GTM Enablement

Summary

Join Narvar's Revenue Operations team as the Head of Go-to-Market (GTM) Enablement and architect a comprehensive enablement strategy to fuel revenue growth and enhance GTM team performance. You will act as a player-coach, collaborating with Sales, Marketing, Customer Success, and Professional Services teams. Develop and execute the overall GTM enablement strategy and roadmap, aligning with company objectives. Design, build, and manage comprehensive enablement programs, including onboarding, continuous learning, and sales/CS methodology reinforcement. Proactively identify and analyze GTM team capability gaps, partnering with leadership to define KPIs and track program impact. Collaborate with cross-functional teams to ensure alignment with strategic business goals and product release cycles. Refine GTM processes and develop dynamic playbooks. Develop programs to equip first-line managers with coaching and leadership skills. Ensure optimal utilization of the tech stack and explore new tools and methodologies. Own the planning and execution of key GTM events and act as a liaison for global coordination.

Requirements

• 7+ years of progressive experience in GTM Enablement within a SaaS environment, with at least 2-3 years in a leadership role managing direct reports or a significant enablement function
• Proven success as a "player-coach," comfortable with both strategic planning and hands-on execution, including content creation and facilitation
• Demonstrated success in designing, developing, and delivering impactful enablement programs that have led to measurable improvements in GTM productivity and revenue results
• Advanced proficiency in diagnosing GTM capability gaps through a multi-faceted analytical approach
• Strong understanding of diverse GTM motions and roles
• Proven ability to translate complex concepts into clear, actionable, and engaging content and learning experiences
• Expertise in modern sales methodologies (e.g., MEDDPICC, Value Selling) and customer success best practices
• Experience managing and optimizing an enablement tech stack
• Exceptional cross-functional collaboration, communication, and stakeholder management skills
• Data-driven and results-oriented: Ability to define and track enablement KPIs

Responsibilities

• Enablement Strategy & Leadership: Develop, own, and execute the overall GTM enablement strategy and roadmap, ensuring alignment with company objectives and GTM leadership priorities
• Strategic Program Development & Execution: Architect, design, build, and manage comprehensive enablement programs, encompassing onboarding, continuous learning, product/technical enablement, and sales/CS methodology reinforcement for all GTM roles. This includes directly creating content and facilitating key sessions, especially for new strategic initiatives
• Capability Gap Analysis & Performance Improvement: Proactively identify and analyze GTM team capability gaps by triangulating data from performance metrics (CRM, CS platforms), conversation intelligence (Gong), direct field feedback/shadowing, and manager input. Partner with RevOps and GTM leadership to define key performance indicators (KPIs) for enablement programs and track their impact on GTM productivity, efficiency, and revenue outcomes (e.g., NRR, win rates, ramp time)
• Cross-Functional Partnership & Alignment: Collaborate closely with Sales, CS, PS, and Marketing leadership to ensure enablement initiatives are tightly aligned with strategic business goals, GTM motions, and product release cycles. Partner with Product Marketing to translate product updates and value propositions into compelling, field-ready messaging, content, and plays for both commercial (Sales, CS) and technical (PS, Support) audiences
• Process & Methodology Optimization: Refine GTM processes (e.g., sales process, customer lifecycle journey, renewal/expansion plays), identifying opportunities to embed best practices, tools, and skills needed to increase velocity, conversion rates, and customer value realization. Oversee the development and maintenance of dynamic playbooks (sales, CS, technical) that are practical, easily accessible, and integrated with daily workflows
• Leadership Enablement: Develop and implement programs to equip first-line managers with the coaching, mentoring, and leadership skills necessary to drive team performance and reinforce enablement initiatives
• Technology & Innovation: Ensure optimal utilization tech stack. Continuously explore and evaluate new tools, AI-driven insights, and innovative methodologies to enhance program effectiveness and learner engagement
• GTM Event Management: Own the planning and execution of key GTM events, including sales meetings and annual GTM Kickoffs
• Global Coordination: Act as a liaison where applicable to ensure core changes to GTM motions, processes, tooling, or messaging are adopted consistently across regions and teams

Preferred Qualifications

• Experience in developing first-line manager coaching and leadership programs is highly desirable
• Direct experience in a GTM role is strongly preferred
• Experience with Salesforce.com strongly preferred