Dragos
ICS/OT Cybersecurity
SeniorDirector,SalesEnablement&TechnicalTraining
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“Senior Director, Sales Enablement & Technical Training at Dragos. Skills: Sales Enablement Strategy, Technical Training Curriculum Development, Partner and Channel Enablement, Revenue Alignment. Serve as the primary conduit between Product Management, Product Marketing, and the field—converting product releases, roadmap updates, competitive intelligence, and GTM messaging into actionable enablement content.. Lead message certification programs that test and validate consistent narrative delivery”
What You'll Achieve.
Defend industrial organizations; Arm customers with best-in-class technology, threat intelligence, and services; Accelerate seller productivity; Shorten ramp time; Improve win rates; Drive consistent partner-sourced revenue; Enable channel partners to independently position and sell the Dragos Platform; Demonstrate enablement ROI across the full revenue funnel: influenced pipeline per cohort, certified vs. non-certified rep win rates, deal velocity, new hire ramp time, and NRR impact from CS-certified accounts.
Industry & Context.
What They're Looking For.
Must Have
7+ years of experience in sales enablement, technical training, or revenue performance leadership roles, with demonstrated success in B2B SaaS or cybersecurity environments., Proven track record of building and scaling multi-track enablement programs that directly impact win rates, deal velocity, ramp time, and pipeline., Deep understanding of sales processes and methodologies (MEDDPIC/MEDDPICC required)., Experience building and delivering enablement programs for both internal sales teams and external partner/channel communities., Demonstrated ability to translate complex technical product capabilities into clear, compelling, role-appropriate training content., Exceptional cross-functional leadership and communication skills., Able to align PM, PMM, Sales, and Channel on a unified enablement strategy., Proficiency with enablement platforms and LMS tools (e. g. , Mindtickle, Articulate 360, Descript, Credly)., data orientation: ability to define, measure, and report on enablement KPIs tied to business outcomes., Ability to operate with autonomy, manage multiple stakeholder needs, and deliver high-quality programs under tight timelines., All new hires must pass a background check as a condition of employment.
Nice to Have
Prior experience in tech, a must., Cybersecurity, OT/ICS security, or critical infrastructure industries strongly preferred., Familiarity with product-led growth (PLG) motions and how product usage data informs sales qualification and expansion., Background in building customer-facing technical training and certification programs.
What You'll Do.
Serve as the primary conduit between Product Management
and the field—converting product releases
competitive intelligence
and GTM messaging into actionable enablement content.
Lead message certification programs that test and validate consistent narrative delivery across all customer-facing roles before and after major product launches or GTM pivots.
Own and execute the global Sales Enablement roadmap across 8 structured learning tracks
aligned to GTM priorities
and Dragos’ ICS/OT cybersecurity mission.
Design and deliver modular
role-based learning programs (onboarding
certifications) that accelerate seller productivity
and improve win rates.
Drive continuous reinforcement of messaging and positioning through short
repeatable modules rather than episodic one-time sessions.
Establish a PLG-aligned enablement model that teaches reps to read product signals
qualify from usage data
and accelerate pipeline through the funnel.
Extend the full enablement model to Dragos’ partner community by building partner-specific training tracks
certification programs
and co-sell playbooks that drive consistent partner-sourced revenue.
Develop scalable partner onboarding and ongoing education programs that enable channel partners to independently position and sell the Dragos Platform with the same confidence and accuracy as the direct sales team.
Oversee the technical training curriculum for customers and partners
ensuring they have the knowledge to deploy
and maximize the value of the Dragos Platform.
Build and manage product certification programs (leveraging platforms such as Credly) that create verifiable credentials and drive adoption milestones.
Translate complex OT/ICS cybersecurity concepts into accessible
outcome-based training content across multiple modalities inckuding virtual
How You'll Work.
Team & Collaboration
Operate with cross-functional alignment—partnering with Sales, SE, CS, Product, Marketing, and Channel leadership to prioritize the enablement roadmap and close critical skills gaps.; Align PM, PMM, Sales, and Channel on a unified enablement strategy.
Communication Scope
Exceptional cross-functional leadership and communication skills.; Demonstrated ability to translate complex technical product capabilities into clear, compelling, role-appropriate training content.
Process & Methodology
Manage multiple stakeholder needs, Deliver high-quality programs under tight timelines
Full Job Description
Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world! Dragos is seeking a Senior Director of Sales Enablement moving from broad, episodic training toward a product-first, revenue-aligned enablement model built on eight structured tracks: Track 1: Product Mastery Tracks 2 & 4: Messaging & Deal Execution Track 3: Pipeline Creation & PLG Motion Track 5: Competitive & Differentiation Mastery Track 6: Expansion & Customer Growth Track 7: Role-Based Execution Track 8: Field Intelligence & Continuous Learning RESPONSIBILITIES : PM & PMM TO FIELD TRANSLATION Serve as the primary conduit between Product Management, Product Marketing, and the field—converting product releases, roadmap updates, competitive intelligence, and GTM messaging into actionable enablement content. Lead message certification programs that test and validate consistent narrative delivery across all customer-facing roles before and after major product launches or GTM pivots. SALES ENABLEMENT STRATEGY & EXECUTION Own and execute the global Sales Enablement roadmap across 8 structured learning tracks, aligned to GTM priorities, revenue goals, and Dragos’ ICS/OT cybersecurity mission. Design and deliver modular, role-based learning programs (onboarding, e-learning, in-person workshops, simulations, certifications) that accelerate seller productivity
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