Job Description

Scope of Responsibilities

Onboarding, Training Support & Coaching

• Implement and reinforce our standard sales qualification methodology (SPICED) across the GTM organization
• Design the manager coaching cadence and skills-based development framework for both Sales and Delivery leaders
• Support SL&D in role-based onboarding and certification programs for Sales, EMs, IEs
• Support SL&D in Air product deep-dive certification for Delivery (EMs/IEs) and ongoing product/competitive training for Sales

Content & Equipping

• Own the centralized GTM content library - taxonomy, governance, and discoverability - and the playbooks, talk tracks, battle cards, and competitive intelligence that live in it
• Own the delivery playbook and customer-facing templates (kickoff decks, QBR/EBR frameworks, status reports) in partnership with Delivery Leadership

Sales-to-Delivery & Customer Lifecycle

• Own the Sales-to-Delivery handoff playbook, internal kickoff standards, and customer-context transfer requirements, plus a handoff quality scorecard that feeds back into the program
• Build renewal, expansion, and adoption playbooks that connect Delivery success to revenue growth; partner with Delivery and CS on customer health and time-to-value

Strategy, Measurement & Alignment

• Set enablement strategy and OKRs tied directly to revenue outcomes; lead GTM launch readiness for new Air capabilities
• Report enablement impact in revenue language - win rate, ramp, attainment, content usage, NRR - not training activity

Qualifications

• U.S. Citizenship is required
• Bachelor's degree from an accredited institution

Required Skills:

• 10+ years of GTM enablement experience, including 5+ years leading enablement programs in B2B/B2G SaaS or enterprise software
• Built onboarding, ramp, and certification programs from scratch with measurable impact on time-to-first-deal and ramp time
• Hands-on experience rolling out and reinforcing a standard sales methodology (SPICED, MEDDPICC, Challenger, or equivalent) across a multi-role GTM organization
• Track record of building enablement that crosses the Sales-to-Delivery line - not just sales-side training
• Fluency with modern GTM tools spanning sales, delivery, training, & enablement e.g. CRM (Salesforce or similar), CS Platform (Planhat or similar), LMS (Articulate 360 or similar).
• Ability to measure and report enablement impact in revenue language to executive audiences
• Self-starter with an owner mentality and bias for action; credible with a new AE, an Engagement Manager, and Sales Leadership
• Experience supporting DoW, federal civilian, or national security customers

Desired Skills:

• Prior experience enabling GTM teams across both commercial and public sector motions
• Experience leveraging AI tools (Claude, ChatGPT, NotebookLM) to accelerate content development and personalize learning
• Career-pathing experience (e.g., AE-to-VP programs) and coaching certification (ATD, Bossed UP, or equivalent)
• Startup or other entrepreneurial environment experience