Head of GTM Enablement

Spacelift

. Own GTM enablement strategy and execution across AEs, SEs, SDRs, Customer Success, and Partners .

Posted 10/7/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in GTM enablement strategy, sales process design, and business value selling methodologies. Proficient in technical acumen related to Infrastructure as Code and cloud ecosystems, with a strong ability to train and enable sales teams effectively.

Highest-signal resume keywords

GTM Enablement StrategySales Process DesignMEDDPICC MethodologyBusiness Value SellingInfrastructure as Code

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process DefinitionROI Tool DevelopmentBusiness Value AssessmentValue Selling FrameworkCloud InfrastructureTerraformOpenTofuPulumiCI/CD WorkflowsGit

Soft Skills

Strong Executive PresenceAbility to Operate with AmbiguityEffective Decision-Making

Tools & Technologies

CRM SystemsEnablement Technology StackPipeline Review Tools

Industry Keywords

B2B SoftwareDevOpsCustomer SuccessCompetitive EnablementPartner Enablement

Tech Stack

Tools & technologies

CloudKubernetesTerraform

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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