Head of GTM Enablement

Job Description

As the leader of the GTM enablement function, you will partner with our sales, marketing, and product leaders to inspire our sales teams, improve their productivity, and create a culture of excellence.

You will serve as the guardian of our GTM team's journey at Fivetran, using qualitative and quantitative insights to develop programs that will shorten their onboarding ramp, increase effectiveness in the field, and produce world-class GTM team members and leaders.

What You'll Do

Develop a World-class GTM Enablement Function

• Design, implement, and optimize a global revenue enablement strategy that integrates all GTM functions, including Sales, Sales Engineering, Customer Success, Solution Architects and Professional Services.
• Develop, maintain, and iterate on enablement roadmaps, curricula, and training materials for a diverse set of global stakeholders across sales skills/best practices, technical/product enablement, and customer engagement soft skills.
• Partner closely with the leadership team to understand business needs and translate these into comprehensive, multi-faceted enablement programs.
• Roadmap global enablement content and program development, tailoring to the needs of team members in each geography and segment and aligning with our product development plan and key GTM strategic initiatives (e.g. company-wide GTM marketing and sales campaigns).

Inspire Sales Teams & Improve Productivity

• Oversee and manage global GTM communications and events, ensuring all team members have timely access to the information they need for their roles.
• Design and execute high-impact learning experiences such as the annual Sales Kickoff, P-club and other professional development events, with the aim of creating a world-class learning environment that fosters continuous improvement and success.
• Maintain and update a repository of GTM training and field materials that allow GTM team members to self service their development needs.

Partner with Sales, Marketing & Product Leaders

• Align with GTM and People leadership on what good looks like for our GTM team roles.
• Conduct regular assessments of the effectiveness of the enablement programs using quantitative and qualitative measures. Translate the assessments into practical actions to improve enablement programs, reduce sales cycles, and maximize win rates.
• Coach sellers and managers on best practices, selling skills, and strategies to drive revenue growth.

Create a Culture of Excellence

• Design and build a high-performing global revenue enablement team, recruiting and developing top talent, and creating a culture of excellence and collaboration to support the execution of our global enablement strategy.
• Foster a culture of continuous learning and professional development within the organization.
• And any additional tasks required by manager

Skills We're Looking For

• 10+ years of experience in Sales, GTM Strategy, Operations, and/or Enablement.
• At least 4 years of previous quota-carrying sales experience in Sales or Solutions Engineering, providing credibility and practical insights in coaching and enablement.
• Proven experience in field training, strategy, and enablement program delivery at a global B2B software company.
• Ability to design, build, and deliver enablement content across GTM roles, IC and management levels.
• Demonstrated capability in conducting both 1:1 and group coaching sessions, with a personalized, engaging style that fosters a learning mindset and promotes skill development. Proven track record of influencing and motivating individuals and teams to achieve their full potential.
• A deep understanding of both the art and science of selling, underpinned by strong analytical abilities.
• Expertise in the MEDPICC sales methodology, with demonstrated success in applying it within training and enablement programs, driving improved sales performance and consistency across the team.
• Hands-on experience scaling up a global GTM organization; both pre- and post- IPO experience highly preferred.
• Exceptional leadership skills, with the ability to inspire, engage, and lead diverse teams.
• Excellent interpersonal, communication, and collaboration skills; ability to solicit needs and coalesce coherent strategy which meets the needs of both the company and field teams.
• Bachelor's degree preferred. An advanced degree or relevant certification is a plus.

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