Manager, GTM Sales Enablement

What this role owns

Quarterly Enablement Bootcamp ownership

• Own end-to-end scope, design, and execution of quarterly bootcamps
• Set agenda, build run of show, secure facilitators and SMEs
• Prepare content and materials, manage logistics, run events
• Deliver on fixed quarterly cadence with clear outcomes and readiness bar

Quarterly Enablement Plans (QEP) for tenured sellers

• Design and run quarterly plans to keep experienced sellers current
• Translate new products, plays, competitive moves, and pricing changes into focused learning
• Differentiate plans by role and tenure (BDMs, Territory Managers, Hivemind Specialists, FSEs, capture leads)

Topic definition with GTM Strategy

• Partner with GTM Strategy lead to define quarterly topics
• Convert priorities, market evidence, and plays into teachable curriculum, delivery plan, named owners, and dates

Content build and systemization

• Build and maintain enablement content library, certifications, and learning paths
• Turn one-off material into reusable, versioned assets
• Keep content current with product, competitor, and market changes

Facilitation and delivery network

• Recruit, prepare, and coach internal facilitators, sales leaders, and SMEs
• Build bench of presenters and maintain consistent quality bar

Readiness measurement

• Define and track metrics: participation, certification results, behavior change, ramp, and deal execution indicators
• Report quarterly and feed results into next planning cycle

Current Priorities (FY27)

• Lock repeatable quarterly bootcamp model with fixed run of show, outcomes, and readiness bar; build 12-month operating calendar
• Stand up differentiated quarterly plan for tenured sellers that fits working calendars
• Build quarterly intake rhythm with GTM Strategy
• Convert existing material into versioned, reusable library with certifications and role-based paths
• Build and deliver enablement content and certification track for annual Sales Kickoff

How the role operates

• Field-first posture: Sit in on calls, ride along on deals, pressure-test programs against real field conditions
• Quarterly operating rhythm: Intake topics, design/build content, deliver programs, measure readiness, iterate
• Owns design, execution, and readiness bar; partners with GTM Strategy (topics/evidence) and sales leadership (reinforcement)
• Output includes bootcamp curricula, facilitator content, learning paths, certifications, quarterly plans, assessments, and readiness reports
• Tracks product changes, competitive moves, and trends in real time

What we're looking for

Experience

• 5+ years in sales enablement, GTM enablement, sales training, or quota-carrying/sales-engineering role in B2B technology
• Demonstrated ownership of recurring enablement at scale (bootcamps, kickoffs, certification tracks, structured programs on fixed cadence)
• Strong facilitation and content-build skills; comfortable designing curriculum and presenting to sellers
• Defense, dual-use, or public-sector exposure preferred
• Hands-on with SCORM authoring tools (ideally Articulate 360 Rise and Storyline) and LMS for courses, paths, and certifications

Skills and disposition

• Executive presentation and influence skills
• Field-first approach to building programs from actual seller workflows
• Organized operator who ships quarterly cadence reliably
• Strong builder and facilitator who turns strategy into teachable, reusable content
• Defines and uses readiness metrics to prove and improve programs
• Strong cross-functional partner with GTM Strategy and sales leadership
• Focuses on seller behavior change over activity volume