VP, GTM Enablement

Responsibilities

• Build and lead the GTM Enablement function: Establish and operationalize Optimizely’s consolidated GTM Enablement team, spanning Sales, SDR, and Customer Success. Set the team charter, annual priorities, and quarterly roadmap in alignment with the CRO, CCO, SVP of Marketing, and VP of GTM Strategy. Manage and develop a team of role-based enablement managers and represent enablement in ELT forums with regular impact reporting.
• Agentic enablement infrastructure: Own the full enablement technology stack - including LMS, GTM Buddy, Opal-powered knowledge delivery, and the SharePoint Resource Hub. Drive the build-out of an agentic enablement layer that delivers the right information to reps at the right moment in their sales or CS motion. Lead AI tool adoption across the GTM org and establish content governance standards that keep the library current and trusted.
• Skills training and role-based methodologies: Design and deliver onboarding and ramp programs for all GTM roles: Account Executives, SDRs, CSMs, Solution Architects, and Partner sales. Build and maintain role-specific methodology playbooks aligned to Optimizely’s sales process and CS motions. Run field programs including Bootcamp, WIN Call, and certifications that build and sustain competency over time.
• Value-first and verticalized product enablement: Partner with PMM, Solution Strategy, and Product to design launch readiness programs for all product and feature releases. Translate product capability into commercial narrative differentiated by buyer persona, vertical, and competitive context. Approximately 70% of enablement content will be sourced from upstream teams; the enablement team refines and deploys it to the field.
• Centralized field programs delivery: Own all cross-functional field programs including onboarding across all GTM roles, Annual GTM Kickoff/Bootcamp, Weekly GTM calls, and other recurring programs. Establish a consistent delivery cadence and feedback loop with field managers to surface gaps and measure program effectiveness. Build certification frameworks that create clear competency standards and career development pathways.
• Measurement and impact reporting: Define and own the enablement measurement framework, connecting program activity to commercial outcomes. Build a regular reporting cadence for CRO, CCO, and senior GTM leader audiences. Use data to iterate, prioritize investments, and demonstrate the function’s impact on pipeline, bookings, and retention.

Requirements

• 10–12+ years in GTM, revenue, or sales enablement in a B2B SaaS environment
• Proven track record leading and scaling a multi-function enablement team
• Experience enabling multiple GTM motions simultaneously: direct enterprise, mid-market, SDR/BDR, and post-sale customer success
• Demonstrated ability to connect enablement programs to commercial outcomes such as ramp time, win rates, and retention
• Deep understanding of complex sales cycles, multi-threading, and selling across multiple stakeholders and buying groups
• Familiarity with sales methodologies such as MEDDPICC, Challenger, Sandler, or Command of the Message, and how to reinforce them through field enablement
• Experience designing and delivering training across live, virtual, and self-paced formats, with working knowledge of adult learning principles
• Hands-on experience with enablement technology: LMS platforms, sales readiness tools, CRM (Salesforce), and AI-powered enablement applications
• Familiarity with digital experience, content management, or marketing technology platforms is a plus
• Prior experience in a quota-carrying sales or customer success role is a plus but not required.