GTM Enablement Manager

The GTM Enablement Manager drives the readiness, effectiveness, and continuous development of our go-to-market (GTM) teams across Sales, Account Management, and Customer Success. Reporting to the VP of Revenue Operations, this role ensures that every customer-facing team member has the knowledge, tools, and process fluency to execute consistently, confidently, and in alignment with company goals.

The ideal candidate blends strategic enablement design with hands-on execution, thriving at the intersection of content, process, and performance. They will collaborate closely with Product Marketing, RevOps Systems, and GTM leadership to translate strategy into field excellence.

• Partner with the VP of RevOps and GTM leadership to define the enablement roadmap across the customer lifecycle.
• Align enablement programs with business goals (pipeline generation, conversion, retention, expansion).
• Translate Product Marketing messaging and product updates into actionable field guidance.
• Act as the connective tissue between Product, Marketing, Sales, and Customer Success to ensure message consistency.
  

• Design and deliver structured onboarding programs that reduce time-to-productivity for new hires.
• Build certification programs for core GTM competencies (e.g., discovery, negotiation, Salesforce hygiene, pricing process).
• Coordinate learning paths by role (AE, AM, CSM, SDR) with clear milestones and measurable outcomes.
  

• Develop and maintain sales playbooks, process guides, and talk tracks across the funnel.
• Partner with Product Marketing to integrate messaging frameworks, persona insights, and case studies into practical sales applications.
• Own the internal enablement hub (e.g., Highspot, Guru, or Knowledge Base) ensuring discoverability and currency of all enablement assets.

• Monitor adoption of GTM tools (Salesforce, Scratchpad, Outreach, Gong) and embed process reinforcement into daily workflows.
• Analyze behavioral and performance data in partnership with RevOps BI to identify gaps and prioritize training initiatives.
• Partner with frontline managers to reinforce enablement through coaching and pipeline reviews.

• Work closely with the RevOps GTM Systems and BI pillars to link enablement to measurable outcomes (conversion rates, cycle time, quota attainment).
• Provide structured feedback loops to Product Marketing and GTM leadership on what’s resonating with the field and where messaging or process needs refinement.

Required:

• 5+ years of experience in GTM enablement, sales operations, or field leadership within a B2B recurring revenue environment.
• Demonstrated success designing and delivering impactful training or onboarding programs.
• Deep understanding of SaaS or services sales motions, sales methodologies, and pipeline management.
• Proficiency with Salesforce and other common GTM systems: Outreach/SalesLoft, LinkedIn Sales Navigator, etc
• Strong communication, facilitation, and cross-functional alignment skills.

Preferred:

• Experience supporting Account Management or Customer Success teams in addition to Sales.
• Background in Product Marketing or Sales Operations.
• Exposure to adult learning principles and learning management systems.
• Strong analytical mindset; comfortable leveraging performance data to shape enablement priorities.

• Reduced ramp time, time to contribution, and time to quota for new GTM hires.
• Improved Salesforce process adherence and data quality.
• Increased win rates, renewal rates, or expansion performance tied to enablement initiatives.
• Positive feedback scores from GTM teams and managers on training quality and relevance.
• Clear, consistent reinforcement of messaging and process across customer touchpoints.

Required:

• 5+ years of experience in GTM enablement, sales operations, or field leadership within a B2B recurring revenue environment.
• Demonstrated success designing and delivering impactful training or onboarding programs.
• Deep understanding of SaaS or services sales motions, sales methodologies, and pipeline management.
• Proficiency with Salesforce and other common GTM systems: Outreach/SalesLoft, LinkedIn Sales Navigator, etc
• Strong communication, facilitation, and cross-functional alignment skills.

Preferred:

• Experience supporting Account Management or Customer Success teams in addition to Sales.
• Background in Product Marketing or Sales Operations.
• Exposure to adult learning principles and learning management systems.
• Strong analytical mindset; comfortable leveraging performance data to shape enablement priorities.