Head of GTM Enablement

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

📋 Description

• Take ownership of the strategy, structure, cadence, and execution of enablement initiatives across sales, technical teams, and BDRs, focusing on onboarding, ramp-up, and continuous development.

• Develop and implement onboarding and customized, role-specific ramp programs designed to significantly reduce the time required for new AEs, SEs, TAMs, and BDRs to reach productivity.

• Operate enablement as a cohesive system with a consistent schedule that ensures the right individuals acquire the necessary knowledge at the optimal time.

• Empower the field with essential skills that drive deal success: pertinent security and product knowledge, persona-based pain identification, excellence in new business meetings (including use case identification, providing social proof, and quantifying pain), competitive positioning, and closing techniques, including strategies for cultivating lasting champions within accounts.

• Equip technical personnel involved in both pre-sale and post-sale processes to excel in technical evaluations and successfully execute proofs of value.

• Strengthen the BDR approach to generate a more robust and better-qualified pipeline.

• Base enablement on actual deal activities. Leverage call intelligence tools like Gong and real customer interactions, rather than solely relying on certification pass rates or content engagement metrics, to identify what is effective, where representatives face challenges, and what coaching is needed next.

• Translate these insights into targeted coaching and interventions, and guide frontline leaders to reinforce desired behaviors.

• Introduce proficiency in AI-driven workflows to streamline enablement processes and systematize routine tasks rather than performing them manually.

• Utilize AI and performance analytics to create tailored enablement tracks that cater to the individual needs of each representative, moving away from a one-size-fits-all training approach.

• Recruit, cultivate, and lead the enablement team, setting the standard by demonstrating leadership from the front.

• Proactively drive cross-functional alignment, anticipating the needs of the field and addressing them proactively rather than merely responding to incoming requests, while ensuring partners adhere to clear commitments.

• Exhibit strong program management skills: assigning named owners, establishing clear timelines, refreshing cadences, and ensuring follow-through.

⛳️ Requirements

• You have successfully built and scaled a go-to-market or revenue enablement function within a high-growth technology firm, ideally during a scaling phase.

• You possess extensive experience in enabling the entire customer-facing organization, including AEs, technical pre-sale and post-sale teams, and BDR or pipeline generation units.

• Knowledge of the cybersecurity industry is highly desirable. You understand the security buyer, the enterprise deal process, and the competitive landscape.

• You are well-versed in contemporary sales methodologies such as MEDDIC or MEDDPICC and value-based messaging, having implemented, coached leaders, and measured the resulting behavioral changes.

• You are driven by metrics, establishing baselines, instrumenting processes, and managing both leading and lagging indicators.

• You are a proven leader who has successfully hired, developed, and retained enablement talent.

• You are an effective program manager who delivers on time and ensures follow-through on commitments.

🏝️ Benefits

• Competitive compensation package that includes equity and a 401k plan.

• Comprehensive healthcare benefits, including dental and vision coverage.

• Flexible paid time off alongside designated paid holiday time off.

• 12 weeks of leave for new parents or family care.

• Resources for personal and professional development.