In this role, you’ll get to:
- Partner closely with Sales, Customer Success, Product Marketing, GTM Ops & Product teams to translate GTM priorities into enablement programs that materially improve field execution and revenue outcomes.
- Design, deliver, and optimize onboarding, ongoing training, and field-readiness programs focused on real-world seller and CSM utilization — including live training, async modules, playbooks, role-plays, and deal coaching frameworks.
- Drive field adoption of key GTM motions, messaging, product updates, playbooks, and tools by ensuring clarity, consistency, and continuous reinforcement in the field.
- Build and maintain sales playbooks, battlecards, competitive resources, persona/messaging guides, objection-handling toolkits, and customer-facing assets that improve seller confidence and performance.
- Create clear measurement frameworks (before/after analysis, behavior changes, competency assessments, performance uplift, adoption metrics) to understand what training is working — and where gaps remain.
- Establish strong feedback loops with account executives, customer success partners, sales managers, and front-line leaders to gather insights, surface friction points, and prioritize enablement investments based on actual field needs.
- Partner with GTM leadership to ensure training reinforces the right behaviors: qualification rigor, pipeline discipline, forecasting accuracy, value selling, multi-threading, etc.
- Prepare and facilitate high-impact enablement events, including SKO, QBR enablement sessions, new product release rollouts, and targeted training sprints.
- Collaborate with Product Marketing and Product teams to translate new features into field-ready, customer-tested messaging and use cases — ensuring high utilization in live selling situations.
- Evaluate the ROI and impact of enablement programs using performance metrics (win rate, ACV, deal cycle, pipeline conversion, retention expansion metrics, rep ramp time).
- Act as a change agent and coach who elevates GTM standards, drives consistent execution, and ensures training sticks through reinforcement, manager coaching frameworks, and ongoing competency building.
Who you are and what you’ll need for this position:
- 7–10+ years of experience in Sales Enablement, Sales Training, Sales Management or similar roles within B2B SaaS.
- Demonstrated success developing field-readiness programs that drive measurable improvements in rep behavior, execution quality, and revenue results.
- Exceptional ability to simplify complexity and turn GTM strategy, product changes, and positioning into clear, adoptable, field-ready messaging.
- Strong facilitator and communicator with experience enabling Business Development Representatives, Account Executives, Customer Success Partners, and frontline managers in live and virtual environments.
- Analytical, data-centric mindset with experience using performance metrics and adoption data to evaluate program impact, identify field gaps, and continuously refine initiatives.
- Proven track record driving adoption of GTM processes, messaging, and selling motions — and improving utilization of existing tools and resources.
- Highly cross-functional collaborator comfortable working with Sales, Customer Success, Product Marketing, GTM Ops, and Product teams.
- Thrives in fast-paced, high-growth SaaS environments where agility, iteration, and field responsiveness are essential.
