VP, GTM Enablement

Optimizely•New York, NY

2h•$215,000 - $397,000

About The Position

Optimizely is creating a unified GTM Enablement function to support its agentic platform for Marketing and Digital leaders. The VP of GTM Enablement will establish and lead the function across Sales, SDR, and Customer Success, setting its strategy, operating model, priorities, and roadmap. The role manages role-based enablement leaders and owns programs and infrastructure intended to improve win rates, quota attainment, ramp time, and net revenue retention. The position reports to the CCO and works closely with GTM teams and leaders. The VP will oversee enablement technology and develop an agentic enablement layer that provides customer-facing teams with relevant information at the right point in their sales or customer-success motions. The role also develops onboarding, ramp, skills training, role-specific methodologies, product and launch readiness, field programs, certifications, and measurement and reporting. Enablement content is primarily sourced from upstream teams, then refined and deployed to the field.

Requirements

10–12+ years of experience 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: 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, CRM (Salesforce), 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 is a plus but not required.

Responsibilities

Establish and operationalize the consolidated GTM Enablement function 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 a team of role-based enablement managers, represent enablement in ELT forums, and provide regular impact reporting.
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 reps at the appropriate point in their sales or customer-success motions; lead AI tool adoption across the GTM organization and establish content governance standards.
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 tailored to buyer persona, vertical, and competitive context.
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; build certification frameworks with clear competency standards and career-development pathways.
Define and own the enablement measurement framework, linking program activity to commercial outcomes; report to the CRO, CCO, and senior GTM leaders, and use data to improve investments and demonstrate impact on pipeline, bookings, and retention.