- Company Name
- Findigs, Inc.
- Job Title
- Director, GTM Enablement
- Job Description
-
Job Title: Director, GTM Enablement
Role Summary:
Lead the design, launch, and scaling of the GTM enablement function for a high‑growth B2B SaaS company, integrating Sales, CS, Product, and Marketing to develop playbooks, onboarding programs, and training that drive rep productivity and win rates.
Expactations:
- Build and institutionalize a formal enablement roadmap aligned to company growth goals.
- Own a 30/60/90‑day onboarding curriculum, continuous upskilling, and manager coaching programs.
- Implement and optimize a unified sales methodology and Playbook across the buyer and customer journey.
- Drive adoption of the GTM tech stack (CRM, outreach, call recording, LMS, CMS) and evaluate AI tools for enablement.
- Analyze funnel data to identify gaps, deliver targeted coaching, and improve key metrics (cycle time, win rate).
Key Responsibilities:
1. Design and execute the first GTM Enablement roadmap and calendar.
2. Develop and roll out a comprehensive onboarding and training program for new GTM hires.
3. Create and maintain the Findigs Sales Playbook covering outbound, opportunity creation, implementation/post‑sales, expansion, renewal, and champion development.
4. Partner with Marketing to produce customer‑facing assets (pitch decks, case studies, one‑pagers).
5. Audit and optimize the GTM tech stack to maximize rep efficiency.
6. Lead manager training to enhance leadership impact and rep development.
7. Use data analytics to pinpoint execution gaps and design interventions.
8. Serve as a strategic advisor to the CRO on GTM initiatives and performance.
Required Skills:
- 7+ years in high‑growth B2B SaaS sales and GTM enablement, including building enablement functions from zero.
- Mastery of modern sales methodologies (MEDDICC, Challenger, Gap Selling) and experience implementing them.
- Proficiency with Salesforce, Outreach/Salesloft, Gong, LMS/CMS, and AI enablement tools.
- Strong facilitation and communication abilities; capable of leading training sessions and producing clear documentation.
- Proven quota‑carrying sales background and ability to assess funnel performance and design training solutions accordingly.
Required Education & Certifications:
- Bachelor’s degree in Business, Marketing, Communications, or related field; MBA preferred.
- Certifications in sales methodology (e.g., MEDDICC, Challenger) or enablement tools advantageous.