Director of GTM Enablement

Govini•Arlington, VA

1d•Onsite

About The Position

We are looking for a strategic, hands-on Director of GTM Enablement to build and lead our enablement function across the full customer lifecycle - Sales, Delivery, and Customer Success. You will own the systems, content, and coaching that turn new hires into productive sellers, equip Engagement Managers and Implementation Engineers to deliver lasting outcomes, and arm Sales and Customer Success to win, renew, and expand. You are the connective tissue between Sales, Delivery, Marketing, Product, and Sales/Delivery Operations. You understand that enablement is a revenue function, not a training function. Outcomes - ramp time, win rate, time-to-value, NRR - are the metrics that matter, and you can build the programs that move them. You are equally comfortable designing a 30/60/90 ramp plan, facilitating a methods workshop, coaching an Engagement Manager, or briefing Sales leadership on enablement ROI. This role is based in our Arlington, VA office, with up to 25% travel across our commercial and federal markets.

Requirements

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

Nice To Haves

Experience supporting DoD, federal civilian, or national security customers
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

Responsibilities

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 Ark product deep-dive certification for Delivery (EMs/IEs) and ongoing product/competitive training for Sales
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
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
Set enablement strategy and OKRs tied directly to revenue outcomes; lead GTM launch readiness for new Ark capabilities
Report enablement impact in revenue language - win rate, ramp, attainment, content usage, NRR - not training activity