Head of GTM Enablement

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

📋 Description

• Take charge of the GTM enablement strategy and its execution across AEs, SEs, SDRs, Customer Success, and Partners.

• Develop and define the Spacelift sales process, detailing stages, entry and exit criteria, required activities, and buyer verification points.

• Collaborate with Revenue Operations to implement the sales process within the CRM, conduct pipeline reviews, and manage forecasting.

• Integrate MEDDPICC into sales stages, opportunity fields, deal reviews, and forecasting calls.

• Mentor the field on MEDDPICC in live deals.

• Lead business value selling initiatives, including frameworks, messaging, and training programs.

• Create and sustain the Business Value Assessment methodology, along with ROI and total cost of ownership models, and customer-facing templates.

• Train AEs and SEs to execute BVAs and construct business cases for Economic Buyers.

• Collaborate with Customer Success to validate post-sale value and develop proof points, case studies, and discussions on renewals and expansions.

• Remain actively engaged with the field through calls, deal ride-alongs, and direct collaborations with representatives, SEs, customers, and partners.

• Design and manage onboarding for new GTM hires, including role-specific paths and foundational knowledge in technical IaC, cloud infrastructure, and platform engineering.

• Facilitate technical discussions regarding Terraform, OpenTofu, Pulumi, Kubernetes, policy as code, drift detection, and CI/CD workflows.

• Manage battlecards and competitive enablement strategies.

• Partner with Product Marketing to transform positioning, messaging, and launches into materials for the field.

• Establish a continuous enablement rhythm for skill development, deal coaching, reinforcement of the sales process, and product updates.

• Create playbooks, demos, discovery frameworks, value-based discovery questions, objection handling strategies, and certification programs.

• Define and report on enablement metrics, including ramp time, productivity, win rates, deal size, sales cycle duration, forecast accuracy, BVA usage, and content adoption.

• Manage and enhance the enablement technology stack.

• Build and lead the enablement team as the function expands.

⛳️ Requirements

• A minimum of seven years in GTM enablement, sales enablement, or a closely related role within a B2B software company, including experience leading enablement strategy.

• Demonstrated experience in owning and designing a sales process, encompassing stage definitions, exit criteria, and its representation in the CRM and forecasts.

• Extensive, hands-on experience with MEDDPICC (or MEDDIC).

• Strong foundation in business value selling and value-based methodologies, such as the Value Selling Framework or Command of the Message.

• Experience in developing ROI and business case tools and training the field to effectively utilize them.

• Experience in managing or owning a Business Value Assessment program, particularly in enterprise deals with executive and procurement stakeholders.

• Robust technical knowledge in Infrastructure as Code and the cloud ecosystem.

• Familiarity with Terraform, OpenTofu, Pulumi, or CloudFormation; Git and CI/CD; governance, policy, and drift management.

• Experience in selling to or enabling teams that sell to technical buyers in DevOps, cloud infrastructure, or developer tooling.

• Proven experience in enabling AEs, SEs, SDRs, and Customer Success teams.

• Experience with partner enablement is a significant advantage.

• A history of developing successful enablement programs.

• Strong collaborative relationships with Product Marketing and Revenue Operations.

• Experience in managing competitive enablement, including battlecards and field-facing competitive positioning.

• A strong executive presence.

• Ability to operate efficiently across Sales, Marketing, Product, and Customer Success teams.

• Comfort in navigating ambiguity and making decisions with incomplete information.

🏝️ Benefits

• Competitive salary and equity package.

• Medical, dental, and vision plans for employees and their dependents.

• 401k Pension Plan.

• 26 days of paid time off annually plus local bank holidays.

• Flexible working hours and a healthy 40-hour work week.

• Work from anywhere in the US.

• Budget for learning and education.

• Company offsites.

• An international, diverse, dynamic, and passionate team with a friendly and supportive company culture.