Director of GTM Enablement

About the role:

We’re hiring a Director of GTM Enablement to build and lead our enablement function in a fast-scaling, PE-backed SaaS fintech environment. This is a hands-on, “player/coach” leadership role, you’ll direct the enablement strategy and also execute the work day to day. You will not start with a team, but you will build the function, establish the operating cadence, and grow a team over time as the business scales. This role reports to the VP of Revenue Operations & GTM Enablement and partners closely with Sales, Account Management/Client Success, Solutions, Support, Product Marketing, Product, and RevOps to create a consistent, measurable, and scalable enablement engine, driving faster ramp, higher win rates, improved deal quality, and stronger retention/expansion. A core expectation is that you will leverage AI to modernize enablement, including AI-assisted content creation, insights, and AI Role-Play to accelerate rep readiness and improve real-world execution.

Responsibilities include:

• 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).

Required Qualifications:

• 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.

Preferred Qualifications:

• Experience enabling enterprise sales motions in fintech / financial services / regulated environments (security, risk, compliance narratives).
• Familiarity with sales tech ecosystems (e.g., Salesforce, conversation intelligence, LMS, Sales Engagement platforms).
• Prior field experience as an AE/AM/CSM preferred.
• Experience growing enablement functions over time (hiring, role design, operating rhythms).
• Undergraduate degree in business, sales, marketing or related field.