Building High-Impact Enablement Teams | Adriana Romero on SellMeThisPen Pod

In this episode, Michael and Adriana dive into the unique challenges of leading engineering enablement after transitioning from sales teams. They explore how measuring impact differs between technical and revenue teams, the importance of letting people fail safely, and why enablement leaders should encourage their teams to be proactively curious about the functions they support.
Adriana Romero is a seasoned enablement leader who transitioned from engineering to sales and now leads engineering enablement at OpenText, where she manages a team of eight supporting over 7,000 engineers globally. With 26 years of experience spanning systems engineering, sales, and enablement across companies like Salesforce and OpenText, Adriana brings a unique perspective on bridging technical and revenue teams while fostering a culture of continuous learning and growth.
Where to find Adriana Romero:
LinkedIn / adrianaromero
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: [e-mail]
LinkedIn / michaelocean
In this episode, we cover:
0:40 Intro
1:09 From engineer to enablement: Adriana's 26-year journey
4:04 Leading engineering vs. sales enablement teams
11:43 The challenge of measuring enablement impact in engineering
15:10 Leadership lessons learned over time
18:48 Bringing startup culture to large organizations
22:58 The importance of hands-on leadership
26:14 Understanding your audience through immersion
28:51 Taking initiative without permission
34:12 Enablement as the organizational glue
35:54 Connect with Adriana
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