Head of Go-to-Market (GTM) Enablement

Narvar

4d•$175,000 - $225,000•Remote

About The Position

Narvar is scaling, and we’re seeking a senior, hands-on GTM enablement leader to join our Revenue Operations team. In this high-visibility role, you will architect and execute a comprehensive enablement strategy that directly fuels revenue growth and elevates GTM team performance. You will operate as a trusted advisor to RevOps and GTM leadership, deeply embedded with Sales, Marketing, Customer Success, Professional Services, and Support to design, build, and deliver programs that change behavior in the field and produce measurable business outcomes across the customer lifecycle. This is a senior individual contributor role with significant influence and possible future team build. It’s ideal for a current or former Director / Head of Enablement who wants to drive impact through their own craft and the strategic deployment of AI, rather than primarily through managing a team.

Requirements

7+ years of progressive GTM Enablement experience in a SaaS environment, including significant time operating at the Director / Head of Enablement level. Direct people management is not required for this role; we are hiring a senior IC who has previously held broader scope and wants to drive impact through their own craft.
Proven success as a true “player-coach,” equally comfortable with strategic planning and hands-on execution, including content creation and facilitation.
Demonstrated record of deploying AI tools in a GTM enablement context (e.g., AI roleplay platforms, conversation intelligence, generative content workflows, manager coaching aids). Specific examples (problem, tool, adoption, and outcome) will be expected during interviews.
Track record of driving AI adoption as a change-management initiative across a GTM org, with measurable adoption and productivity outcomes.
Rigor in defining and measuring behavior-change outcomes (setting leading indicators before launch and inspecting them after), with the willingness to call a program unsuccessful when results don’t materialize.
Demonstrated success designing, building, and delivering enablement programs that have produced measurable improvements in GTM productivity and revenue outcomes.
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, with the seniority and credibility to push back on GTM leaders and drive change without formal authority.

Nice To Haves

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

Responsibilities

Develop, own, and execute the overall GTM enablement strategy and roadmap, ensuring alignment with company objectives and GTM leadership priorities.
Architect, design, build, and manage comprehensive enablement programs spanning onboarding, continuous learning, product/technical enablement, and sales reinforcement for all GTM roles. Directly create content and facilitate key sessions, especially for new strategic initiatives. Author content grounded in field shadowing, win/loss data, and customer conversations. AI accelerates structure and iteration, but every artifact must reflect real field insight, not generic frameworks.
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 KPIs for every program. Own post-implementation measurement of each initiative through inspecting whether targeted behaviors actually shifted in the field. Iterate or sunset programs that don’t move the metric.
Identify high-leverage use cases (AI roleplay, conversation intelligence, generative content workflows, manager coaching aids, knowledge retrieval), evaluate and implement tools, in partnership with management drive adoption across reps and managers, and measure productivity and behavior change outcomes. Serve as the internal point of view on how AI reshapes enablement and GTM workflows.
Collaborate closely with Sales, CS, PS, Marketing, and Product leadership to ensure enablement initiatives are tightly aligned with strategic business goals, GTM motions, and product releases. 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. Identify risks in rollouts and recommend changes when standard playbooks won’t land well.
Refine GTM processes (e.g., sales process, customer lifecycle journey, renewal/expansion plays) and 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.
Develop and deliver programs to equip first-line managers with the coaching, mentoring, and inspection skills necessary to drive team performance and reinforce enablement initiatives. Act as a direct coach and thought partner to GTM managers + leaders, building inspection rigor that persists after each program ends.
Ensure optimal utilization of the enablement tech stack. Continuously evaluate new tools and methodologies to enhance program effectiveness and learner engagement.
Own the planning and execution of key GTM events, including sales meetings and annual GTM Kickoffs.