Director, Commercial Enablement (Direct Sales and Partnership Motions)

Role Overview:

• Build and lead the enablement backbone for how Oura goes to market in B2B.
• The role's primary focus is direct B2B sales enablement — building the motions, methodology, tools, and field assets.
• This allows Oura's growing direct sales and customer success teams to sell and serve customers with consistency and confidence across segments including Corporate Sales, Human Performance, and Enterprise Healthcare.

What You'll Focus On:

• Define how Oura sells across B2B segments and use cases — translating strategy into clear sales motions, plays, and execution models that sellers can run repeatedly and managers can coach to.
• Own the lifecycle of core field assets — pitch narratives, playbooks, talk tracks, FAQs, objection handling, and competitive guidance — for direct B2B routes to market.
• Embed agreed‑upon qualification, deal management, expansion, and retention frameworks across direct sales and customer success.

What You'll Bring:

• 10+ years in Sales Enablement, Commercial Enablement, Revenue Operations, or similar field-facing B2B roles — with the majority of that time focused on direct B2B sales organizations.
• Deep understanding of direct B2B sales processes spanning prospecting, discovery, solutioning, negotiation, implementation, renewal, and expansion.
• Excellent communication and facilitation skills; comfortable leading trainings, workshops, and executive‑level discussions.

How Success Will Be Measured:

• Readiness and confidence of direct sales and CS teams to sell and support Oura's offerings (surveys, certifications, manager feedback).
• Adoption and effectiveness of enablement programs — content and tool usage, training completion, and impact on win rates, ASP, cycle time, and time‑to‑ramp.
• Evidence that execution is becoming more motion-led and standardized — clearer plays, fewer bespoke processes, simpler cross‑functional engagement — while markets retain strong ownership of outcomes.