth. As Director of Technical Sales Enablement, you'll play a pivotal role in equipping our sales organization to win—shaping the technical strategy, tools, and playbooks that help customers understand the power of Harmonic. This is a rare opportunity to join early and influence not just how we sell, but how an entirely new category of AI governance is understood and adopted across the industry.

About the Role

We're looking for our first Director of Sales Enablement — a foundational hire to build the enablement function from the ground up.

This is a hands-on, builder role designed for someone who thrives at the intersection of sales strategy, technical storytelling, and content creation. You'll translate Harmonic's complex security and AI capabilities into simple, powerful narratives that help our field teams win.

You'll own the creation of playbooks, training programs, and demo content that empower Account Executives, Sales Engineers, and Partners to tell a consistent, high-impact story — ultimately driving pipeline velocity and deal conversion across the GTM organization.

What You'll Do

1. Build the Enablement Function from Scratch

• Design and launch Harmonic's first end-to-end enablement framework, including onboarding, playbooks, and certification programs.
• Develop the foundational content library — from talk tracks and objection handling guides to technical demo scripts and battlecards.
• Implement the systems (LMS / CMS) and processes for delivering, maintaining, and measuring enablement programs.

2. Technical Sales Enablement

• Partner with Product and Solutions Engineering to translate product specs into digestible, field-ready assets.
• Create and maintain demo environments, hands-on labs, and technical playbooks that showcase Harmonic's differentiation.
• Lead demo certification programs to ensure consistency and impact across all field presentations.

3. Continuous Learning & GTM Readiness

• Deliver ongoing training and refreshers across sales, product, and competitive landscape.
• Use data and field feedback to identify performance gaps and refine programs.
• Build scalable systems for reinforcing learning and tracking effectiveness.

4. Partner & Channel Enablement

• Develop the "partner-in-a-box" toolkit with co-sell playbooks, partner decks, and certification content.
• Ensure partners have the technical depth and messaging consistency needed to represent Harmonic effectively.

What Success Looks Like

• Harmonic's GTM teams (AEs, SEs, Partners) are confident, consistent, and effective in positioning our platform.
• Core sales assets and playbooks are adopted and used daily across the field.
• Ramp time for new hires shortens significantly; productivity and conversion rates rise.
• Technical demo and narrative delivery are consistent across the org.
• Sales, Product, and Marketing stay tightly aligned through shared messaging and enablement programs.
• The enablement function becomes a trusted, strategic partner to GTM leadership.

Requirements
What You Bring

• 8+ years of experience in Sales Enablement, Pre-Sales, or Product Marketing within B2B SaaS (cybersecurity or data security a plus).
• Proven track record creating sales content (playbooks, decks, talk tracks, battlecards, demo scripts).
• Strong technical acumen — ideally with experience in cloud, DevOps, CI/CD, APIs, or AI technologies.
• Hands-on familiarity with modern LMS/CMS tools (Highspot, Seismic, Allego, etc.).
• Builder mindset: ability to create from zero-to-one and iterate rapidly based on feedback.
• Excellent communication and storytelling skills — both written and verbal.
• Cross-functional collaborator who thrives at the intersection of Product, Marketing, and Sales.

You Might Be a Fit if You…

• Love building systems, programs, and content from scratch.
• Are equally comfortable in the weeds of content creation and the strategy of enablement design.
• Have empathy for sales teams and know what truly moves deals forward.
• Thrive in ambiguity and fast-changing startup environments.
• Bring technical credibility but lead with simplicity and clarity.
• Want to help shape how a next-generation security company goes to market.

Benefits
Why Join Us

This isn't just a job; it's an opportunity to be part of a team that is redefining cybersecurity.

We believe today's talent is tomorrow's success, and we're committed to creating an environment where you can do the best work of your life.

• Competitive pay and meaningful equity with a direct stake in Harmonic's success
• Comprehensive benefits including health, dental, vision, and 401k matching
• A small, passionate team that values transparency, creativity, and learning
• Thoughtful leadership that cares deeply about growth, impact, and people
• Annual global offsites (past trips include Lisbon and Nashville)
• The chance to directly shape both our product and our culture as we build a category-defining company

Harmonic's Core Values

• Flourish in the Unknown: We relish being thrown into new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance.
• Never Full: We never hesitate to raise our hands and take on challenges to assist those in need. We hunger for opportunities to learn and do more.
• Perfect Harmony: We have a genuine willingness to assist and support one another to create cohesion and unity. We foster success through collaboration and honest sharing of feedback and ideas, enabling everyone to grow and produce their best work.

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