Build the Enablement Function: design and operationalize the company's first formal sales enablement program, establishing its strategy, priorities, and infrastructure.
Create scalable onboarding programs across GTM roles: AEs first, then SDRs, Solutions Engineers, and Customer Success.
Develop certification frameworks and role-based competency models.
Build repeatable, AI-supported training systems that scale with company growth, including self-service delivery and the supporting tooling and LMS stack.
Build your own deep construction expertise first: the project lifecycle, the stakeholders who run jobsites, and the metrics that govern their work.
Develop curricula that turn generalist AEs into construction experts: persona guides, per-persona discovery questions, and objection libraries grounded in field reality.
Give reps repeated, realistic practice, including AI role-play against construction personas, and gate certification on demonstrated domain fluency rather than product recall.
Deliver live and asynchronous training, and coach in the flow of work (call and demo reviews, deal debriefs, role-plays).
Use AI to accelerate content production from product releases, recorded calls, and SME interviews.
Build and maintain playbooks across the customer lifecycle: discovery frameworks, qualification, account planning, and deal inspection.

Demonstrated excellence as a teacher and coach, with a track record of developing people from beginner to credible. Strong facilitation, presentation, and adult-learning skills. This is the most important qualification.
Strong learning agility. You have moved from no knowledge of a complex or technical domain to genuine expertise, and can describe how. You approach mastering an unfamiliar industry as an opportunity rather than an obstacle.
Fluency with modern AI tools and the ability to use them to build training: interactive simulations, adaptive self-service learning, and faster content production. You treat AI as core to making enablement scalable, not as an add-on.
A solid understanding of enterprise B2B SaaS sales (long, multi-stakeholder cycles involving technical and operational buyers) and fluency in at least one methodology (MEDDICC, Challenger, SPIN, or Command of the Message).
0→1 experience, with comfort in ambiguity and a history of building training, onboarding, or sales programs from scratch.
The ability to create content independently (curricula, playbooks, and certification tracks) without relying on pre-existing templates.
8+ years across sales, sales training, and/or enablement, ideally including direct enterprise selling or rep coaching.

GTM Enablement – Training Lead

Key skills