Head of Enablement – GTM

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

📋 Description

• Spearhead go-to-market enablement initiatives at Tsuga, providing support to sales teams across Europe, the UK, the Middle East, and the USA.

• Develop, organize, deliver, and sustain Tsuga's sales enablement program comprehensively, from onboarding and ramp-up to continuous skills enhancement.

• Integrate MEDDPICC, Command of the Message, and the 3 Whys into the sales process, encompassing qualification standards, deal evaluations, value messaging, and managerial coaching resources.

• Collaborate with product and marketing teams to transform observability, APM, the BYOC model, and AI-native positioning into effective communication strategies, demo narratives, and value/cost messaging.

• Create competitive enablement resources, including battlecards, objection handling strategies, and positioning against established observability vendors.

• Develop sales playbooks that include persona strategies, discovery guides, and approaches for lengthy, multi-stakeholder enterprise cycles.

• Conduct regular certification and coaching sessions, which involve call evaluations, role-playing exercises, and skills assessments.

• Expand enablement programs to additional go-to-market teams in collaboration with their leadership.

• Implement enablement programs for new Tsuga go-to-market hires and ensure they remain updated as the company evolves.

• Design scalable enablement solutions across the US, EMEA, and the Middle East, utilizing both live sessions and asynchronous content.

• Define and report on the impact of enablement initiatives, including ramp-up time, stage conversion rates, win rates, and quota achievement.

• Travel for regional kickoffs, events, and quarterly company retreats in France.

⛳️ Requirements

• Over 7 years of experience in B2B SaaS go-to-market roles, including a minimum of 4 years in sales enablement leadership.

• Preferably experience in observability, DevOps, infrastructure, or security tools.

• Demonstrated ability to build enablement programs from the ground up in early- or growth-stage companies.

• Practical experience with MEDDPICC and Command of the Message, along with the 3 Whys, and coaching managers to implement these methodologies.

• Familiarity with modern cloud infrastructures (AWS, GCP, Azure), the software development lifecycle, and application performance monitoring, with the capability to educate sellers on these topics.

• Experience enabling technical pre-sales teams, such as Forward Deployed Engineers or Solutions Engineers, is advantageous.

• Proven experience in enabling distributed teams across various regions and time zones, particularly in the US and EMEA.

• Exceptional facilitation, content creation, and presentation abilities, with a data-driven mindset for measuring effectiveness.

• Proficient in using CRM systems like Salesforce or HubSpot.

• Residing on the US East Coast, with a preference for candidates based in New York.

• Openness to travel for regional kickoffs, events, and quarterly company retreats in France.

🏝️ Benefits

• Competitive base salary along with significant equity opportunities.

• Comprehensive healthcare, paid time off, and parental leave in alignment with your country of employment.

• €5,000 employee referral bonus.

• Quarterly company-wide offsite in France—bringing the entire team together every quarter.

• Flexible remote work arrangements.

• Employment facilitated through an Employer of Record (EOR).