Head of GTM Enablement (Field & Partner)

SUMMARY

Reporting directly to the VP of RevOps, the Head of GTM Enablement will architect, scale, and lead our global field and partner enablement organization. In this role, you will move beyond legacy training metrics to own 100% operational qualification across our field teams, ensuring every rep can independently execute our core narrative and platform value story.

As we invest heavily in our next phase of growth, you will serve as a critical champion for change management and scalability. Leading a global team across playbook development, localized delivery, and a standalone partner network, you will partner closely with Product to leverage our internal AI infrastructure (Merlin) and deliver hyper-relevant, "just-in-time" learning directly to the field.

WHAT YOU'LL DO

Scale, Strategy & Change Management

• Drive Change Management: Architect and execute robust change strategies to land new sales motions, messaging standards, and methodologies across a fast-evolving global field force.
• Scale the GTM Infrastructure: Build the enablement infrastructure necessary to support rapid field expansion, ensuring onboarding velocity keeps pace with corporate growth investments.
• Agile Operating Model: Establish a rapid, sprint-based execution cadence capable of deploying targeted messaging updates at the speed of product innovation.

Methodology, Playbook & AI Innovation

• Codify the Playbook: Embed enterprise qualification frameworks (such as MEDDPICC) and core sales processes directly into discovery templates and deal-review scripts.
• Enforce Success Gates: Establish clear, binary proficiency gates for onboarding and ongoing readiness to ensure reps are fully certified to execute the core narrative.
• Bite-Sized AI Delivery: Partner with Product and Engineering to integrate our sales plays directly into our internal AI tools, shifting from long-form training to "snackable," just-in-time learning.

Field, Partner & Leadership Execution

• Regional & Segment Delivery: Oversee global field enablement resources to ensure frameworks are contextualized for local markets, the business development organization, and specialized sectors.
• Safeguard Partner Scaling: Support and maintain our standalone partner enablement engine to independently scale cloud provider relationships and channel certifications.
• Frontline Manager Coaching: Build data-driven coaching workflows that turn frontline managers into elite coaching experts capable of enforcing sales plays.

WHAT YOU'LL BRING

• Scale & Growth Leadership: Proven track record of scaling an enablement or GTM strategy function through periods of significant organizational growth within enterprise B2B SaaS.
• Change Management Expertise: Demonstrated ability to guide large field organizations through complex messaging, product portfolio expansions, or business process shifts.
• Global Team Management: Extensive experience leading distributed global teams across central, regional, and partner-facing functions.
• Methodology & Tech Literacy: Deep, practical expertise scaling enterprise sales methodologies (e.g., MEDDPICC) and leveraging AI/automation to scale knowledge delivery.
• Outcome-Driven: A leader who prioritizes tangible business outcomes—such as ramp velocity, field qualification, and play adoption—over traditional vanity metrics.