Sales Transformation Lead International, Specialist Sales

Rubrik is building a new Specialist Organization going into 2027: an overlay team of Account Executives and Sales Engineers focused on key product pillars, including cloud, unstructured data, SaaS, and identity protection. Specialists need to be more than product-aware. They need to be differentiated, technical, and credible enough to move complex deals forward in their workload area.

The Sales Transformation Specialist is the enablement engine behind that goal. You will be the tight link between Product Management and the field, turning what is being built into training that AEs and SEs can use in front of customers. You will teach the team what customers care about, the challenges they face, how the underlying technologies work, how Rubrik protects them, and the value Rubrik delivers.

The Specialist Organization is Rubrik's overlay sales model, aligned to product pillars rather than geography. Specialists partner with core account teams to accelerate and shape opportunities in their pillar. The org will onboard a significant cohort of new AEs in early 2027 and will keep growing, so enablement must serve both new hires and tenured team members as products evolve.

• Bridge Product and Field. Partner with Product Management, Engineering, and Product Marketing to understand roadmap, design intent, and new features. Translate that into clear, accurate, field-ready content.
• Build enablement content. Create training decks, technical explainers, demo and discovery guides, labs, battlecards, objection-handling guides, and learning paths. Tailor each one to AE or SE audiences and meet each at their current level.
• Use AI to build better collateral. Work with AI toolsets to develop new collateral faster, and refine it based on what the field learns from real customer conversations and deals so it stays effective.
• Teach the "why" as well as the "what." Cover customer pain points, buyer priorities, the technology being protected (cloud, unstructured data, SaaS, identity), Rubrik's approach, and the value story.
• Reinforce the sales structure. Teach and apply Rubrik's Value Framework and MEDDPICC so AEs and SEs connect product knowledge to customer value and deal qualification.
• Deliver training globally. Run live and virtual sessions, workshops, and in-person bootcamps across North America, EMEA, and APJ, adapting to different time zones, regions, and learning styles.
• Onboard and accelerate new specialists. Design and run onboarding programs, including in-person bootcamps for new hires, that shorten time to value for new AEs and SEs during ongoing growth and attrition backfill.
• Develop and run skills validation. Help design and carry out post-onboarding validation for new hires, plus regular, ongoing validation of existing team members' skills, including new skills as products and features launch. Use results to target coaching and close gaps.
• Keep tenured teams sharp. Deliver continuous learning as features ship, the market shifts, and competitors move, so existing specialists keep growing in depth and confidence.
• Measure and improve. Define readiness criteria, gather feedback, track engagement and knowledge retention, and tie enablement to deal progression and field outcomes.
• Manage multiple workstreams. Run several pillar-specific projects at once, prioritizing against launches, hiring waves, and field needs.
• Close your own knowledge gaps. Learn quickly from subject matter experts, then use what you learned to help others close the same gaps.

• Experience in a quota-carrying sales, sales engineering, or sales-adjacent role, with a working understanding of the sales process and how deals progress.
• Familiarity with how a manufacturer or vendor sales program works, including overlay models, channel and partner dynamics, and field-to-product feedback loops.
• Working knowledge of one or more of our pillars (cloud, unstructured data, SaaS, identity). Deep expertise is not required, but the technical aptitude to learn quickly and go deeper is critical, as is the ability to explain complex concepts to technical and non-technical audiences.
• Familiarity with value-based selling and qualification frameworks, such as Rubrik's Value Framework and MEDDPICC, or the ability to learn and teach them.
• Comfort using AI tools to create, refine, and scale enablement content.
• Experience designing or supporting skills assessments, certifications, or other validation of learner readiness (or a strong aptitude to build them).
• Proven ability to take input from a product manager or engineer and turn it into clear, accurate content that people can use.
• Strong presentation and facilitation skills, with comfort teaching both AEs and SEs.
• Strong written communication and structured content design skills.
• Ability to manage multiple projects at once and stay organized under shifting priorities.
• Collaborative style with different personalities and functions: Product Management, Engineering, Product Marketing, Sales Engineering, and Sales leadership.
• Willingness to work flexible hours to support a global audience and to travel to deliver in-person bootcamps.

• Experience in sales enablement, sales training, or field technical enablement at a technology vendor.
• Background in data protection, cybersecurity, cloud infrastructure, SaaS applications, or identity (such as Active Directory or Entra ID).
• Experience supporting an overlay or specialist sales model.
• Hands-on experience with MEDDPICC and value-based selling.
• Experience with enablement tooling and learning platforms, and with AI-assisted content workflows.
• Experience with global teams across multiple regions.