Head of Enablement, GTM

Tsuga • New York, NY

4h

About The Position

The Head of Enablement, GTM will lead go-to-market enablement at Tsuga, supporting sales teams across Europe, the UK, the Middle East, and the USA. The role’s first priority is to build, structure, deliver, and maintain the sales enablement program end to end, from onboarding and ramp through ongoing skills development, with input from Marketing and Product. The program may later expand to support additional teams across the GTM business.

The role translates Tsuga’s observability, application performance monitoring, Bring Your Own Cloud (BYOC) model, and AI-native positioning into effective sales messaging, playbooks, training, and competitive resources. It also establishes a recurring certification and coaching cadence and measures enablement impact. The role is based on the US East Coast, with a preference for New York, and includes travel for regional kickoffs, events, and quarterly company offsites in France.

Requirements

• At least 7 years of experience in B2B SaaS go-to-market roles, including at least 4 years leading sales enablement.
• Proven experience building enablement from the ground up at an early-stage or growth-stage company.
• Hands-on experience with MEDDPICC and Command of the Message, including the 3 Whys, and coaching managers to use them.
• Familiarity with modern cloud infrastructure (AWS, GCP, or Azure), the software development lifecycle, and application performance monitoring, with the ability to teach these topics to sellers.
• Experience enabling distributed teams across multiple regions and time zones; US and EMEA experience is preferred within this requirement.
• Excellent facilitation, content-building, and presentation skills.
• A data-driven approach to measuring impact.
• Experience using CRM systems such as Salesforce or HubSpot.
• Ability to adapt quickly as the company scales.
• The role is based on the US East Coast.

Nice To Haves

• Experience in observability, DevOps, infrastructure, or security tooling.
• Experience enabling technical pre-sales teams such as Forward Deployed Engineers or Solutions Engineers.
• Experience supporting teams across the US and EMEA.

Responsibilities

• Build, structure, deliver, and maintain Tsuga’s sales enablement program, covering onboarding, ramp, and ongoing skills development.
• Embed MEDDPICC, Command of the Message, and the 3 Whys across qualification standards, deal reviews, value messaging, and manager coaching guides.
• Partner with Product and Marketing to develop talk tracks, demo narratives, and value and cost messaging for observability, APM, the BYOC model, and AI-native positioning.
• Build competitive enablement with Marketing, including battlecards, objection handling, and positioning against incumbent observability vendors.
• Create sales playbooks, including persona plays, discovery guides, and plays for long, multi-stakeholder enterprise sales cycles.
• Run recurring certification and coaching activities, including call reviews, role plays, and skills assessments.
• Expand the enablement program to other GTM teams over time, working with their leaders to identify needs.
• Run and maintain the lighter enablement programs for each new Tsuga GTM hire.
• Design enablement that scales across the US, EMEA, and the Middle East, combining live sessions with asynchronous content.
• Define and report on enablement impact, including ramp time, stage conversion, win rate, and quota attainment.
• Travel for regional kickoffs, events, and the quarterly company offsite in France.

Benefits

• Competitive base salary and meaningful equity.
• Healthcare, paid time off, and parental leave aligned to the employee’s country of employment.
• €5,000 employee referral bonus.
• Quarterly team offsite in France.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed