Head of GTM Enablement
three pillars recruitingNew York (NY)
Head of GTM Enablement
Posted 48 days ago
three pillars recruitingNew York (NY)
SENIORITY
Manager
About the role
PLEASE CLICK HERE TO SEE *ALL* OF OUR JOB OPENINGS!Head of GTM Enablement As a leader on the go-to-market team, the Head of GTM Enablement will be responsible for building and scaling the onboarding, training, and continuing education programs for the company's GTM organization. To continue in our fast-paced growth, you will play a crucial role leading the development and implementation of a robust onboarding, training and continuing education program for a rapidly growing team of sellers, Client Services professionals, and marketing teams. You also will work closely with Product Marketing in connection with the development of and updates to internal training and customer-facing collateral as we expand to new buyer personas and roll out new products and features. You will be responsible for identifying gaps in existing training and collateral and developing content and programming to fill them. You will leverage performance data and conversation intelligence to identify areas of opportunity for training and development. In this position, you will report to the Co-CEO and Co-Founder, Matt Kalmans, and will work closely with executive leadership (including our Co-CEO and Co-Founder) and members of the Business Development, Product, Client Services, Marketing, and Revenue Operations teams. This is a hands-on leadership role that blends strategy, program design, and execution.
What You'll Do:
- Define and execute a L&D strategy aligned to commercial goals (Sales, Client Services, and Marketing)
- Apply modern instructional design methodologies to create engaging, outcome-driven learning experiences
- Partner with GTM leadership to identify capability gaps and translate them into structured learning programs
- Establish a scalable onboarding framework across all revenue roles
- Own the new hire onboarding program for the go-to-market team, including Sales, Client Services, and Marketing: Oversee the establishment of the foundational onboarding, training, and certification programs for the GTM organization
- Iterate and improve upon the existing training curriculum for go-to-market roles to improve ramp time and effectiveness
- Manage the new hire onboarding process and work with GTM leadership to verify new team members' readiness to represent products and services to customers
- Manage training and certification of the GTM team for new product/feature rollouts and new process rollouts
- Collaborate with stakeholders from Product, Product Marketing, Sales, and Client Services to develop the appropriate training and certification programs for new products or features
- Collaborate with GTM leadership and Revenue Operations to develop training and certification programs for customer-facing processes and skills
- Own the outcomes of the training programs you manage: continually measure program completion, participant performance, and business impact of each program
- Codify founder-led sales knowledge into repeatable playbooks, frameworks, and training
- Create tailored learning journeys for mid- to senior-career professionals who are SMEs but have non-traditional sales backgrounds
- Use adult learning theory and instructional design best practices to drive adoption and retention
- Focus on practical skill-building: storytelling, consultative selling, stakeholder management, and deal strategy
- Observe customer meetings and embed with the GTM team as needed to develop an independent perspective on necessary collateral and training
- Using performance data and conversation intelligence tools, collaborate with revenue leadership to identify knowledge and skills gaps across the GTM team, and build continuing education strategies to close those gaps
- Collaborate with the Product Marketing team to develop a communication strategy and calendar for effectively enabling the GTM team throughout the year and managing new product and feature rollouts
- Partner with Revenue Operations to source, implement, manage, and train on technologies that drive productivity for the GTM team
- Experiences and Capabilities You Bring: Significant experience coaching and training go-to-market teams within a fast-growing B2B technology-enabled services or software company that sells complex, high-ACV solutions to C-level buyers
- Experience building and scaling GTM learning programs from the ground up - you ideally have helped lead the transition from founder-led sales to a scalable GTM model
- Strong understanding of the sales ecosystem, including sales processes, methodologies (ie. MEDDIC or other similar sales methodologies), content, tools, and trainings
- Demonstrated excellence in development and design of sales collateral (presentations, templates, one-pagers, standard email copy, etc.)Experience managing GTM employee training and onboarding programs
- Proven experience in instructional design and adult learning principles
- Expertise in key software in the sales tech stack, including: CRM software like HubSpot or Salesforce
- Conversation intelligence tools like Gong or Chorus
- Knowledge management platforms like Confluence
- Presentation software like PowerPoint or Google SlidesShared drive software like Google Drive or SharepointCPTD (Certified Professional in Talent Development) strongly preferred (or equivalent L&D certification)
Job-3646354*LI-SC1#LI-Hybrid
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