Head of GTM Enablement (remote East Coast)
- Compensation
- Not disclosed
- Location
- Redwood City, US
- Work setup
- Remote
- Seniority
- C level
- Employment
- Not specified
- Experience
- Not specified
- Category
- Not specified
- Posted
Skills
Must have
- 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). You've embedded it into a sales model, not just trained on it, and you can point to measurable improvements in qualification, win rates, or forecas
- A strong background in business value selling and value-based methodologies (such as Value Selling Framework, Command of the Message, or similar), including building ROI and business case tools and tr
- 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. You understand tools like Terraform, OpenTofu, Pulumi, or CloudFormation, how platform teams manage infrastructure through Gi
- Experience selling to, or enabling teams that sell to, technical buyers in DevOps, cloud infrastructure, or developer tooling.
- Experience enabling multiple GTM roles, including AEs, SEs, SDRs, and Customer Success. Partner enablement experience is a strong plus.
- A track record of building enablement programs, not only running existing ones.
- A strong working relationship with Product Marketing and Revenue Operations in past roles, with clear examples of translating PMM output into field execution.
- Experience owning competitive enablement, including battlecards and field-facing competitive positioning.
- Strong executive presence and the ability to operate effectively across Sales, Marketing, Product, and Customer Success.
- Comfort operating with ambiguity and making decisions with incomplete information.
Full description
Spacelift is an infrastructure orchestration platform that manages your entire infrastructure lifecycle — provisioning, configuration and governance. Spacelift integrates with all your infrastructure tooling (e.g. Terraform, OpenTofu, CloudFormation, Pulumi, Ansible) to provide a single integrated workflow so you can deliver secure, cost-effective, and resilient infrastructure, fast.
By automating deployment and configuration, providing developer self-service, golden paths with guardrails, and an OPA policy engine, Spacelift empowers businesses to accelerate developer velocity while maintaining control and governance over their infrastructure. Spacelift offers unrivalled support, no-nonsense pricing, and a range of deployment models to fit your specific needs.
Spacelift was founded in 2020 by long-time DevOps practitioner Marcin Wyszynski and successful entrepreneur Pawel Hytry and has raised $82.3M in funding over four rounds from top venture capital firms, including Insight Partners, Blossom Capital, Hoxton Ventures, Inovo Venture partners and Five Elms Capital.
Spacelift is building the infrastructure platform that engineering teams actually want to use. We're growing fast, and the partner channel is a core part of how we scale. We're looking for someone to own it.Spacelift is hiring a Director-level leader to own GTM enablement across the revenue organization. As Spacelift’s GTM motion matures, enablement is the function that determines whether the people in the field can actually run it. We’re looking for someone to own that end of it.
The role
You'll lead enablement across AEs, SEs, SDRs, Customer Success, and the Partner team, with extension into the customer and partner audiences they work with day to day. You'll own the sales process and methodology, onboarding, ongoing skill development, business value selling, product launches in the field, competitive positioning, and the systems that hold it all together. This is a hands-on role, not a function you can run from a deck. You'll be in the room with reps, SEs, and partners, helping them get better at the actual work of selling Infrastructure as Code orchestration to technical buyers and the executives who fund it.
What you'll do
- Own GTM enablement strategy and execution across AEs, SEs, SDRs, Customer Success, and Partners.
- Own the Spacelift sales process. Define the stages, entry and exit criteria, required activities, and buyer verification points for every deal, and partner with Revenue Operations to build them into the CRM, pipeline reviews, and forecasting.
- Make MEDDPICC the backbone of the sales model. Build each element into the sales stages, opportunity fields, deal reviews, and forecast calls so that qualification and deal inspection follow one shared language across Sales, SEs, Partners, and leadership.