Field Productivity & Enablement Lead

THE ROLE

The Field Productivity & Enablement Lead is responsible for making our sales motion clear, practical, and repeatable. This person will help define how we sell at Baseten: how managers run the business, how reps qualify and advance deals, how sales works with FDE, product, marketing, and support, and how those expectations get turned into training and day-to-day habits.

This is a senior individual contributor role for someone who excels at both strategy and execution. You'll shape the system, but you won't stop at slides or frameworks. You'll build the playbooks, run the training, coach to the behaviors, and help managers ensure the process is followed consistently.

We're not looking for someone who wants to force-fit a single methodology onto the business. We're looking for someone who is fluent in MEDDIC/MEDDPICC, Command of the Message, Challenger, and similar approaches, and can take the best ideas from each, adapt them to a technical sales motion, and build an approach that fits how Baseten actually sells.

You'll report to the Head of Enablement and Productivity. Frontline managers and reps are your primary customers.

RESPONSIBILITIES

• Manage operating model. Define the core rhythms for frontline managers, including 1:1s, forecast calls, pipeline reviews, deal reviews, and coaching cadences. Create clear expectations for how managers inspect deals, coach reps, and drive consistency across the team.
• Sales process and stage design. Partner with sales leadership and RevOps to define stages, exit criteria, qualification standards, and pipeline mechanics. Help turn the sales process into something managers and reps can actually use, and make sure CRM and tooling reinforce the process instead of creating workarounds.
• Cross-functional engagement. Clarify how sales engages FDE, solutions architects, product, marketing, and customer support. Define the handoffs, decision points, and joint working models that help teams support customers without confusion or duplicated effort.
• Methodology, skills, and training. Help codify the sales methodology and build the training behind it. Deliver enablement sessions, coach managers and reps, and raise the quality of qualification, deal progression, and account planning over time.
• Behavior change and adoption. Make the work stick. Measure whether the process is being used, where managers or reps are getting stuck, and what needs to change to improve ramp time, pipeline quality, forecast accuracy, and win rates.

REQUIREMENTS

You know what good sales execution looks like and can translate that into a system other people can follow. You can move from diagnosing a broken forecast call, to redesigning a stage framework, to standing in front of a room and teaching managers how to run a better pipeline review.

You bring credibility with sales leaders, managers, and reps because you've seen how strong sales teams operate and you know how to make process useful instead of bureaucratic. You are structured, practical, and comfortable driving change across functions.

Strong candidates may come from a mix of backgrounds such as

• A former AE or sales leader who has carried a quota, managed teams, and later moved into enablement, strategy, or operations.
• A sales enablement or sales effectiveness leader with strong experience in methodology, manager training, and curriculum design.
• A RevOps or sales strategy professional with deep process rigor and a strong point of view on pipeline, qualification, and inspection.
• A management consulting or sales transformation background with experience building operating models and driving adoption in fast-growing teams.