Senior Director, GTM Field Enablement

Snowflake•Menlo Park, CA

About The Position

Snowflake is about empowering enterprises to achieve their full potential — and people too. With a culture that’s all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology — and careers — to the next level. As the Senior Director of GTM Field Enablement, you will be the primary strategic partner to Snowflake’s Global Sales and Revenue leadership. Your mission is to bridge the gap between GTM strategy and field execution. You will lead a team of high-impact enablement practitioners responsible for the "last mile" delivery of training, coaching, and readiness programs to our diverse field personas—including AEs, SDRs, SEs, and Services. In our Center of Excellence (CoE) model, you will partner across our team to leverage world-class content and technology, while your team focuses on the high-touch delivery, local adaptation, and manager coaching required to drive quota attainment. You are a consultant, a coach, and a strategist who ensures every member of the Snowflake GTM engine knows what to do, how to do it, and has the skills to win.

Requirements

Professional Tenure: Minimum of 10 years of experience in Sales Enablement, Sales Leadership, or GTM Strategy, with at least 5 years specifically within the B2B SaaS sector.
Management Experience: 5+ years of direct people management experience, including leading teams that support multi-segment sales organizations (e.g., Enterprise and Commercial/Mid-Market).
Executive Presence: Proven experience presenting strategy and performance metrics directly to C-Suite or VP-level stakeholders.
Stakeholder Alignment: Demonstrated history of partnering with cross-functional leaders (Marketing, Product, and Sales) to launch GTM initiatives.
Instructional Capability: Minimum of 2 years in a role primarily focused on training delivery, curriculum design, or professional education.
Data-Driven Decision Making: Able to leverage quantitative analysis and key performance metrics to transform raw data into actionable insights that improve business outcomes.

Nice To Haves

High-Growth Background: Experience scaling an enablement function within a "hyper-growth" environment (e.g., doubling headcount or revenue year-over-year).
Direct Sales Experience: Prior experience as a quota-carrying sales representative or a front-line Sales Manager with a track record of meeting or exceeding targets.
Multi-Persona Mastery: Experience designing specific enablement paths for the entire revenue "pod," including SDRs, Account Executives (AEs), Solutions Engineers (SEs), Professional Services (PS), Partner Managers, and Customer Success.
Methodology Expertise: Deep familiarity or certification in established sales methodologies (e.g., MEDDPICC, Force Management, Challenger, or Winning by Design).
Strategic Influence: Documented examples of influencing a major shift in sales behavior or GTM strategy that resulted in a measurable lift in revenue or win rates.

Responsibilities

End-to-End Readiness: Own the onboarding and continuous "everboarding" journey for direct GTM roles, ensuring time-to-productivity is constantly accelerating.
Methodology Mastery: Ensure the field is proficient in Snowflake’s sales methodology and GTM plays. You will lead the "field-testing" of new programs to ensure they are practical and high-value for sellers.
Leadership Development: Lead manager-specific onboarding and "Front Line Manager" programs, focusing on deal coaching skills, pipeline management, and leadership behaviors. Equip Sales Leaders with the frameworks, coaching rubrics, and execution rhythms they need to lead high-performing teams.
Competency Architecture: Define and maintain the "Gold Standard" competency models for each role, mapping learning paths to the specific skills required to excel at Snowflake.
Global Consistency, Local Impact: Work with Global VPs to understand regional nuances while ensuring a consistent global standard for how Snowflake engages with customers.
The Feedback Loop: Act as the "voice of the field" for the central enablement teams. You will provide the qualitative insights and field requirements that inform the content and tools produced by the centralized engine.

Stand Out From the Crowd

Upload your resume and get instant feedback on how well it matches this job.

Upload and Match Resume