VP, GTM Enablement

Optimizely•New York, NY

1d•$215,000 - $397,000

About The Position

Optimizely is creating a unified GTM Enablement function, consolidating enablement for Sales, SDR, and Customer Success under one strategic leader. The VP of GTM Enablement will establish the enablement strategy and operating model, lead role-based enablement managers, and own programs and infrastructure intended to improve win rates, quota attainment, ramp time, and net revenue retention. The role reports to the CCO and partners with GTM teams and leaders. The position focuses on enabling multiple go-to-market motions—including direct enterprise, mid-market, SDR/BDR, and post-sale customer success—and building enablement as a strategic multiplier for the revenue organization. It also includes developing agentic enablement infrastructure that delivers relevant customer-facing resources to field representatives at the appropriate point in their sales or customer success motions, and applying AI to improve how field teams learn and perform.

Requirements

10–12+ years in GTM, revenue, or sales enablement in a B2B SaaS environment.
Proven track record leading and scaling a multi-function enablement team.
Experience enabling multiple GTM motions simultaneously, including direct enterprise, mid-market, SDR/BDR, and post-sale customer success.
Demonstrated ability to connect enablement programs to commercial outcomes such as ramp time, win rates, and retention.
Deep understanding of complex sales cycles, multi-threading, and selling across multiple stakeholders and buying groups.
Familiarity with sales methodologies such as MEDDPICC, Challenger, Sandler, or Command of the Message, and how to reinforce them through field enablement.
Experience designing and delivering training in live, virtual, and self-paced formats, with working knowledge of adult learning principles.
Hands-on experience with enablement technology, including LMS platforms, sales readiness tools, Salesforce CRM, and AI-powered enablement applications.
Bachelor’s degree.

Nice To Haves

Familiarity with digital experience, content management, or marketing technology platforms.
Prior experience in a quota-carrying sales or customer success role.

Responsibilities

Establish and operationalize the consolidated GTM Enablement team across Sales, SDR, and Customer Success; define its charter, annual priorities, and quarterly roadmap in alignment with the CRO, CCO, and SVP of Marketing.
Manage and develop role-based enablement managers, represent enablement in ELT forums, and regularly report on impact.
Own the enablement technology stack, including the LMS, GTM Buddy, Opal-powered knowledge delivery, and SharePoint Resource Hub.
Build an agentic enablement layer that delivers relevant information to representatives at the right point in their sales or customer success motions.
Drive AI tool adoption across the GTM organization and establish content governance standards to keep enablement resources current and trusted.
Design and deliver onboarding and ramp programs for Account Executives, SDRs, CSMs, Solution Architects, and Partner sales.
Build and maintain role-specific methodology playbooks aligned with Optimizely’s sales process and customer success motions.
Run field programs, including Bootcamp, WIN Call, and certifications, to build and sustain competency.
Partner with PMM, Solution Strategy, and Product on launch-readiness programs for product and feature releases.
Translate product capabilities into commercial narratives differentiated by buyer persona, vertical, and competitive context; refine and deploy content sourced primarily from upstream teams.
Own cross-functional field programs, including onboarding across GTM roles, Annual GTM Kickoff/Bootcamp, Weekly GTM calls, and other recurring programs.
Establish consistent program delivery cadences and feedback loops with field managers to identify gaps and measure effectiveness.
Build certification frameworks that define competency standards and career development pathways.
Define and own an enablement measurement framework connecting program activity to commercial outcomes.
Create regular reporting for the CRO, CCO, and senior GTM leaders; use data to iterate, prioritize investments, and demonstrate impact on pipeline, bookings, and retention.