Head of GTM Enablement (remote East Coast)

Spacelift•Redwood City, CA

4d•Remote

About The Position

Spacelift is seeking a Director-level leader to own Go-To-Market (GTM) enablement across the revenue organization. This role is crucial for ensuring that the sales and customer-facing teams can effectively execute Spacelift's GTM strategy. The Head of GTM Enablement will lead enablement efforts for Account Executives (AEs), Sales Engineers (SEs), Sales Development Representatives (SDRs), Customer Success, and the Partner team, with extensions into customer and partner audiences. Key responsibilities include owning the sales process and methodology, onboarding, ongoing skill development, business value selling, product launches, competitive positioning, and the associated systems. This is a hands-on role requiring direct engagement with sales teams and partners to improve their selling capabilities for Infrastructure as Code orchestration to technical buyers and executives.

Requirements

Seven or more years in GTM enablement, sales enablement, or a closely related function at a B2B software company, including time leading enablement strategy.
Proven experience owning and designing a sales process, including stage definitions, exit criteria, and how the process is reflected in the CRM and forecast.
Deep, hands-on experience with MEDDPICC (or MEDDIC), having embedded it into a sales model and achieved measurable improvements.
Strong background in business value selling and value-based methodologies, including building ROI and business case tools and training the field to use them.
Experience running or owning a Business Value Assessment program, ideally in enterprise deals with executive and procurement stakeholders.
Strong technical acumen in Infrastructure as Code and the cloud ecosystem, understanding tools like Terraform, OpenTofu, Pulumi, or CloudFormation, Git, CI/CD, and governance concepts.
Ability to explain Spacelift's value to a platform engineering team without relying solely on an SE.
Experience selling to, or enabling teams that sell to, technical buyers in DevOps, cloud infrastructure, or developer tooling.
Experience enabling multiple GTM roles, including AEs, SEs, SDRs, and Customer Success.
A track record of building enablement programs, not just running existing ones.
Strong working relationship with Product Marketing and Revenue Operations, with clear examples of translating PMM output into field execution.
Experience owning competitive enablement, including battlecards and field-facing competitive positioning.
Strong executive presence and ability to operate effectively across Sales, Marketing, Product, and Customer Success.
Comfort operating with ambiguity and making decisions with incomplete information.

Nice To Haves

Partner enablement experience is a strong plus.

Responsibilities

Own GTM enablement strategy and execution across AEs, SEs, SDRs, Customer Success, and Partners.
Own the Spacelift sales process, defining stages, entry/exit criteria, activities, and buyer verification points, and partnering with Revenue Operations to integrate into CRM, pipeline reviews, and forecasting.
Make MEDDPICC the backbone of the sales model, embedding it into sales stages, opportunity fields, deal reviews, and forecast calls for a shared language across teams.
Coach the field on MEDDPICC in live deals, focusing on identifying Champions, reaching the Economic Buyer, mapping Decision and Paper Processes, and building mutual action plans.
Own business value selling by building frameworks, messaging, and training to lead with business outcomes, quantify current state costs, and connect Spacelift's capabilities to measurable results.
Own the Business Value Assessment (BVA) program, building and maintaining the methodology, ROI and TCO models, and customer-facing templates.
Train AEs and SEs to run BVAs with customers and use them to build business cases for the Economic Buyer.
Partner with Customer Success to validate value post-sale, converting realized outcomes into proof points, case studies, and stronger renewal/expansion conversations.
Stay hands-on with the field by sitting in on calls, riding along on deals, and working directly with reps, SEs, customers, and partners.
Build and run onboarding for new hires across the GTM org, with role-specific paths, clear ramp expectations, and a technical foundation in IaC, cloud infrastructure, and platform engineering.
Make the field technically credible by helping reps and SEs hold confident conversations with platform engineers and DevOps teams about relevant technologies and connecting them to business outcomes.
Own battlecards and competitive enablement, ensuring the field can articulate Spacelift's competitive advantages and navigate competitive conversations.
Partner closely with Product Marketing to translate positioning, messaging, and launches into usable field materials and feed field signal back to PMM.
Build the ongoing enablement cadence, including skill development, deal coaching, sales process reinforcement, and continuous training on product updates.
Develop enablement content and curriculum, such as playbooks, demos, discovery frameworks, value-based discovery questions, objection handling, and certification programs.
Define enablement metrics that connect to GTM outcomes (e.g., ramp time, productivity, win rates, deal size, sales cycle length, forecast accuracy, BVA usage, content adoption) and report on them regularly.
Manage and evolve the enablement tech stack.
Build and lead the enablement team as the function grows.