Sr. Program Manager - Revenue Enablement

Who We Are

Cobalt is the pioneer of Pentest as a Service (PTaaS), modernizing the traditional, static penetration testing model. We pair a community of top-tier security experts with a collaborative SaaS platform to deliver real-time insights that help agile teams remediate risk faster.

We are a remote-first company with Scandinavian roots and an American base. Our culture is built on transparency, grit, and the belief that when we work together ('One Cobalt'), we can revolutionize the world of offensive security.

The Role

We are looking for a Sr. Program Manager, Revenue Enablement to act as the architect of our sales efficiency. In this role, you won't just deliver training; you will own the systems and methodologies that allow our Revenue team to scale.

Sitting on the product marketing team, you will take full ownership of our onboarding lifecycle via WorkRamp, ensuring new hires are proficient in our Discovery Deck and Differentiators. Simultaneously, you will partner with leadership to diagnose skill vs. knowledge gaps, ensuring that our Solution Selling methodology is deeply embedded in every customer interaction. You will have a direct line to the product roadmap, allowing you to influence how we position new features and ensuring the feedback you hear from the field actually shapes the future of our platform.

What You’ll Do

• Champion Solution Selling: You will own and reinforce Solution Selling across the Cobalt Revenue organization and drive adoptions across Cobalt as a whole. You will partner with Product Marketing, Product, Customer Success, RevOps, and Sales as well as other cross-functional teams to ensure that all training materials are aligned to this framework.

• Translate Technical Knowledge into Value-Based Stories: You will teach the revenue organization how to identify the salient problems and pain points for a prospect and build a compelling narrative and vision for the future solution with Cobalt.  

• Own Onboarding: You will oversee the onboarding process in our LMS, WorkRamp, by managing coursework for new hires and monitoring their progress daily. Acting as the main contact for questions during their ramp period, you will collaborate with new BDRs, AEs, SAs, and CSMs to ensure they master the Cobalt position and can effectively communicate key differentiators and customer success stories before engaging with live prospects.

• BDR to Sales Rep Development: Partner with the Business Development Representative (BDR) team to coach and prepare internal promotions for the Account Executive (AE) role when those opportunities arise.

• Product Training Collaboration: Collaborate with Product Marketing to deliver product training, simplify feature value narratives, and support customer teams. Work with RevOps to optimize processes and integrate tools like CRM and LMS for better adoption and workflows. Equip the sales team with key strategies to compete effectively against established rivals and niche companies, ensuring representatives understand Cobalt's strengths and can adapt to competitive challenges in penetration testing.

• Gap Analysis & Strategic Intervention: You will hold regular meetings with Revenue Leadership to assess team performance and Solution Selling adoption. Using data and observations, you’ll identify needs for skill support or product knowledge and create targeted interventions. Additionally, you'll monitor revenue enablement activities to evaluate their effectiveness and connect programs to reduced ramp time, improved Win Rates, and increased ACV.

• Knowledge Management: You will manage the central repository of selling and customer success resources on Confluence. You are responsible for ensuring this source of truth remains current, organized, and easily accessible to the field.

• Analytical Problem Solver: You don’t wait for a training request to land on your desk. You’re the type of person who looks at the sales funnel, spots where deals are stalling, and builds a targeted workshop or tool to fix it. You understand that your success isn't measured by how many people attended a Google Meet, but by how much more effective the team is in the field.

What You Bring

• Experience: 5+ years of experience in Revenue Enablement, Sales, Sales Operations, or Customer Success. 

  • 2+ years of experience in cybersecurity is required

Experience managing Sales Kickoff is preferred

• Methodology Expertise: Deep familiarity with solution selling, force management, sandler, or similar sales methodology is required. You know why it matters and the impact it has on a revenue organization. You know how to teach it, how to reinforce it, and how to spot when a rep is straying from it.

• LMS Proficiency: Demonstrated experience administering an LMS to drive engagement and retention. Specific experience with WorkRamp is nice to have.

• Content Management: Experience managing knowledge bases ensuring that content is not just stored, but structured for usability.

• Results Orientation: You can look at the enablement system as a whole and identify the impact of enablement activities on the revenue organizations performance. 

• The 'Cobalt' Mindset:

  • Lead with Grit: You take ownership of challenges and see them through.

  • Innovate Relentlessly: You constantly look for ways to make onboarding smoother and training more sticky.

  • Quality at Speed & Scale: You deliver polished, effective programs without letting perfectionism slow you down.

Why You Should Join Us 

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry 

• Work directly with experienced senior leaders with ongoing mentorship opportunities

• Earn competitive compensation and an attractive equity plan

• Save for the future with a 401(k) program (US) or pension (EU) 

• Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)

• Leverage stipends for:

  • Wellness

  • Work-from-home equipment & wifi

  • Learning & development

• Make the most of our flexible, generous paid time off, and paid parental leave 

Pay Range Disclosure 

Cobalt is committed to fair and equitable compensation practices. The salary range for this role is ($112k - 141k ) per year + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications.  The salary range may differ in other states and may be impacted by proximity to major metropolitan cities. 

Cobalt (the 'Company') is an equal opportunity employer, and we want the best available persons for every job. The Company makes employment decisions only based on merit. It is the Company's policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed to complying with all applicable laws and providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company regardless of where the employee is located and prohibits unlawful discrimination by any employee of the Company.

Cobalt is an E-Verify employer. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA). It allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States.