How I build
AI-assisted production
100new pages and ~50 assets for 1,700 sellers, with Claude
- I architected Figma’s learning system, 150+ videos across 20+ programs and 50 learning paths, using AI-assisted production.
Revenue & GTM Enablement · Learning Experience Design · AI Readiness
Enablement that shows up in the numbers.
- Fastly6 → 2 moSales Engineer ramp
- Figma35 → 64%Quota attainment
- Dropbox4 mo → 6 wkPartner time-to-productivity
Better listeners. Better advocates. Better advisors. Better people. That makes them better sellers.
I’ve spent a decade leading revenue, technical, and partner enablement at UKG, Fastly, Figma, and Dropbox. My approach combines technology and humanity to help people become their best selves.
Brandon EdlingMaster Instructional Designer
Association for Talent Development
New Jersey (NYC Metro)
Open to enablement leadership roles · Remote or hybrid
What changed
Pick a result to replay it.
Sales Engineer ramp
Fastly · competency-based SE onboarding
Quota attainment
Figma · curriculum and program redesign
Enterprise deal cycle
Figma · same redesign
Partner time-to-productivity
Dropbox · structured partner onboarding
Lower is better
Rebuilt SE onboarding into a competency-based system with milestone progression, skills assessment, and methodology (Command of the Message, MEDDPICC).Where this comes from: Fastly, 2024–26. I led it, with a team of two; field readiness was tracked in Salesforce and reported to the CRO’s staff. Read the case study →
Contributed to quota attainment rising from 35% to 64% by redesigning curriculum and programs around how sellers qualified, positioned, and executed enterprise deals.Where this comes from: Figma, 2022–24. A sales-team result I contributed to, through the curriculum and program redesign.
A 57% shorter deal cycle, from 7 months to 3.Where this comes from: Figma, 2022–24. A sales-team result I contributed to, through the same redesign.
Cut partner time-to-productivity from 4 months to 6 weeks (63%) with structured onboarding across LMS, PRM, and CMS platforms.Where this comes from: Dropbox, 2016–22. I led it; certification data went into Salesforce, to correlate partner readiness with pipeline. Read the case study →
The programs
Choose a program to see what it was and what it did.
UKG · 2026
22-module SMB sales playbook
22modules
5+ hrsof video
30days
- Shipped a 22-module SMB sales playbook as an interactive web application, including 5+ hours of produced video, within the first 30 days in role.
- Led learning experience design for the Seismic rollout: 100 new pages and ~50 seller assets for 1,700 sellers in four months, with Claude.
Fictional company · 2026
Sapridyne FY27 Sales Guide
10policy domains
1source model
- Ten policy domains on one structured source model, with full-text search and a deal-audit tool that returns the governing rule and required approval.
UKG · 2026
Earned
4days
GTMleaders
- Designed Earned, a four-day leadership intensive for GTM leaders on coaching, performance conversations, accountability, and leading through change.
Fastly · 2024–26
SE onboarding, rebuilt
6 → 2months to ramp
5certification programs
60%shorter deal cycle
- Rebuilt Sales Engineering onboarding into a competency-based system with milestone progression, skills assessment, and methodology (Command of the Message, MEDDPICC).
- Launched 5 technical certification programs: Bot Management, DDoS, WAF, CDN, Edge Compute — contributing to a 60% reduction in deal cycle.
Figma · 2022–24
Call review
Gongrecorded calls, personally scored
1rubric, co-created with Sales leadership
- Led and ran a Gong-based call-review program, personally scoring recorded calls against a standard rubric co-created with Sales leadership.
Figma · 2022–24
FigTV and the learning system
150+videos
50learning paths
1,500+employees
- Architected the learning system — 150+ videos across 20+ programs and 50 learning paths — using AI-assisted production.
- Launched FigTV on Panopto to scale video learning to 1,500+ employees.
Dropbox · Figma · 2016–24
License to Lead
125frontline managers
2companies
CROcommissioned
- Originated License to Lead at Dropbox, the manager development curriculum commissioned by the CRO and mandatory for all 75 people leaders.
- Rebuilt and delivered it at Figma for ~50 frontline managers; commissioned by the CRO, mandatory, and folded into manager onboarding.
Dropbox · 2016–22
Dropbox Certified Seller & Administrator
15,000+learners
11languages
99%pass rates
+52%partner-sourced deals
- Built Channel Enablement from the ground up as an individual contributor for MSPs, MSSPs, VARs, and distributors: wrote all training and ran in-person training as lead presenter.
- Scaled it into a global partner enablement and certification ecosystem; launched the Certified Seller and Administrator programs.
A background in video production, and fifteen years of direct people leadership.
Career
- UKGDirector, Learning Experience & Design, GTM EnablementJun 2026 – Oct 2026
- FastlyDirector, Technical and Customer EnablementJan 2024 – Apr 2026
- FigmaLead, Sales Enablement Operations & ContentAug 2022 – Jan 2024
- DropboxHead of Global Channel Enablement, Revenue EnablementFeb 2016 – Aug 2022
- NBCUniversalSenior Director, Workplace TechnologyApr 2006 – Jun 2015
Master Instructional DesignerAssociation for Talent Development · 2021
Master of Business AdministrationUniversity of Phoenix · 2012
Bachelor of Arts, Film StudiesUniversity of Kansas · 1999
Claude & Claude CodeArticulate 360SynthesiaDaVinci ResolveSeismicHighspotGongSalesforceMEDDPICCCommand of the MessageSandler
I brought the judgment. Claude brought the syntax.
You can only delegate well what you could evaluate yourself. That shapes how I build with AI, and how I teach people to use it.
What learners use
AI agents sellers can trust
2internal AI agents shipped for new SKU rollouts at UKG
- I built them on a curated knowledge architecture that limits hallucination.
- The prompt and context design, retrieval architecture, and agent knowledge design are mine.
Getting people ready
From awareness to daily use
4months to ship a cross-GTM AI program and two agents
- I designed AI@UKG, a cross-GTM program to move sellers from AI awareness to applied use in daily workflow.
- I start people in domains where they already have judgment, and I teach specification before prompting, so they can tell when an answer is wrong.
- I set the governance and quality standards for AI-generated content.
No program starts without a needs analysis.
I work in ADDIE, run as a loop, and I make the calls.
How I run a needs analysis
Stakeholder interviews
Establish the business problem, the target outcome, and how success will be measured.
Interviews, focus groups, shadowing
With learners and their managers: what people actually do today, and where they struggle.
Surveys
Scale, and a way to compare across roles or regions.
Existing data
Sales results, support tickets, QA scores, or LMS completions show where the gap is real and how big it is.
Materials and observation
Reviewing current materials and observing work in context fills in what people say versus what they do.
Choose a step to see my call, the result, and where AI helps.
My call
AI doesn’t replace talking to learners and SMEs, so I use it to prepare better interviews and synthesize them, not to skip them.
The result
A training specification covering audience, outcomes, and content.
Where AI helps Claude
I feed Claude the messy inputs (stakeholder interview notes, call transcripts, survey exports, existing decks) and have it draft the spec, pressure-test it against the standard analysis questions, and flag gaps and conflicting stakeholder expectations. I also have it analyze performance or CRM data to sharpen the business problem.
My call
I ask for a few structurally different options rather than one answer. Once I approve the storyboard, it becomes the source of truth downstream.
The result
An approved storyboard, saved as a markdown or JSON file: the source of truth for everything downstream.
Where AI helps Claude
I have Claude draft objectives written as observable behaviors, propose sequencing and instructional strategies with the tradeoffs spelled out, write assessment items mapped to each objective, and produce storyboards.
My call
A CLAUDE.md file in each project states the audience, objectives, tone, and style rules. I build reusable skills, one per asset type, so output stays consistent across projects.
The result
Scripts, facilitator guides, job aids, quiz banks, and HTML or interactive activities, consistent across projects.
Where AI helps ClaudeClaude Code
I put the spec and storyboard in a project folder and direct Claude Code to generate the assets from the storyboard, batch-produce role-specific versions and localizations, and run the consistency checks I define: every objective has an assessment, every storyboard frame has an asset.
My call
Prioritization is my call: what people need now, what can wait, and what they can actually absorb while still doing their jobs.
The result
A launch that’s ready to go: comms, talking points, FAQs, and LMS-ready content.
Where AI helps ClaudeClaude Code
I use Claude to draft launch comms, manager talking points, FAQs, and support content. Claude Code handles the repetitive work: formatting content for LMS import, generating enrollment or reminder lists, and preparing rollout checklists.
My call
Claude can analyze the data, but only my learners and the business metrics can tell me whether behavior actually changed.
The result
Evidence against Kirkpatrick-style levels, and the next set of gaps.
Where AI helps ClaudeClaude Code
I run evaluation across every phase, not only at the end. I have Claude check each phase’s output against the one before it (does the build match the storyboard, do the assessments match the objectives) and Claude Code turn survey results, LMS exports, and assessment data into a summary against Kirkpatrick-style levels.
What the people I’ve worked with say
“Brandon is a refreshingly smart and pragmatic professional, with a natural sense for what a user wants and needs.”
“His work is never overly technical or inaccessible — it’s clear, engaging, and designed for real people.”
“Every one-on-one session with Brandon is like a masterclass in professional growth. … Brandon’s guidance has been instrumental in my journey toward becoming a more capable and resilient professional.”
“As a leader Brandon approaches his team with empathy and compassion first. He cares deeply for his people and their success.”
Hiring for enablement? Let’s talk.
I reply within two business days.
Send a message
brandon@edlings.org