Head of GTM Enablement

🕒 Outubro 7

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🔴 Especialista

🎁 Marketing de Produto

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Spacelift

SiteLinkedInTodas as Vagas

51 - 200 funcionários

☁️ SaaS

🏢 Corporativo

SaaS • Enterprise

A Spacelift é uma plataforma de gerenciamento flexível para Infrastructure as Code, cofundada em 2020 pelo veterano de DevOps Marcin Wyszynski e pelo empreendedor de sucesso Pawel Hytry. Ela auxilia equipes de DevOps a gerenciar infraestrutura em nuvem ao aprimorar automação, visibilidade e colaboração. A plataforma suporta qualquer configuração de IaC, oferecendo versões hospedadas e autogerenciadas, mantendo a segurança sem sacrificar a funcionalidade. Construída com componentes de código aberto como Docker e Open Policy Agent, permite personalização completa com padrões prudentes. A Spacelift conta com financiamento significativo de empresas líderes de capital de risco, possibilitando a rápida adesão de novos clientes para gerenciar recursos em nuvem de forma eficaz.

Descrição

• Own GTM enablement strategy and execution across AEs, SEs, SDRs, Customer Success, and Partners • Own and define the Spacelift sales process, including stages, entry and exit criteria, required activities, and buyer verification points • Partner with Revenue Operations to implement the sales process in CRM, pipeline reviews, and forecasting • Embed MEDDPICC into sales stages, opportunity fields, deal reviews, and forecast calls • Coach the field on MEDDPICC in live deals • Own business value selling, including frameworks, messaging, and training • Build and maintain the Business Value Assessment methodology, ROI and total cost of ownership models, and customer-facing templates • Train AEs and SEs to run BVAs and build business cases for Economic Buyers • Partner with Customer Success to validate post-sale value and develop proof points, case studies, renewal, and expansion conversations • Stay hands-on with the field through calls, deal ride-alongs, and direct work with reps, SEs, customers, and partners • Build and run onboarding for new GTM hires with role-specific paths and technical IaC, cloud infrastructure, and platform engineering foundations • Enable technical conversations about Terraform, OpenTofu, Pulumi, Kubernetes, policy as code, drift detection, and CI/CD workflows • Own battlecards and competitive enablement • Partner with Product Marketing to convert positioning, messaging, and launches into field materials • Build ongoing enablement cadence for skill development, deal coaching, sales process reinforcement, and product updates • Develop playbooks, demos, discovery frameworks, value-based discovery questions, objection handling, and certification programs • Define and report enablement metrics, including ramp time, productivity, win rates, deal size, sales cycle length, forecast accuracy, BVA usage, and content adoption • Manage and evolve the enablement technology stack • Build and lead the enablement team as the function grows

🎯 Requisitos

• 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) • Strong background in business value selling and value-based methodologies, such as Value Selling Framework or Command of the Message • Experience 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 of Terraform, OpenTofu, Pulumi, or CloudFormation; Git and CI/CD; governance, policy, and drift • Experience selling to, or enabling teams that sell to, technical buyers in DevOps, cloud infrastructure, or developer tooling • Experience enabling AEs, SEs, SDRs, and Customer Success • Partner enablement experience is a strong plus • Track record of building enablement programs • Strong working relationship with Product Marketing and Revenue Operations • Experience owning competitive enablement, including battlecards and field-facing competitive positioning • Strong executive presence • Ability to operate effectively across Sales, Marketing, Product, and Customer Success • Comfort operating with ambiguity and making decisions with incomplete information

🏖️ Benefícios

• Competitive salary and equity package • Medical, dental and vision plans for employees and any dependents • 401k Pension Plan • 26 days of paid time off annually + local bank holidays • Flexible working hours and a healthy 40-hour workweek • Work from anywhere in the US • Learning & education budget • Company offsites • International, diverse, dynamic, and passionate team with a friendly and supportive company culture