Director of GTM Enablement

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Quavo Fraud & Disputes

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2015

☁️ SaaS

🏦 Banking

📋 Compliance

SaaS • Banking • Compliance

Quavo Fraud & Disputes is a provider of dispute and fraud management solutions for financial institutions. Its SaaS platform (QFD®) and Dispute Resolution Experts (DRE™) combine automation, agentic AI, advanced analytics, and integrations to accelerate card dispute resolution, reduce losses, ensure regulatory compliance, and improve customer experience for banks, credit unions, fintechs, processors, and sponsor banks.

📋 Description

• Enablement strategy & operating model: Build the enablement charter, annual/quarterly plan, and success metrics aligned to business goals (pipeline quality, win rate, ramp time, retention/expansion). • AI-first enablement & readiness: Design programs that embed AI into how reps learn and perform, e.g., AI Role-Play, certification simulations, call coaching prompts, personalized learning paths, and AI-assisted reinforcement. • Sales methodology & deal excellence: Drive consistent adoption of MEDDPICC and support reinforcement of complementary methodologies such as Sandler, Challenger, or GAP Selling across the GTM org. • Onboarding & ramp: Design and deliver onboarding for AEs, AMs/CSMs, SDRs/BDRs (including agents), and SCs (as applicable), including role-based certification paths, timelines, and readiness standards. • Ongoing training & coaching: Create and facilitate recurring enablement programs (weekly/monthly), deal coaching, call coaching, competitive readiness, and quarterly refreshers tied to real field performance. • AI-powered coaching loops: Establish structured inspection and coaching loops using call recordings, deal data, and AI insights, turning patterns into targeted training and rep-specific reinforcement. • Messaging, plays & execution guides: Translate product value into role-based talk tracks, objection handling, discovery guides, demo narratives, and repeatable plays for each segment/ICP. • Content & asset governance (Seismic): Own the enablement content lifecycle within Seismic, information architecture, tagging, governance, version control, usage reporting, and continuous optimization. • Readiness & certification: Stand up certifications for discovery, MEDDPICC discipline, demo/storytelling, security/compliance narratives, and key workflows, using AI Role-Play and scenario-based assessments where possible. • Release enablement & adoption: Partner with Product Marketing/Product to ensure releases, pricing/packaging updates, and competitive insights roll out with clear training, content, and adoption plans. • Manager enablement: Equip frontline leaders with coaching tools, 1:1 frameworks, scorecards, and reinforcement guides that make methodology and messaging stick. • Measurement & impact: Define and track enablement impact using leading and lagging indicators (time-to-first-meeting, time-to-first-opportunity, stage conversion, win rate, cycle time, attach/expansion rates, content utilization).

🎯 Requirements

• 8+ years in Sales Enablement / GTM Enablement / Revenue Enablement (or equivalent GTM readiness role) in a high growth SaaS environment. • Proven experience building or scaling enablement programs in a high-growth (ideally PE-backed) SaaS organization (as both an IC and leader). • Deep working knowledge of MEDDPICC (or MEDDICC) and demonstrated success driving adoption through training, reinforcement, and deal inspection. • Experience with at least one additional sales methodology such as Sandler, Challenger, or GAP Selling, and the ability to translate methodologies into practical field behaviors. • Strong facilitation and content-building skills: onboarding, playbooks, certifications, talk tracks, battlecards, coaching guides. • Seismic ownership experience (admin-level not required, but you must be able to lead governance, structure, workflows, and reporting). • Demonstrated ability to embed AI into enablement, including using or implementing AI Role-Play or simulation-based readiness programs (or a clear point of view and examples of how you’d stand this up quickly). • Strong cross-functional leadership with Sales, RevOps, Product Marketing, Product, and CS/AM teams. • Analytical orientation: ability to link enablement efforts to measurable performance outcomes. • Enterprise SaaS Sales / Enablement Experience 500M+ACV, complex selling motion. • Ability to travel up to 10% as needed for quarterly and annual company offsites.

🏖️ Benefits

• Health insurance • Professional development opportunities