Principal, GTM Enablement
Leads enterprise GTM enablement strategy and high-impact sales programs, including Sales Kickoff, Field Academy, governance, partner enablement, and outcome measurement. Requires 10+ years in enablement, sales strategy, or GTM operations and strong expertise in value-based selling and data-driven program design.
About the job
Responsibilities
- Architect and execute Sales Kickoff end-to-end, including strategic narrative, agenda and content design, speaker preparation, cross-functional coordination, and post-event activation.
- Enable sales programs that reinforce outcome-led and value-based selling.
- Own and chair the Field Enablement Council across Sales, Sales Engineering, and Services Delivery.
- Own the Field Academy portfolio spanning onboarding, skill-building, and advanced certification.
- Use Gong, Salesforce, pipeline analytics, and leadership input to diagnose capability gaps and select targeted interventions.
- Extend field enablement programs into partner enablement offerings.
- Build measurement infrastructure tied to pipeline creation, win rates, deal velocity, and average deal size.
- Partner with Product Marketing, Field Engineering, and Revenue Operations on product launches, competitive shifts, and strategic priorities.
- Capture regional wins, codify best practices, and scale playbooks globally.
- Advise senior GTM leaders on field readiness and capability investments.
Requirements
- 10+ years of experience in field enablement, sales strategy, GTM operations, or a combination.
- At least 5 years designing and leading programs at scale in enterprise software.
- Proven experience delivering large-scale sales events such as Sales Kickoff and QBRs.
- Deep knowledge of outcome-led and value-based selling methodologies, including value selling, MEDDPICC, Challenger, or Command of the Message.
- Experience building and leading cross-functional councils or steering committees.
- Strong program management and executive stakeholder-management skills.
- Experience using pipeline, win/loss, and activity data to diagnose gaps and measure impact.
- Exceptional communication, facilitation, and influencing skills.
- Experience with enablement platforms and tools including LMS, CMS, Gong, Highspot, and Salesforce.
- Experience extending enablement programs to partner ecosystems.
- Bachelor's degree required.
Nice-to-haves
- Experience with AI-powered learning and self-serve enablement.
- Resourcefulness, agility, and comfort with ambiguity in fast-moving environments.
Skills
Sales Enablement, Gtm Operations, Sales Kickoff, Value Selling, MEDDPICC, Challenger, Command Of The Message, Program Management, Gong, Salesforce, Highspot, Pipeline Analytics, Partner Enablement, Ai-Powered Learning
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