GTM Enablement & Training Lead

Build the Enablement Function

• Design and operationalize the company's first formal sales enablement program, establishing its strategy, priorities, and infrastructure.
• Create scalable onboarding programs across GTM roles: AEs first, then SDRs, Solutions Engineers, and Customer Success.
• Develop certification frameworks and role-based competency models.
• Build repeatable, AI-supported training systems that scale with company growth, including self-service delivery and the supporting tooling and LMS stack.

Training & Curriculum Development

• Build deep construction expertise: the project lifecycle, jobsite stakeholders, and governing metrics. Use AI (including internal Claude instance) to accelerate ramp, then teach AEs to learn the same way.
• Develop curricula that turn generalist AEs into construction experts: persona guides, per-persona discovery questions, and objection libraries grounded in field reality.
• Give reps repeated, realistic practice, including AI role-play against construction personas, and gate certification on demonstrated domain fluency.
• Deliver live and asynchronous training, and coach in the flow of work (call and demo reviews, deal debriefs, role-plays).
• Use AI to accelerate content production from product releases, recorded calls, and SME interviews.

Sales Process & Playbooks

• Build and maintain playbooks across the customer lifecycle: discovery frameworks, qualification, account planning, and deal inspection.
• Develop messaging and talk tracks aligned to ICPs and buyer personas.
• Embed an enterprise methodology (MEDDICC, Challenger, or consultative selling) and reinforce it so adoption holds.
• Partner with Product Marketing to translate product releases into sales-ready enablement content.

Cross-Functional Collaboration

• Partner with Sales Leadership, Product Marketing, Product, Customer Success, and RevOps.
• Translate product releases into sales-ready content and surface gaps through pipeline reviews, call data, and field feedback.

Performance & Analytics

• Define enablement KPIs and measure training effectiveness.
• Analyze onboarding ramp time, time-to-domain-credibility, quota attainment, win rates, certification pass rates, discovery quality, and overall sales productivity.
• Use feedback loops and data insights to continuously improve programs.

What You Bring

• Demonstrated excellence as a teacher and coach, with a track record of developing people from beginner to credible. Strong facilitation, presentation, and adult-learning skills.
• Strong learning agility: moved from no knowledge of a complex or technical domain to genuine expertise.
• Fluency with modern AI tools and the ability to use them to build training: interactive simulations, adaptive self-service learning, and faster content production.
• Solid understanding of enterprise B2B SaaS sales (long, multi-stakeholder cycles involving technical and operational buyers) and fluency in at least one methodology (MEDDICC, Challenger, SPIN, or Command of the Message).
• 0→1 experience, with comfort in ambiguity and a history of building training, onboarding, or sales programs from scratch.
• Ability to create content independently (curricula, playbooks, and certification tracks) without relying on pre-existing templates.
• 8+ years across sales, sales training, and/or enablement, ideally including direct enterprise selling or rep coaching.

Preferred Experience

• Hands-on experience building AI-enabled or self-service training, such as simulation-based practice, AI-assisted content creation, or conversational knowledge tools.
• Direct experience in construction tech, AEC, industrial SaaS, PropTech, or operational technology.
• Familiarity with enterprise procurement and operational or field buyer personas.
• Experience enabling technical sales motions that involve Solutions Engineering.
• Certifications in sales coaching, enablement, training, or leadership development.
• Experience implementing LMS or enablement tooling.