Lead GTM Enablement & Scale Architect, Field Engineering - Customer Skills

Responsibilities

• Own the global strategy for Customer Skills across Field Engineering, including frameworks, standards, and the definition of trusted advisorship.
• Build influence approaches around discovery, business outcomes, executive engagement, value framing, and consumption-driven selling using real customer scenarios.
• Define behaviors and programs that develop judgment, presence, and the ability to influence C-level executives.
• Build and ship enablement at scale using AI tools, content pipelines, practice scenarios, role-play prompts, coaching content, and personalized learning journeys.
• Design AI-powered practice environments, including executive role-plays, scenario simulators, and personalized coaching agents.
• Partner with Field Engineering leadership, the People Team, and enablement peers to embed customer skills into hiring, performance management, and career development.
• Enable solutions architects and account teams to engage C-level stakeholders and drive consumption.
• Establish feedback loops to identify field challenges and provide actionable recommendations to Field Engineering leaders.
• Create workshops, AI simulations, peer coaching frameworks, and certification paths focused on behavior change.
• Lead customer executive conversations, including executive briefings, CxO briefings, and strategic account reviews, for approximately 10–15% of the role.
• Define and track KPIs such as confidence, customer engagement quality, deal progression velocity, and consumption growth.

Requirements

• Experience building customer-facing skills at scale within a large, global technical organization serving hundreds or thousands of people.
• Experience as a solutions architect or in a closely related customer-facing technical role, including discovery, executive engagement, and converting technical wins into consumption.
• Strong perspective on how AI changes technical talent development and the importance of influence and judgment.
• Deep understanding of how technical professionals learn and how to shift behavior.
• Builder mentality with experience creating tools, AI workflows, and practice systems.
• Demonstrated ability to build programs from scratch.
• Experience working with senior leaders as a peer and challenging existing approaches when appropriate.
• Experience designing scalable programs for a global technical organization across AMER, EMEA, and APJ.
• Exceptional communication and facilitation skills, including live sessions and asynchronous global content.
• Fluency in executive engagement and strategic selling methodologies such as Challenger, MEDDPICC, or Value Selling.

Nice to Have

• Experience at a high-growth infrastructure or SaaS company during a scaling inflection point.
• Technical background with sufficient platform depth to establish credibility with solutions architects.
• Experience across both pre-sales and post-sales.
• Experience with Databricks or other data and AI platforms.
• Experience running executive engagement or C-level advisory programs.
• Experience using AI to automate content creation, build internal tools, or ship learning experiences at scale.

Compensation

• ATS-listed salary range: $174,200–$299,400 USD.
• Compensation may also include an annual performance bonus, equity, and benefits.
• Actual compensation depends on job-related skills, experience, certifications, training, and work location.