Director, GTM Strategy – Enablement

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Design and implement onboarding processes for new sellers, sales engineers, and marketing personnel.

• Develop training libraries, certification checkpoints, and ongoing learning initiatives.

• Oversee enablement content with a centralized source of truth, designated owners, version control, and expiration timelines.

• Collaborate with Product Marketing on field readiness, training, certification, and launch preparations.

• Create training programs tailored to industry standards and franchise models for sellers.

• Manage sales methodology training and reinforcement, including MEDDICC and value selling techniques.

• Provide coaching to representatives on live deals through pre-call preparation, in-deal coaching, and post-deal debriefing.

• Identify performance gaps utilizing call recordings, deal inspections, feedback, and RevOps data.

• Equip sales leaders with effective coaching tools.

• Develop and maintain proposal and pitch decks, discovery guides, mutual action plans, competitive battle cards, and sell-against guides.

• Conduct win/loss analyses and integrate customer feedback into messaging and training.

• Create and support AI workflows for the revenue team while maintaining related documentation and standards.

• Train the team on revenue systems and promote technology adoption.

• Act as a strategic partner to the CRO by monitoring deal risks, pipeline movements, priorities, and initiatives.

• Manage the revenue operating rhythm, including agendas, decision logs, action tracking, QBRs, leadership syncs, and quarterly revenue OKRs.

• Oversee the execution of three to five CRO initiatives concurrently.

• Prepare CRO inputs for executive and board meetings utilizing RevOps data.

• Collaborate with Marketing, Product Marketing, and RevOps on content, field feedback, data, decisions, and follow-through.

⛳️ Requirements

• A minimum of 5 years in sales enablement, sales strategy, sales operations, or revenue leadership within B2B SaaS.

• Direct experience in building programs from the ground up.

• Strong understanding of structured sales methodologies such as MEDDICC and Challenger (value selling).

• Proven track record of influencing rep behavior beyond just content dissemination.

• Ability to listen to calls, identify gaps, and coach experienced sellers effectively.

• Hands-on experience with AI tools and the ability to build and document AI workflows for non-technical users.

• Strong writing and presentation skills, complemented by executive presence.

• Comfortable working in partnership with a CRO, CFO, CPO, CMO, and sales leaders.

• Familiarity with Salesforce and call-recording tools; the company utilizes Salesforce and Gong.

🏝️ Benefits

• 25% variable bonus linked to team bookings attainment, enablement outcomes, and timely delivery of key programs.

• An inclusive workplace committed to equal opportunity employment.