Sales Enablement Lead

Wowza has a powerful video software platform trusted in high-stakes environments – including security and surveillance, live events, edge deployments, and regulated systems. What we’re building next is just as important: a sales enablement system that scales with us, helps sellers win with technical buyers, and reflects how deals actually get done. 

This role is for someone who likes being close to the action. You’ll work side-by-side with sales as we grow from one seller to many, listening to calls, shaping deal flow, tightening sales stages, and turning field insight into tools that genuinely help reps win. 

If you’re energized by building from a clean slate, enjoy being in the weeds, and want your work to directly influence revenue and culture, this role was designed for you. 

About Wowza 

We believe video will be one of the most important sources 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 shows up in real ways every day. Customers rely on Wowza to power real-time city surveillance, stream from wildfire zones, support compliance-driven government deployments, and run mission-critical systems at the edge. 

Wowza is a Colorado-based global leader in video streaming software, serving customers in more than 100 countries across public sector, healthcare, enterprise, media, and industrial use cases. 

What Makes This Role Exciting 

Deep field partnership. You’ll be embedded with sales - learning the deals, the buyers, and the friction points firsthand. 

A true build opportunity. No inherited playbooks. You’ll help define how enablement works at Wowza. 

Serious technical buyers. Video engineers, system architects, DevOps, IT leaders - this is enablement that has to stand up in real conversations. 

Sales hygiene with purpose. You’ll help create clear, buyer-aligned stages that improve deal quality and forecasting. 

Momentum matters. We’re moving quickly, and you’ll have the chance to make an immediate impact while building something durable. 

High visibility. You’ll work closely with the VP of Sales and partner across Sales Ops, Marketing, Product, and Architecture. 

What You’ll Own 

Field Enablement & Deal Support 

Serve as the primary enablement partner embedded with the sales team 

Listen to calls, review deals, and support sellers in real time 

Identify where deals stall, and help fix it 

Turn win/loss insights into actionable improvements 

Sales Hygiene & Process Discipline 

Define and refine clear entrance and exit criteria for sales stages 

Align pipeline stages to how buyers actually evaluate and decide - especially in security and surveillance 

Improve pipeline quality, forecasting confidence, and deal flow 

Partner with Sales Ops to operationalize hygiene without adding friction 

Enablement Systems & Content 

Build and maintain high-impact sales assets informed by real deals: 

Battlecards 

Proposal and architecture templates 

Discovery frameworks 

Use-case plays and proof kits 

Keep sales equipped with the latest messaging, tools, and context 

Close the loop between what’s built and what actually works in the field 

Onboarding & Scaling Enablement 

Design onboarding for new sellers as the team grows 

Establish a repeatable enablement rhythm (coaching, deal reviews, certifications) 

Expand enablement programs over time as headcount increases 

You’ll report to the VP of Sales and operate as a hands-on individual contributor. This role has room to grow, but year-one success is about impact, not org charts. 

What Success Looks Like 

Reps confidently explain and defend technical and architectural choices 

Sales stages reflect real buyer progress, not guesswork 

Win/loss insights actively shape how we sell 

Sales assets are practical, current, and widely used 

New reps ramp faster and enter deals with confidence 

Pipeline data is trusted because hygiene is real 

Enablement feels embedded in selling  

Required 

5+ years in sales enablement for technical B2B products (infrastructure, platform, or complex SaaS) 

Experience building enablement from the ground up 

Comfort working directly with sellers on live deals 

Strong grasp of sales methodologies (MEDDICC, Challenger, Command, etc.)—and the judgment to adapt them 

Ability to turn messy, real-world inputs into clear, usable tools 

A practical, direct coaching style focused on outcomes 

Proof Points We Love to See 

Enablement assets you’ve personally built and shipped 

Examples of improving sales hygiene or deal quality 

Experience tying enablement work to real business results 

Comfort wearing multiple hats in a growing organization 

This Role Is Not a Fit If 

You’re looking to manage a team right away 

You need a mature org or big budget to be effective 

You prefer enablement at a distance from real deals 

You’ve only worked in large, highly segmented enablement functions