Director, GTM Enablement
New
U.S. employees may live in any of the 50 United States, with limited exceptions.In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC; In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and VermontFull-TimeDirector
Salary166400 - 279800 USD per year
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Job Details
- Experience
- 10 to 14+ years
- Required Skills
- Artificial IntelligenceSalesforce
Requirements
- 10 to 14+ years in Sales Enablement, Strategy, or a related field.
- 5+ years leading high-performing teams in technology, SaaS, or marketplace environments.
- Proven track record designing and scaling enablement programs that measurably improve sales productivity, adoption, and revenue.
- Direct experience implementing and operationalizing Challenger or a comparable insight-led methodology across sales teams.
- A strong leader of leaders, skilled at influencing senior stakeholders and aligning cross-functional teams around shared priorities.
- Comfortable operating in ambiguity, with a track record of moving complex, matrixed initiatives forward with clarity and conviction.
- A strategic thinker who can translate business goals into clear enablement roadmaps, prioritizing by impact and effort.
- Highly collaborative, field-centric, and customer-obsessed, passionate about helping both customers and internal teams succeed.
- Curious, solutions-oriented, and committed to continuous improvement for the business, your team, and yourself.
Responsibilities
- Own the end-to-end enablement strategy for Agent Sales.
- Lead a team of managers and enablement professionals to design and run programs spanning onboarding, everboarding, sales methodology, product and process readiness, and manager coaching.
- Define a multi-year, AI-first, Challenger-informed enablement roadmap aligned to Agent Sales strategy and revenue goals.
- Embed Challenger behaviors (teach, tailor, take control) into day-to-day sales and success motions across new business, expansion, and retention.
- Own onboarding, everboarding, certification, and methodology programs for sales and success roles, with clear proficiency standards and measurable business outcomes.
- Co-own GTM launch readiness for multi-product motions and team integrations, ensuring every launch is supported by sharp narratives, practical tools, and field-tested plays.
- Own and optimize the enablement tech stack, with Highspot as the central system for content, training, and plays, and Gong as the conversation intelligence and coaching engine.
- Scale Gong programs (scorecards, trackers, libraries, and AI coaching) to reinforce Challenger behaviors and raise execution quality across the field.
- Partner with Systems, Data, and AI teams to identify, pilot, and scale high-impact AI use cases, including intelligent content surfacing, role-based guidance, and AI-powered coaching and summarization.
- Define and own a measurement framework that connects enablement directly to ramp time, conversion, attach and mix rates, adoption, win rates, and productivity.
- Lead and develop a high-performing enablement team with clear goals, consistent operating rhythms, and meaningful development plans.
- Foster a team culture that balances experimentation with operational rigor and a high bar for quality.
- Serve as a trusted advisor to Sales, Marketing, Product, and Operations, representing the voice of the field and positioning enablement as a force multiplier for business outcomes.
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