Head of Enablement – GTM

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🔥 1 minute ago

🗽 New York – Remote

🗽 New York – Remote

⏰ Full Time

🔴 Lead

🎁 Product Marketing

👻 Ghost score 15%

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Tsuga

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2024

🏢 Enterprise

☁️ SaaS

🔐 Security

🔥 Funding within the last year

💰 $35M Series A on 2026-06

Enterprise • SaaS • Security

Tsuga is a bring-your-own-cloud, AI-native resilient observability platform that runs the data plane inside a customer's VPC and cloud account. It provides logs, metrics, traces, and application performance management, plus observability pipelines and a sensitive data scanner. Tsuga deploys via infrastructure-as-code to AWS, Azure, or GCP, encrypts telemetry with the customer's KMS keys, stores logs in the customer's object storage, and offers a managed service model with a forward-deployed engineer to optimize pipelines and costs. It emphasizes data sovereignty, governance (SSO, RBAC, retention, audit logs), and pricing aligned to ingestion (flat per-GB rate) with no infrastructure markups.

📋 Description

• Lead go-to-market enablement at Tsuga, supporting sales teams across Europe, the UK, the Middle East and the USA • Build, structure, deliver and maintain Tsuga's sales enablement program end to end, from onboarding and ramp to ongoing skills development • Embed MEDDPICC, Command of the Message and the 3 Whys across the sales motion, including qualification standards, deal reviews, value messaging and manager coaching guides • Partner with product and marketing to turn observability, APM, the BYOC model and AI-native positioning into talk tracks, demo narratives and value/cost messaging • Build competitive enablement including battlecards, objection handling and positioning against incumbent observability vendors • Create sales playbooks covering persona plays, discovery guides and long, multi-stakeholder enterprise cycles • Run recurring certification and coaching cadence, including call reviews, role plays and skills assessments • Extend enablement programs to other GTM teams in partnership with their leadership • Run enablement programs for new Tsuga GTM hires and keep them current as the company grows • Design enablement that scales across the US, EMEA and the Middle East using live sessions and async content • Define and report on enablement impact, including ramp time, stage conversion, win rate and quota attainment • Travel for regional kickoffs, events and quarterly company offsites in France

🎯 Requirements

• 7+ years in B2B SaaS GTM, including 4+ years leading sales enablement • Ideally experience in observability, DevOps, infrastructure or security tooling • Proven experience building enablement from the ground up at an early- or growth-stage company • Hands-on experience with MEDDPICC and Command of the Message, including the 3 Whys, and coaching managers to run them • Familiarity with modern cloud infrastructure (AWS, GCP, Azure), the software development lifecycle and application performance monitoring, and the ability to teach it to sellers • Experience enabling technical pre-sales teams such as Forward Deployed Engineers or Solutions Engineers is a plus • Experience enabling distributed teams across multiple regions and time zones, ideally the US and EMEA • Excellent facilitation, content-building and presentation skills, with a data-driven approach to measuring impact • Experience using CRM systems such as Salesforce or HubSpot • Based on the US East Coast, with a preference for candidates in New York • Willingness to travel for regional kickoffs, events and quarterly company offsites in France

🏖️ Benefits

• Competitive base salary and meaningful equity • Healthcare, paid time off and parental leave aligned to your country of employment • €5,000 employee referral bonus • Quarterly team offsite in France - the whole company, every quarter • Remote workplace arrangement • Employment through an Employer of Record (EOR)

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