Head of GTM Enablement

🔥 2 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🎁 Product Marketing

👻 Ghost score 17%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Spacelift

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🏢 Enterprise

SaaS • Enterprise

Spacelift is a flexible management platform for Infrastructure as Code, co-founded in 2020 by DevOps veteran Marcin Wyszynski and successful entrepreneur Pawel Hytry. It helps DevOps teams manage cloud infrastructure by enhancing automation, visibility, and collaboration. The platform supports any IaC setup, offering both hosted and self-hosted versions, maintaining security without sacrificing functionality. Built on open-source components like Docker and Open Policy Agent, it allows for complete customization with prudent defaults. Spacelift is backed by significant funding from top venture capital firms, enabling rapid onboarding of new customers to effectively manage cloud resources.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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