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Anomali is seeking a Director of Global GTM Enablement to lead the company's sales enablement function across global Sales, Sales Engineering, Customer Success, and channel partners. This is a hands-on leadership role reporting to the VP of Revenue Operations, sitting within the revenue engine alongside pipeline, forecast, and productivity data.
Key responsibilities span three core areas:
**Coaching and Field Development:** Own the end-to-end coaching system including call coaching, deal coaching, and opportunity inspection. Work directly in live deals weekly alongside sales leadership. Build and certify frontline sales managers on consistent coaching cadence and quality standards. Develop a seller competency model with observable behaviors by stage and persona. Diagnose skill gaps, knowledge gaps, message gaps, and management gaps, routing each to the appropriate solution. Contribute to forecast and pipeline reviews, identifying recurring seller behaviors behind slipped and lost deals.
**Platform-Selling Enablement:** Evolve the sales narrative and discovery motion for multi-product, multi-stakeholder platform selling. Define selling motions in behavioral terms and baseline field performance region by region and rep by rep. Enable a staged land-and-expand motion with quantified business-case conversations backed by proof points and reference stories. Partner with Product Marketing, Product Management, and the C-suite to translate strategy into actionable field guidance. Own how the market understands the company's positioning and work to shift category perception.
**Programs, Partners, and AI Enablement:** Own end-to-end onboarding for new Sales and Sales Engineering hires against defined time-to-first-deal targets. Design and execute development programs including SKOs, skill sessions, and enablement content. Partner with global channel leadership on partner enablement and certification. Manage the internal content estate—narratives, playbooks, battlecards, and call guides. Report enablement performance in revenue terms. Stand up AI-assisted coaching at scale using conversation intelligence, AI role-play and simulation, and automated competency scoring.
Required: Bachelor's degree with 8+ years in high-performance B2B technology sales (sales, enablement, or L&D roles), including quota-carrying or quota-managing experience. Demonstrated ability to coach individual sellers and managers at scale with measurable performance impact. Experience enabling multi-product platform motions at enterprise scale. Ability to diagnose market classification and translate insights into field-ready guidance. Working fluency with AI enablement tools (conversation intelligence, AI role-play platforms, content operations). Hands-on experience operating enablement and LMS platforms (Highspot, Seismic, Allego, Mindtickle or equivalent). Strong command of sales methodologies (MEDDPICC, Command of the Message, Challenger).
