Director of Revenue Enablement

Job Title: Director of Revenue Enablement

Position Type: Full Time

Work Setting: Remote

Group: Network

Reports to: VP, Revenue Operations / CRO

FLSA: Salary, Exempt

ABOUT VAXCARE

The healthcare system is complex, presenting challenges for everyone—patients, doctors, nurses, office managers, and billers alike. At VaxCare, we aim to streamline this complexity, eliminating unnecessary costs and confusion so that practices can focus on their important work: caring for patients. Our innovative solutions include a vaccine management and LARC access platform trusted by over 20,000 active providers nationwide. This service is powered by a multidisciplinary team of dedicated professionals who lead with integrity and a relentless drive to exceed expectations, bringing clarity and efficiency to the often-overwhelming world of healthcare.

VaxCare helps healthcare providers and health systems run vaccine programs without the financial and operational burden: we supply inventory, handle billing and reimbursement, and provide the technology that makes administering vaccines simple at the point of care. We're a [~$900M+] revenue company growing fast. In 2027 we plan to nearly double new bookings. That depends on two things: a sales team that is well equipped, well informed, and consistent, and every signed customer reaching go-live prepared, on schedule, and confident.

THE POSITION

We're looking for a Director of Revenue Enablement to make our sales team more effective and to make sure every new customer is set up to succeed. Year one splits roughly like this:

1. Revenue Enablement Systems (~35%). Many of the tools that will support this work don't exist at VaxCare yet. You'll define what we need, choose it, build it out hands-on, and own it long term, so the business can see how sellers are performing and where the process is breaking down.

2. Sales Enablement (~35%). Keep the sales team informed, trained, and equipped. That covers regular field updates, onboarding new reps, and building, maintaining, and promoting the content reps rely on.

3. Customer Readiness (~25%). Use your team to help sellers run thorough discovery before signature, get signed deals ready for Implementation, and give customers a smooth move from "signed" to "live."

4. National Sales Meetings (~5%). Own the enablement content & some level of Network Group coordination for our Sales Meetings each year.

As the systems are built, we expect the systems share of the role to shrink and Customer Readiness to grow.

Everything here serves one goal: higher sales velocity, and a shorter, more predictable path from first conversation to first dose.

VaxCare is scaling bookings aggressively. That only works when the sales team is consistently equipped and every new customer reaches go-live ready to succeed. You'll build the enablement function and the systems behind it from an early stage, and you'll lead the team that helps turn signed contracts into live customers. You'll do it with real executive visibility and support.

ESSENTIAL RESPONSIBILITIES

Revenue Enablement Systems (~35%)

• Assess current gaps and define requirements for the enablement and revenue technology VaxCare needs. That may include a sales enablement / content platform, a learning and certification platform, conversation intelligence, and onboarding/project tracking.

• Play a key role in evaluating buy versus build, tool selection, business case development and owning the budget for certain vendors.

• Write requirements, map processes, test, build training materials, and lead launches. Partner with IT/admins on technical configuration.

• Develop feedback loops so that data becomes useful and insights become actions for improvement.

• After each system launches, be the SME expert and owner. Govern how it's used, keep it maintained, and drive adoption so that it becomes part of how the sales team works.

• Develop feedback loops to show where process or skill can be improved: stalled deals, content gaps, skill gaps, handoff defects, and signed accounts that aren't live yet. Turn those signals into actions with owners.

Sales Enablement (~35%)

• Own the sales enablement strategy and calendar. Decide what reps need to know, when, and in what format.

• Lead regular communication to the sales organization: product and program updates, pricing and contract changes, process changes, competitive information, and wins worth repeating.

• With Sales & Brand leadership, own the delivery of sales playbooks and content library: pitch decks, one-pagers, value tools (e.g. ROI), objection handling, case studies, and segment playbooks (health systems, physician practices, etc.). Keep it current, retire outdated material, and make sure reps can find what they need quickly.

• Build and run new-hire onboarding and ramp programs for sellers, with clear milestones, so new reps become productive faster.

• Give front-line sales managers what they need to coach to the playbook: scorecards, coaching guides, and data on rep behavior. Enablement supplies the tools and insight. Sales leadership owns rep accountability.

• Partner with Marketing, Brand, Product, and Finance to turn their updates into material that's ready for the field.

Customer Readiness (~25%)

• Own the discovery standard: what sellers collect before signature, and how it carries into implementation.

• Decide which deals get direct Revenue Enablement Manager support in discovery, and which get coaching and review.

• Assign your team to help the sales organization get signed deals ready for Implementation: kickoff, gathering required information and documentation, setting expectations, and agreeing on a go-live plan with the customer.

• Lead and coordinate the handoff from Sales. Define what a complete handoff includes so nothing promised to the customer gets lost.

• Prepare customer staff with consistent, reusable training on VaxCare workflows, expectations, and what happens on day one.

• Coordinate internal readiness across Operations, Supply/Inventory, Billing, Implementation, and Product, so each go-live date is backed by a confirmed readiness check.

• Clarify and document where this team's work ends and Implementation's and Partner Success's begins, and stay aligned with other VaxCare teams that run similar processes.

• Find recurring causes of delay and fix them at the source, often by changing enablement content, the handoff, or the sales process.

• Serve as the escalation point for risks your team raises, and run a regular review of at-risk accounts with Sales and Implementation leadership.

National Sales Meetings (~5%)

• Own the enablement agenda and content for our one or two National Sales Meetings each year, in partnership with Sales leadership and Marketing.

Leading the Team

• Lead, hire, and develop a team of Revenue Enablement Managers. Hire people who are highly organized, strong project managers and trainers, consultative in discovery, and comfortable in front of both reps and customers.

• Align Revenue Enablement Managers to sales teams, cross-train them so they can cover for each other, and set the rules for which accounts get direct support.

• Delegate day-to-day delivery to the team. You focus on strategy, quality, and outcomes.

• Build a clear career path for Revenue Enablement Managers, and a capacity model based on active onboardings and discovery work that shows when the team needs to grow.

By the end of year one, success means:

• A functioning enablement tech stack and reliable sales-performance reporting.

• A repeatable onboarding and training program for sales representatives.

• A maintained, accessible library of sales content and resources.

• A standard discovery process and a defined, measurable sales-to-implementation handoff.

• Initial improvements in sales productivity and customer readiness, measured against established baselines.

How We'll Measure Success

Sales Enablement

• Increased sales velocity, driven by playbook behaviors observed in the field (call scores, stage-criteria completion).

◦ Sales velocity = (qualified opportunities × win rate × average deal size) ÷ sales cycle length

• New-rep time to ramp and first-deal milestones

• Content adoption: usage, how quickly reps find what they need, and how current the library is

Systems

• Each planned system live on schedule and within budget

• Adoption against targets at 90 days post-launch

• Leadership using the resulting visibility to make decisions

Customer Readiness

• Discovery completeness at signature, and how often missing information delays implementation

• Scope or financial surprises raised after signature

• Signature-to-go-live and signature-to-first-dose cycle time, both median and variance

• On-time go-live rate against the date committed at kickoff

• Handoff completeness: how often a handoff has to be sent back or re-worked

• Signed-but-not-live backlog: volume and age

• Customer readiness and satisfaction at go-live, and issues raised in the first 90 days

REQUIRED EXPERIENCE & QUALIFICATIONS

Required

• Bachelor's degree or equivalent experience

• 8+ years in Sales Enablement, Revenue Operations, Customer Onboarding, or a related GTM role, including 3+ years leading teams

• A track record of building and running sales enablement programs (rep onboarding, ongoing training, field communication, content management) with measurable impact on rep performance

• Hands-on experience selecting and rolling out business systems as the business owner, ideally ones that didn't exist before. You can write requirements, manage vendors, test, and drive adoption, even if you don't do the technical configuration yourself.

• Strong project management skills. You run many projects at once with clear plans, timelines, and accountability. PMP or a similar structured methodology is a plus.

• Experience leading teams in customer-facing onboarding, training, or account readiness

• An excellent communicator and trainer who can hold a room of sellers or a room of clinic staff

• Exceptionally organized. You build the processes, checklists, and habits that make details hard to miss.

• Strong cross-functional skills, with credibility among sellers, operators, and executives

Preferred

• Healthcare technology, healthcare services, or provider-facing B2B experience (physician practices, health systems, pharmacy)

• Experience building an enablement function or tool stack from the ground up at a scaling company

• Experience rolling out a sales methodology (e.g., MEDDPICC, Value Selling)

• Experience supporting a sales organization through rapid hiring, territory changes, or comp plan changes

• Familiarity with sales enablement and learning platforms (e.g., Highspot, Seismic, Mindtickle) and conversation intelligence tools (e.g., Gong)

• Experience with long contract-to-revenue cycles, where value is realized at activation rather than at signature

COMPETENCIES: Core to all positions at VaxCare

We Live (and Work) by Our Values:

- Building a team culture founded on trust, collaboration, and delivery excellence

- Belief in Something Bigger than Ourselves – Capacity to derive meaning from a larger purpose

- Humility as a Posture of Learning – Burning curiosity to learn without ego

- Adaptability & Embracing Change – Nimbleness & ready to seize new opportunities

Additional “Must Haves”:

- Dependability – Must be able to meet deadlines, work independently, maintain focus, & punctual

- Interpersonal Skills – Builds strong relationships & contributes to a positive work environment.

- Computer Skills – Skilled with computers, learns new tools quickly.

- Ethics – Honest, accountable, maintains confidentiality.

OTHER RESPONSIBILITIES

• Prolonged sitting or standing: Team members must be able to remain in a stationary position for extended periods, as much of the work involves sitting at a computer or workstation. Some hybrid or office-based roles may also require the ability to stand for portions of a shift.
• Repetitive motions: Significant use of the hands, wrists, and fingers is required for tasks like typing, using a computer mouse, and handling paperwork.
• Visual acuity: This job requires the ability to view a computer screen and read documents for extended periods.
• Communication: Team members must be able to clearly express and exchange ideas in English to effectively communicate with customers and co-workers.
• Occasional lifting: Many office-based jobs specify the ability to occasionally lift or move up to 10-20 pounds to handle supplies or equipment.