Head of GTM Enablement

Job not on LinkedIn

🕒 July 14

🇺🇸 United States – Remote

💵 $180k - $230k / year

⏰ Full Time

🔴 Lead

🎁 Product Marketing

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 0%

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Obsidian Security

WebsiteLinkedInAll Job Openings

51 - 200 employees

🔒 Cybersecurity

☁️ SaaS

💰 $90M Series C on 2022-03

Cybersecurity • SaaS

Obsidian Security is a company that specializes in providing comprehensive security solutions for Software as a Service (SaaS) applications. Their platform focuses on SaaS Security Posture Management (SSPM) and Identity Threat Detection and Response (ITDR) to deliver robust protection for both human and non-human identities within SaaS environments. Obsidian Security aims to manage excessive privileges, prevent SaaS configuration drift, achieve compliance, and protect against threats such as token compromise and spear phishing. Through machine learning and strategic partnerships, Obsidian offers deep threat insights and a consolidated view of security alerts with actionable remediation steps, ensuring end-to-end SaaS security for businesses and organizations.

📋 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 (identifying use cases, bringing social proof, and quantifying pain), competitive positioning, and closing, including how to build durable champions inside accounts. • 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, rather than certification pass rates or content engagement dashboards, as your primary signal for what is working, where reps are stuck, and what to coach next. • Turn those observations into specific coaching and interventions, and coach the frontline leaders so they reinforce the same behaviors. • Bring fluency in AI-driven workflows to make enablement faster and more efficient, and to systematize routine practices instead of doing them by hand. • Use AI and performance data to build personalized enablement tracks that meet each rep where they are, instead of one size fits all training. • Hire, develop, and lead the enablement team, and set the standard by leading from the front. • Drive cross-functional alignment proactively, anticipating what the field will need and getting ahead of it rather than reacting to inbound requests, and hold partners to clear commitments. • Bring strong program management: named owners, clear timelines, refresh cadences, and follow through.

🎯 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