Head of Revenue Enablement (EMEA)

About XBOW

At XBOW, we’re redefining the future of cybersecurity by building the world's first autonomous pentester, powered by AI. Today, the gold standard for securing software systems is human pentesters, but with the rise of artificial intelligence, we’re stepping up to scale offensive security to meet the ever-growing demand.

AI is transforming the landscape of both cybersecurity and cyberattacks. While millions of people without security expertise are creating software, bad actors are using AI to launch more effective attacks. XBOW fights back with AI-driven superpowers, enabling security teams to stay one step ahead.

Backed by Sequoia Capital and Altimeter, and a team that includes the creators of GitHub Copilot and GitHub Advanced Security, XBOW is not just keeping up with the times—we’re shaping the future of cybersecurity. Our mission is simple: to defeat the bad actors before they strike, using AI to revolutionize how we approach offensive security.

We’re building something that must be built, and we’re the team to do it. Join us in shaping the next frontier of autonomous security.

What You'll Do

As the first hire in our Sales Enablement function, you will be the architect of XBOW’s go-to-market excellence. You won't just be managing a program; you will be building the blueprint for how our field organization learns, competes, and wins. You will bridge the gap between our product’s technical capabilities and our sales team’s execution, ensuring every member of the revenue org is equipped to deliver value at every stage of the customer journey

Your Role

• Strategy & Architecture: Partner with Sales, Product, and Marketing leadership to design a comprehensive enablement roadmap. You will map the buyer’s journey to our sales process and identify the critical knowledge gaps.

• Methodology Mastery: Serve as the internal champion for MEDDPICC and Force Management. You will ensure these aren't just acronyms, but are deeply integrated into our discovery, qualification, and closing motions.

• Content & Curriculum Design: Build and maintain a world-class library of instructional materials. You will own the Learning Management System (LMS), creating structured learning paths for onboarding and continuous development.

• AI-Driven Training: Pioneer the use of AI Role Playing exercises to provide the field with "safe" environments to practice pitch delivery, objection handling, and discovery techniques.

• Data-Driven Enablement: Collaborate with peers in RevOps to analyze performance data in Salesforce and Gong. You will identify trends (e.g., where deals stall or why we win) and build targeted enablement "sprints" to address them.

• Cross-Functional Synthesis: Translate complex product updates from Product Marketing into "field-ready" talk tracks and collateral.

Who You Are (Required Qualifications):

• The "Builder" Mindset: 5+ years of experience in Sales, Sales Enablement, or Sales Operations, with a proven track record of building an enablement function from scratch in a B2B SaaS environment.

• Methodology Expertise: Deep, practical experience with Force Management (Command of the Message) and MEDDPICC. You should be able to coach others on how to qualify a champion or identify a metric.

• Instructional Design: Proficiency in creating engaging, high-retention training content and managing LMS platforms.

• Tech Savvy: Advanced experience with Salesforce, Gong, and modern AI-driven sales coaching tools. You are excited by the prospect of using AI to scale personalized coaching.

• Strategic Influence: Ability to command a room of seasoned sales leaders and influence product roadmaps based on field feedback.

What We Offer:

• Compensation & Equity: Competitive salary, clear performance-based incentives, and equity package, making you an integral part of XBOW’s growth story.

• Career Growth: Significant opportunities to progress within the sales organization and shape your career trajectory as we scale.

• Meaningful Work: You’ll directly impact XBOW’s mission to revolutionize cybersecurity and protect organizations worldwide.

What Else You Should Know

• Location: Remote EMEA

• Contract: Full-time

• Hiring Process:

• Introduction with TA screen

• Hiring Manager Interview

• Sales Leadership Interview

• Final Interview with CEO & Founder

At XBOW, we leverage AI every day, it's embedded in our product and our sales approach. But for this role, we’re seeking someone who brings genuine curiosity, empathy, and persistence. If that's you, we'd love to connect.