Lead GTM Enablement Program Manager - Sales Methodology

HubSpot • Cambridge, MA

7d

About The Position

The HubSpot Go-to-Market Enablement team is looking for a talented Lead Program Manager to join our Global Programs team. The primary responsibility of this Program Manager is to design and execute strategic enablement programs that develop world-class sales skills and drive consistent adoption of HubSpot's sales methodology across the Sales organization, with an initial focus on optimizing and scaling "The HubSpot Way" (our sales methodology program built on the PROVES framework). In this role, you will partner closely with Sales leadership, enablement partners, product marketing, and cross-functional teams to drive methodology adoption, measure effectiveness, and continuously improve how our sellers execute in the field. You will be responsible for overseeing the implementation and ongoing adoption of our sales methodology, developing plans for improving effectiveness, reporting on outcomes, and designing enablement programs that elevate sales skills and drive high performance. You will orchestrate cross-functional resources and stakeholders to build highly effective enablement experiences that result in increased sales performance, methodology consistency, improved win rates, and measurable revenue impact. As business priorities evolve, you will adapt quickly to ensure your programs remain aligned with HubSpot's most critical growth initiatives. We are looking for a strategically-minded, commercially savvy, and highly collaborative individual who deeply understands sales methodology, excels at program management, leverages AI tools to work efficiently, and can influence stakeholders across the organization to drive results. In this role, you'll get to: Own the implementation and ongoing adoption of HubSpot's sales methodology (The HubSpot Way/PROVES framework), ensuring consistent execution across the Sales organization and driving methodology excellence in the field. Develop and execute strategies for improving methodology effectiveness , including analyzing adoption metrics, identifying improvement opportunities, designing interventions, and measuring impact on sales performance. Design and implement sales skills enablement programs that develop core competencies such as discovery, value articulation, objection handling, negotiation, and other critical selling skills that drive revenue outcomes. Develop enablement solutions including training materials and content , partnering with the Learning Experience Design (LXD) team to create high-quality learning experiences that drive skill development and behavior change across the Sales organization. Partner with Sales leadership to understand business priorities, identify performance gaps, align on program objectives, and ensure enablement solutions drive measurable improvements in sales execution. Evaluate, select, and manage vendor and consultant relationships for methodology training, sales skills development, or specialized enablement solutions, ensuring external partners deliver measurable value and align with program objectives. Establish KPIs and measurement frameworks for methodology adoption and sales skills programs, tracking effectiveness through metrics such as methodology utilization, seller proficiency, win rates, sales velocity, and revenue impact, and reporting consistently on program status and outcomes to Sales leadership. Own program strategy and execution from end to end , including conducting needs analysis, defining program objectives and scope, managing project plans in Asana, navigating ambiguity, identifying and mitigating risks, and adapting program priorities as business needs evolve.

Requirements

• 4-5+ years of experience in sales enablement , preferably within a SaaS or technology organization
• Deep sales methodology expertise , with demonstrated experience implementing, optimizing, or scaling sales methodology frameworks (e.g., MEDDICC, MEDDIC, Challenger, SPIN, Command of the Message) and driving methodology adoption
• Prior sales experience with deep understanding of what drives high performance in complex B2B selling environments (required)
• AI fluency and proficiency using AI tools (e.g., Claude, ChatGPT, Gemini) to work more efficiently and effectively, producing higher quality work faster
• Exceptional program management capabilities with proven ability to own programs end-to-end, manage competing priorities, drive projects to completion, and deliver measurable results
• Outstanding stakeholder management and collaboration skills , with demonstrated ability to influence and build credibility across Sales leadership, enablement partners, and cross-functional teams
• Excellent communication and presentation skills , including the ability to distill complex information into clear, compelling narratives for diverse audiences
• Strong analytical skills with ability to establish success metrics, measure program ROI, analyze adoption data, and communicate results to leadership
• Comfort navigating ambiguity and making decisions with incomplete information while maintaining progress and stakeholder confidence
• The ability to move quickly and prioritize effectively in a fast-paced, dynamic environment while maintaining commitment to quality and deadlines

Nice To Haves

• Experience managing vendor or consultant relationships for methodology training or sales enablement solutions
• Background designing competency frameworks or certification programs
• Track record driving measurable behavior change and performance improvement through enablement programs
• Experience working in high-growth SaaS companies or within technology sales environments
• Demonstrated success building programs that span multiple geographies or business segments
• Experience with learning management systems, enablement platforms, and project management tools (Asana preferred)

Responsibilities

• Own the implementation and ongoing adoption of HubSpot's sales methodology (The HubSpot Way/PROVES framework), ensuring consistent execution across the Sales organization and driving methodology excellence in the field.
• Develop and execute strategies for improving methodology effectiveness , including analyzing adoption metrics, identifying improvement opportunities, designing interventions, and measuring impact on sales performance.
• Design and implement sales skills enablement programs that develop core competencies such as discovery, value articulation, objection handling, negotiation, and other critical selling skills that drive revenue outcomes.
• Develop enablement solutions including training materials and content , partnering with the Learning Experience Design (LXD) team to create high-quality learning experiences that drive skill development and behavior change across the Sales organization.
• Partner with Sales leadership to understand business priorities, identify performance gaps, align on program objectives, and ensure enablement solutions drive measurable improvements in sales execution.
• Evaluate, select, and manage vendor and consultant relationships for methodology training, sales skills development, or specialized enablement solutions, ensuring external partners deliver measurable value and align with program objectives.
• Establish KPIs and measurement frameworks for methodology adoption and sales skills programs, tracking effectiveness through metrics such as methodology utilization, seller proficiency, win rates, sales velocity, and revenue impact, and reporting consistently on program status and outcomes to Sales leadership.
• Own program strategy and execution from end to end , including conducting needs analysis, defining program objectives and scope, managing project plans in Asana, navigating ambiguity, identifying and mitigating risks, and adapting program priorities as business needs evolve.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees