GTM Enablement Director
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Job Description
Director, GTM Revenue Enablement leading performance across revenue functions at KPA. Partnering with executives to drive adoption of methodologies and enhance customer experience.
Responsibilities:
- Build and own a multi-year enablement strategy aligned to revenue goals, product roadmap, and KPA’s broader GTM transformation.
- Define the competencies, behaviors, and operating mechanisms required for high performance across all revenue functions.
- Drive consistent adoption of core methodologies (MEDDPICC, value-based selling, demo excellence, discovery frameworks).
- Ensure alignment and coordination with Sales, CS, SE, RevOps, and Product leadership.
- Architect role-specific onboarding paths to accelerate time to first deal, second deal, and full productivity.
- Lead ongoing certification programs for discovery, demo, product knowledge, process competency, and GTM motions.
- Build a continuous learning ecosystem with SalesHood (or equivalent) as the structured system of record.
- Ensure readiness for product launches, new offerings, compliance changes, and major GTM initiatives.
- Partner with Product Marketing to translate feature updates, releases, and competitive intel into actionable field-ready enablement.
- Ensure all GTM teams have the battlecards, ROI narratives, talk tracks, objection handling, and demo flows needed to compete and win.
- Lead cross-functional launch readiness for campaigns, new vertical plays, pricing shifts, and strategic initiatives.
- Oversee creation and curation of all enablement content—microlearning, video, guides, toolkits, playbooks, workflows.
- Maintain a clean, scalable, centralized enablement library with strong governance around version control and accuracy.
- Ensure all content reinforces consistent messaging, methodology, and process.
- Partner with Rev Ops to set enablement KPIs tied to revenue outcomes: Ramp time, Win-rate lift, Pipeline creation, MEDDPICC adoption, Stage conversion, Content utilization, and Rep productivity.
- Analyze performance data to identify gaps and drive targeted interventions.
- Present insights and recommendations to GTM leadership and executive teams.
- Lead executive-level working groups and enablement councils.
- Act as advisor and strategic partner to Directors/VPs across all revenue teams.
- Champion a “one-team” culture that aligns Sales, CS, Marketing, SE, and Implementation to a unified customer journey.
Requirements:
- Bachelor’s degree in Business, Education, or related discipline.
- 6+ years of enablement, GTM leadership, sales, or revenue operations experience in SaaS or technology environments.
- Proven success leading large-scale enablement programs that materially impact revenue performance.
- Deep expertise in sales methodologies (MEDDPICC strongly preferred), value selling, and adult learning principles.
- Strong executive presence with the ability to influence Directors, VPs, and C-Suite stakeholders.
- Experience managing enablement platforms (SalesHood, MindTickle, Seismic etc.) and Salesforce CRM.
- Strong analytical skills with the ability to diagnose performance issues and tell the story behind the data.
- Excellent written and verbal communication skills; experience building board- or executive-level materials.
Benefits:
- Medical
- Dental
- Vision
- Flexible Spending Accounts
- PTO
- Paid and Floating Holidays
- 401k with Company match and immediate vesting
- Company-funded Life Insurance
- Employee Assistance Programs
- No-cost Mental Health Benefits
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