Director of GTM Enablement
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Job Description
Director of GTM Enablement leading enablement strategy and execution in fast-scaling SaaS fintech company. Collaborating across teams to drive deal quality, retention, and expansion with AI integration.
Responsibilities:
- Enablement strategy & operating model: Build the enablement charter, annual/quarterly plan, and success metrics aligned to business goals (pipeline quality, win rate, ramp time, retention/expansion).
- AI-first enablement & readiness: Design programs that embed AI into how reps learn and perform, e.g., AI Role-Play, certification simulations, call coaching prompts, personalized learning paths, and AI-assisted reinforcement.
- Sales methodology & deal excellence: Drive consistent adoption of MEDDPICC and support reinforcement of complementary methodologies such as Sandler, Challenger, or GAP Selling across the GTM org.
- Onboarding & ramp: Design and deliver onboarding for AEs, AMs/CSMs, SDRs/BDRs (including agents), and SCs (as applicable), including role-based certification paths, timelines, and readiness standards.
- Ongoing training & coaching: Create and facilitate recurring enablement programs (weekly/monthly), deal coaching, call coaching, competitive readiness, and quarterly refreshers tied to real field performance.
- AI-powered coaching loops: Establish structured inspection and coaching loops using call recordings, deal data, and AI insights, turning patterns into targeted training and rep-specific reinforcement.
- Messaging, plays & execution guides: Translate product value into role-based talk tracks, objection handling, discovery guides, demo narratives, and repeatable plays for each segment/ICP.
- Content & asset governance (Seismic): Own the enablement content lifecycle within Seismic, information architecture, tagging, governance, version control, usage reporting, and continuous optimization.
- Readiness & certification: Stand up certifications for discovery, MEDDPICC discipline, demo/storytelling, security/compliance narratives, and key workflows, using AI Role-Play and scenario-based assessments where possible.
- Release enablement & adoption: Partner with Product Marketing/Product to ensure releases, pricing/packaging updates, and competitive insights roll out with clear training, content, and adoption plans.
- Manager enablement: Equip frontline leaders with coaching tools, 1:1 frameworks, scorecards, and reinforcement guides that make methodology and messaging stick.
- Measurement & impact: Define and track enablement impact using leading and lagging indicators (time-to-first-meeting, time-to-first-opportunity, stage conversion, win rate, cycle time, attach/expansion rates, content utilization).
Requirements:
- 8+ years in Sales Enablement / GTM Enablement / Revenue Enablement (or equivalent GTM readiness role) in a high growth SaaS environment.
- Proven experience building or scaling enablement programs in a high-growth (ideally PE-backed) SaaS organization (as both an IC and leader).
- Deep working knowledge of MEDDPICC (or MEDDICC) and demonstrated success driving adoption through training, reinforcement, and deal inspection.
- Experience with at least one additional sales methodology such as Sandler, Challenger, or GAP Selling, and the ability to translate methodologies into practical field behaviors.
- Strong facilitation and content-building skills: onboarding, playbooks, certifications, talk tracks, battlecards, coaching guides.
- Seismic ownership experience (admin-level not required, but you must be able to lead governance, structure, workflows, and reporting).
- Demonstrated ability to embed AI into enablement, including using or implementing AI Role-Play or simulation-based readiness programs (or a clear point of view and examples of how you’d stand this up quickly).
- Strong cross-functional leadership with Sales, RevOps, Product Marketing, Product, and CS/AM teams.
- Analytical orientation: ability to link enablement efforts to measurable performance outcomes.
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