What is the purpose of this role?

As the Manager of Sales Enablement, you will own the enablement strategy for a complex, technical product suite across Channel Sales, Direct-to-Market Sales, and Account Management. You’ll align with Product, Customer Success, Revenue Operations, and Marketing to create a data-backed enablement engine that measurably improves outcomes: faster cycle times, higher win rates, stronger discovery, and better solution attachment.

What is the role?

This position will help our teams sell like trusted advisors using core methodologies (BANT, MEDDIC, Challenger, Sandler), tailoring playbooks and training to each sales motion and buyer persona—owners, operators, asset managers, property managers, and integrators. We are seeking candidates that are customer-obsessed, always starting with buyer pain rather than product features, and a pragmatic builder who creates tools teams will actually use. This position should operate in a data-first manner, measuring before optimizing, and act as the cross-functional glue that aligns teams without relying on authority. The ideal candidate should possess a coach-like mentality, elevating sellers and managers through clarity and practice, with strong narrative skills, turning complex systems into simple, compelling stories.

This position will be a remote, home-based position reporting directly into the Head of Revenue.

Who is DOOR?

DOOR (formerly Latch) is unlocking the next era of Building Intelligence. We combine premium hardware, intuitive software, and automated operations into one seamless platform—helping multifamily properties run more efficiently, grow revenue, and deliver smarter, more connected living experiences. From smart access and in-unit automation to building-wide controls, DOOR empowers owners, operators, and property teams to reduce overhead, protect asset value, and stand out in a competitive market.

We believe smarter buildings make life simpler. At DOOR, you’ll help shape a future where buildings anticipate needs, operate effortlessly, and quietly improve life for everyone inside.

What will you do?

1) Enablement Strategy & Program Ownership

• Build and execute a holistic enablement roadmap that supports new business, channel, and expansion motions.
• Translate revenue strategy into clear enablement priorities tied to sales stage effectiveness and product adoption goals.
• Own enablement planning across onboarding, ongoing training, certification, product/initiative launches, and time-to-revenue metric for all new hires and product launches

2) Methodology-Driven Selling

• Operationalize core sales methodologies (BANT, MEDDIC, Challenger, Sandler) into practical workflows, talk tracks, and stage gates.
• Improve discovery depth, qualification consistency, and value-based selling across roles.
• Partner with Sales Leadership to reinforce methodology through coaching guides and manager toolkits.

3) Product Suite & Attachment Enablement

• Drive higher product attachment rates by building persona-based plays and bundled solution messaging.
• Create cross-sell/upsell frameworks for Account Management and partner motions.
• Ensure field teams can confidently sell full-platform outcomes, not just point solutions.

4) Content, Tools & Playbooks

• Develop, deploy, and maintain high-leverage assets that directly address sales friction, including:
• • Competitive battlecards
  • Objection handling and deal-coaching guides
  • Discovery frameworks and ROI/value calculators
  • Use-case and vertical playbooks
  • Demo flows and technical readiness checklists
• Act as the primary feedback loop between Sales and Marketing. Analyze how assets (like discovery frameworks) perform in the field to refine messaging. You are not just keeping content “current”-you are ensuring it is commercially effective and utilized.

5) Training & Onboarding

• Design and run structured onboarding for new hires across sales motions.
• Deliver live and async training that strengthens core competencies: discovery, qualification, demo, negotiation, and expansion selling.
• Build certification paths for products, verticals, and sales roles.

6) Cross-Functional Launch Excellence

• Lead enablement for major product releases and GTM initiatives.
• Partner with Product on positioning, packaging, and readiness.
• Partner with CS on renewal/expansion plays and voice-of-customer insights.
• Partner with Sales Ops on stage definitions, CRM hygiene, and metric tracking.

7) Data-Backed Enablement & Performance Measurement

• Define success metrics and dashboards for enablement impact (e.g., time-to-productivity, stage conversion, cycle time, attachment, win rate, forecast accuracy).
• Use data and field feedback to iterate programs and prioritize initiatives.
• Present performance insights and recommendations to CRO and Sales Leadership.

What do you bring to DOOR?

Required Qualifications

• 5–7+ years of Sales Enablement, Revenue Enablement, Sales Operations, or Sales Leadership experience, ideally in B2B SaaS + hardware, PropTech, Smart Home, IoT, security, or adjacent technical industries.
• Proven experience enabling multiple sales motions (direct, channel/partners, and expansion/AM).
• Strong grounding in sales methodologies such as BANT, MEDDIC, Challenger, and/or Sandler, and demonstrated ability to operationalize them into field behavior.
• Track record of building enablement strategies tied to measurable commercial outcomes.
• Experience partnering cross-functionally with Product, Marketing, CS, and Sales Ops.
• Ability to simplify complex technical products into clear value stories and repeatable sales motions.
• Excellent facilitation, coaching, and stakeholder-management skills.
• Strong analytical ability—comfortable working with CRM data, dashboards, cohort analysis, and enablement KPIs.
• The ‘Hunter’ Mindset: You approach enablement like a salesperson. You are motivated by closed-won revenue, not just checking boxes on a training schedule.

Preferred Qualifications

• Background selling or enabling in a portfolio/enterprise sales environment with long cycles and multi-stakeholder deals.
• Experience building channel enablement programs for integrators, distributors, or strategic partners.
• Familiarity with enablement tech stacks (LMS, CMS, conversation intelligence, CRM, CPQ).

DOOR understands that job requirements sometimes exclude people who identify with historically marginalized groups from applying to jobs for which they are qualified. Even if you don’t meet 100% of the requirements listed, or if you achieved these requirements through unconventional channels, we encourage you to apply.

What does DOOR bring to the table?

We are reimagining what a supportive workplace looks like, from the inside out. To ensure every team member feels valued, we provide competitive compensation packages that reflect your skills and contributions. We offer a comprehensive suite of benefits such as employer-sponsored health, dental, vision and life options, and generous PTO, and an all-of-you, inclusive approach to benefits:

• Parental Leave
  DOOR provides company-supported parental leave for both primary and non-primary caregivers, along with tiered return-to-work options to support a smooth transition back to the workplace.
• Flexible Time Off
  We offer a flexible time off policy to ensure employees have the opportunity to rest, recharge, and maintain well-being—so they can bring their best selves to work.
• Flexible Working Days
  We support flexible work schedules, empowering employees to structure their workday in a way that best fits their personal and professional lives.
• Comprehensive Health Coverage
  We offer medical, dental, and vision plans with multiple coverage tiers, including the option to enroll domestic partners. Healthcare and flexible spending accounts (FSAs) are available, with employer contributions to help offset costs.
• Life & AD&D Insurance
  DOOR provides employer-paid basic life and accidental death & dismemberment (AD&D) insurance, with the option to purchase additional supplemental coverage.
• Disability Benefits
  We sponsor both short-term and long-term disability coverage, offering financial protection in the event of an illness or injury that prevents you from working.
• Retirement Planning
  Employees are eligible to enroll in a 401(k) Retirement Plan through Vanguard, with flexible contribution options to support long-term financial goals.
• DOOR Equipment Setup!
  Employees get a full setup of hardware from our home line of products as well as FREE monitoring!

Joining us means:

• Having teammates all over the world in the US, Argentina, Spain and Romania.
• Collaborating in a fast-paced environment where you can apply what you have learned in new challenges, and, more importantly, grow your career.
• Being encouraged to invent and innovate within your role and working in a company where calculated risk-taking is highly encouraged and thinking outside the box is a must.

We embrace diversity and strive to create an inclusive environment for all.

Attention Job Seekers: Beware of job scams!

Job scams are on the rise, and you should take steps to protect yourself in your job search. Here are some guidelines to help you stay safe if you are applying for a job with Latch or DOOR:

• Communications from Latch or DOOR will always come from @latch.com or @door.com. Do not accept a job interview invitation with Latch or DOOR from anyone who does not contact you through an email that comes from @latch.com or @door.com.
• Latch never interviews candidates via Skype or in writing where you do not see the interviewer. All of our interviews happen either by video or in person.
• We  will never offer you a job based on a single conversation with someone claiming to be from our People organization. In all of our job interviews, you will always speak, by video or in person, with the hiring manager for the position.
• Do not share your sensitive personal information with anyone who purports to offer you a job at Latch or DOOR unless you verified that the offer is from Latch or DOOR (check email senders addresses). We will never ask you for your bank account information or your mother’s maiden name during the interview process.
• We will never ask you to purchase any equipment with a promise that we will reimburse you after you begin working for us.
• If you believe you were a victim of a job scam, you may report it to the FBI: https://www.ic3.gov/.