Head of GTM Enablement

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $180k - $230k / year

⏰ Full Time

🔴 Lead

🎁 Product Marketing

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Obsidian Security

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2017

🔒 Cybersecurity

☁️ SaaS

🤖 Artificial Intelligence

💰 $90M Series C - Obsidian Security on 2022-04

Cybersecurity • SaaS • Artificial Intelligence

Obsidian Security is a cybersecurity company that provides an end-to-end SaaS security platform to protect organizations' SaaS applications, integrations, and AI agents. The platform combines SaaS Security Posture Management (SSPM), identity threat detection and response, supply chain security, token-compromise detection, AI agent governance, and data-loss prevention with a knowledge graph and self-learning AI to detect, contextualize, and automatically respond to SaaS and GenAI risks in real time. Obsidian focuses on visibility, reducing privilege sprawl, preventing cascading supply-chain breaches, and securing autonomous AI activity inside enterprise SaaS environments.

📋 Description

• Own the strategy, structure, cadence, and execution of enablement across sales, technical, and BDR, covering onboarding, ramp, and ongoing development. • Design and run onboarding and personalized, role-based ramp programs built to measurably shorten the time it takes new AEs, SEs, TAMs, and BDRs to become productive. • Run enablement as a system with a consistent weekly, monthly, and quarterly rhythm, so the right people absorb the right knowledge at the right moment. • Enable the field on the fundamentals that move deals: relevant security and product knowledge, persona-based pain discovery, new business meeting excellence, competitive positioning, and closing. • Equip technical talent across pre and post sale to win the technical evaluation and drive successful proofs of value. • Enable the BDR motion to generate more and better qualified pipeline. • Ground enablement in what is actually happening in deals. Use call intelligence such as Gong and real customer conversations as your primary signal for what is working, where reps are stuck, and what to coach next. • Hire, develop, and lead the enablement team, and set the standard by leading from the front.

🎯 Requirements

• You have built and scaled a GTM or revenue enablement function inside a high-growth technology company, ideally through a scaling phase. • You have deep experience enabling the full customer-facing org, including AEs, technical pre and post sale, and BDR or pipeline generation teams. • Cybersecurity industry knowledge is strongly preferred. You understand the security buyer, the enterprise deal motion, and the competitive landscape. • You are fluent in modern sales methodology such as MEDDIC or MEDDPICC and value-based messaging, and you have implemented it, coached leaders to it, and measured the behavior change it produces. • You are metrics-driven. You set baselines, instrument the motion, and manage to leading and lagging indicators. • You are a proven people leader who has hired, developed, and retained enablement talent. • You are a strong program manager who ships on time and follows through.

🏖️ Benefits

• Competitive compensation with equity and 401k • Comprehensive healthcare with dental and vision coverage • Flexible paid time off and paid holiday time off • 12 weeks of new parent or family leave • Personal and professional development resources