Head of GTM Enablement

About the Role

We’re looking for a Head of GTM Enablement to build and scale the programs, systems, and habits that help our GTM teams perform. As product delivery accelerates and our portfolio and sales motions grow more complex, you’ll ensure the field keeps pace—turning new capabilities into effective execution without adding unnecessary overhead.

You’ll lead a distributed enablement team and partner with leaders across Sales, Marketing, Product, Customer Engineering, Deployed Engineering, and Revenue Operations. You’ll balance global standards with role and regional needs so priorities translate across regions and roles. Success means faster ramp, stronger field execution, and measurable contributions to pipeline and revenue—not simply more training.

You’ll own the strategy and orchestration behind AI in the field: one consistent, continuously current body of GTM knowledge that the tools other teams build can rely on, so delivery, effectiveness, measurement, and scaling all improve as the field grows. You’ll be equally deliberate about where humans remain essential: the conversations and strategic direction that enabling GTM at large requires.

What You’ll Do

Set the global enablement strategy

• Define and execute a GTM enablement strategy aligned with revenue growth, customer expansion, and market priorities.

• Partner with executive and regional leaders to identify capability gaps and execution bottlenecks, directing investment toward the highest-impact opportunities.

• Own enablement planning, budget, governance, and operating cadence, with clear priorities, ownership, and success measures across onboarding, technical and product enablement, and outbound enablement.

• Decide where AI changes the enablement model and where human-led work stays, and set the standard the rest of GTM builds against.

Build programs that improve field performance

• Develop role-based enablement for Account Executives, Account Managers, Sales and Business Development Representatives, Partner/Channel Managers, Customer Engineering, and Deployed Engineering.

• Tailor programs by segment, industry, and geography where it improves execution, preparing teams to support multiple use cases, buyer types, and platform opportunities.

• Design and scale role-based 30/60/90-day onboarding that accelerates time to productivity and, for sellers, time to first deal.

• Establish continuous learning, coaching, and certification programs that reinforce skills beyond onboarding.

• Embed enterprise sales methodologies into day-to-day workflows, deal reviews, and pipeline inspections.

• Equip frontline managers to reinforce skills, inspect execution, and coach consistently—making enablement part of how teams operate, not a separate training activity.

• Structure programs so the knowledge behind them can be reused by AI-assisted practice, reinforcement, and certification, extending reach without proportional headcount.

• Keep human coaching where it changes behavior, so scalable programs extend reach without replacing the conversations that build skill.

Turn product knowledge into customer value

• Partner with Product Management and Product Marketing to deliver timely, role-specific training and certification as new capabilities launch.

• Own the internal training, practice, and reinforcement behind customer-facing messaging and assets, so GTM teams apply them effectively.

• Turn product and market expertise into practical playbooks, competitive guidance, demo guides, and value-selling resources that are current, easy to find, and useful in customer conversations.

• Own which assets are canonical, so every team and tool works from the same version as products and markets change.

• Turn patterns from customer conversations, deal outcomes, and field feedback into updates to that knowledge, so what the field and its tools know keeps improving.

Lead and scale a global team

• Build, coach, and develop a high-performing team of enablement professionals supporting team members across the Americas, EMEA and APAC.

• Establish clear decision rights and collaboration practices across global and regional teams, balancing consistency with local market needs and competitive dynamics.

• Hire and develop for knowledge architecture and program strategy, not just content production, so the function can run without depending on you.

Set the systems vision and own measurement

• Set the enablement technology vision across learning, content management, and conversation intelligence, and work with GTM Systems and GTM Engineering to execute it, including embedding enablement into workflows.

• Define what canonical GTM content exists, who maintains it, and how it stays current, so the tools GTM Systems and GTM Engineering build operate from one source instead of diverging copies.

• Lead the orchestration across GTM Systems, GTM Engineering, Product Marketing, and Revenue Operations, setting requirements for how their tools consume, refresh, and contribute back to that knowledge so quality compounds rather than drifts.

• Build measurement frameworks and executive reporting that connect enablement investments to skill application, behavior change, pipeline, and revenue outcomes across roles and regions.

• Use performance data, manager input, and field feedback to continuously improve programs and prioritize resources.

What You’ll Bring

• 10+ years of relevant experience in GTM enablement within high-growth B2B SaaS organizations, including significant leadership experience.

• A demonstrated track record of building and scaling global enablement teams and programs across multiple regions.

• Experience supporting complex enterprise sales motions for technical products, enabling multiple GTM roles across use cases, buyer types, and the full buyer and customer lifecycle.

• Practical AI fluency, with the judgment to lead strategy and orchestration rather than build tools yourself: what AI can carry, what the knowledge behind it must look like, and where human judgment stays in the loop.

• Experience standing up or governing a shared knowledge or content system that multiple teams and tools depend on.

• Deep expertise in enterprise sales methodologies such as MEDDPICC, Command of the Message, Challenger, or Value Selling—and a practical approach to embedding them into field execution.

• Proven success designing onboarding, ongoing learning, product enablement, and manager coaching programs.

• Experience partnering with systems and engineering teams to deliver enablement technology, with enough fluency to set requirements without owning the platforms yourself.

• Strong analytical skills, with the ability to evaluate program effectiveness and communicate business impact to executive stakeholders.

• Exceptional communication, storytelling, and cross-functional influence skills.

• Credibility with field leaders and sellers, and the judgment to know when a conversation or coaching moment will move behavior more than a scalable program.

• A builder’s mindset: the ability to define strategy, systems, and standards while staying close to execution in a fast-moving environment.

• Bonus: experience leading or enabling customer-facing technical teams, such as Customer Engineering, Deployed Engineering, or Solutions Engineering, alongside a revenue organization.

How We’ll Measure Success

• Shorter time to full productivity across GTM roles and faster time to first deal for sellers.

• Measurable contributions to improved win rates, average contract value, and pipeline velocity.

• Consistent application of core sales methodologies, reinforced through frontline manager coaching and deal execution.

• Demonstrated skill development and sustained behavior change—not just participation in training or adoption of tools.

• Field readiness that keeps pace with product delivery and growing business complexity, with teams prepared to execute on new capabilities, use cases, and sales motions as they launch.

• AI tools across GTM operating from one current knowledge base, with less rework, drift, and duplicated content, and less administrative work in delivery.

• Broader enablement coverage at a lower cost per program, showing the field reached more often without proportional headcount.

• Coaching quality as rated by managers and sellers, not just coaching activity.

• Improved field and manager satisfaction with enablement, alongside positive trends in GTM team retention.

Salary: $225,000-$255,000