Head of GTM Enablement

Scale, Strategy & Change Management

• Drive Change Management: Architect and execute robust change strategies to land new sales motions, messaging standards, and methodologies across a fast-evolving global field force.
• Scale the GTM Infrastructure: Build the enablement infrastructure necessary to support rapid field expansion, ensuring onboarding velocity keeps pace with corporate growth investments.
• Agile Operating Model: Establish a rapid, sprint-based execution cadence capable of deploying targeted messaging updates at the speed of product innovation.

Methodology, Playbook & AI Innovation

• Codify the Playbook: Embed enterprise qualification frameworks (such as MEDDPICC) and core sales processes directly into discovery templates and deal-review scripts.
• Enforce Success Gates: Establish clear, binary proficiency gates for onboarding and ongoing readiness to ensure reps are fully certified to execute the core narrative.
• Bite-Sized AI Delivery: Partner with Product and Engineering to integrate our sales plays directly into our internal AI tools, shifting from long-form training to "snackable," just-in-time learning.

Field, Partner & Leadership Execution

• Regional & Segment Delivery: Oversee global field enablement resources to ensure frameworks are contextualized for local markets, the business development organization, and specialized sectors.
• Safeguard Partner Scaling: Support and maintain our standalone partner enablement engine to independently scale cloud provider relationships and channel certifications.
• Frontline Manager Coaching: Build data-driven coaching workflows that turn frontline managers into elite coaching experts capable of enforcing sales plays.

What You'll Bring

• Scale & Growth Leadership: Proven track record of scaling an enablement or GTM strategy function through periods of significant organizational growth within enterprise B2B SaaS.
• Change Management Expertise: Demonstrated ability to guide large field organizations through complex messaging, product portfolio expansions, or business process shifts.
• Global Team Management: Extensive experience leading distributed global teams across central, regional, and partner-facing functions.
• Methodology & Tech Literacy: Deep, practical expertise scaling enterprise sales methodologies (e.g., MEDDPICC) and leveraging AI/automation to scale knowledge delivery.
• Outcome-Driven: A leader who prioritizes tangible business outcomes—such as ramp velocity, field qualification, and play adoption—over traditional vanity metrics.