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HealthEquity · 1 day ago

Director Sales Productivity & Enablement

United States

Full-time

Remote

Senior Level, Lead/Staff

$152K/yr - $200K/yr

8+ years exp

HealthEquity is on a mission to save and improve lives by empowering healthcare consumers. They are seeking a Director of Sales Productivity & Enablement who will be responsible for field adoption, behavior change, and performance activation for Revenue Operations initiatives across the Sales and ECR organization, ensuring that strategic investments translate into measurable productivity and revenue outcomes.

Financial ServicesHealth CarePayments

Growth Opportunities

Responsibilities

Manages and carries out personnel actions for direct reports, including hiring, performance management, coaching, development planning, and compensation recommendations, in alignment with enterprise leadership standards

Builds, scales, and leads a high-performing enablement team, including senior instructional design capability, with clear accountability, operating rigor, and alignment to RevOps priorities

Provides strategic direction and oversight to a Senior Instructional Designer, ensuring instructional design efforts are tightly aligned to readiness outcomes, field execution, and measurable productivity impact

Establishes clear goals, capacity models, and performance expectations to ensure enablement resources are deployed against the highest-value commercial initiatives

Define and own the enablement strategy supporting Revenue Operations programs, GTM initiatives, and enterprise sales motions

Translate RevOps strategy, operating model changes, and tooling investments into sequenced readiness plans that define required skills, behaviors, tools, and execution standards, with clear readiness and adoption criteria

Establish launch gates, certification standards, and adoption expectations for major initiatives

Sequence enablement to align with field capacity, deal cycles, and solution complexity, minimizing disruption while maximizing impact

Own productivity enablement for Solutions Engineers supporting enterprise and complex deal motions

Define and govern demo standards, demo maintenance processes, and technical storytelling frameworks aligned to value-based selling

Drive consistency, quality, and scalability of demos, proof-points, and solution narratives across segments

Partner with Sales and Solutions Engineering leadership to optimize engagement models, influence effectiveness, and capacity leverage

Measure and improve the impact of Solutions Engineering on deal velocity, win rates, competitive differentiation, and seller confidence

Own end-to-end readiness architecture, including curriculum design, certification, and execution validation, tied to: Sales process and operating model changes, Tool adoption (Salesforce, Gong, Seismic, demo environments, etc.), GTM motion updates and solution selling plays, Manager coaching, inspection routines, and performance expectations

Design and operate reinforcement and validation models that ensure readiness and behavior change are sustained beyond initial training events

Partner with Sales and Solutions Engineering Managers to embed readiness validation, reinforcement, and execution inspection into coaching, deal reviews, and operating cadence

Ensure instructional design efforts are outcome-driven, modular, scalable, and aligned to how the field actually learns, practices, and applies changes in live selling environments

Lead sales-specific communications required to support enablement and change adoption, ensuring clarity and consistency across initiatives

Ensure field messaging clearly articulates: What is changing, Why it matters, When it occurs, What success looks like

Act as a point of operational clarity for the field during periods of high change, transformation, or GTM evolution

Partner with Program Management to align enablement sequencing with delivery timelines and readiness milestones

Collaborate with Analytics, RevOps, and FP&A to define and track: Adoption and utilization, Behavior change and execution quality, Productivity, deal outcomes, and revenue impact

Use data, field feedback, and performance insights to continuously refine enablement strategy and improve results

Qualification

Sales EnablementRevenue OperationsSolutions EngineeringChange ManagementSalesforceInstructional DesignData AnalysisPeople LeadershipOperational DisciplineCommunication Skills