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Monaco is an AI-native revenue platform consolidating 6–10 disconnected GTM tools (CRM, sequencing, call recording, enrichment, pipeline management) into a single unified system. Launched publicly in February 2026, the company has 65 people, strong early product-market fit generating millions in ARR, and has raised $85M in Series B funding from Founders Fund, Benchmark, and Human Capital. Founders previously led Brex, Apollo, and Clari.
As Enablement Lead, you own GTM enablement for the entire GTM team—FDAEs (new business and post-sales), launch operations, and client operations. You are accountable for new-hire ramp speed, close-rate improvement, and product/strategy knowledge across the organization. Monaco's reps are forward-deployed consultants who advise customers on outbound engines, not transactional sellers, so enablement standards are higher than typical sales orgs. This is a 0-to-1 build where you create the function, prove what works, and scale it as the GTM org grows.
Key responsibilities:
- Own enablement strategy end-to-end; define GTM readiness, set programs, and own ramp time, certification rates, and rep productivity metrics.
- Build and run a crawl/walk/run onboarding program for new FDAEs covering product training, pitch certification, mock kickoffs/demos, shadowing, and clear pass/fail milestones.
- Convert weekly product ship velocity into rep readiness—talk tracks, demo flows, objection handling, and internal launch briefs delivered before customer calls.
- Codify best-rep practices (kickoffs, discovery, demos, onboarding, outbound strategy) into playbooks, annotated call libraries, and certifications.
- Keep the team sharp through weekly call reviews, live role-plays, quarterly re-certifications, and targeted coaching sprints based on skill gaps.
- Build customer-facing product enablement: onboarding curriculum, live training, and self-serve academy content.
- Partner with sales, CX, and product leadership to identify and close skill/knowledge gaps using call recordings, lost-deal reasons, kickoff scores, and adoption data.
- As GTM org grows, build the team, systems, and tooling to keep enablement ahead of headcount.
Monaco's GTM motion: selling to VC-backed B2B startups (pre-seed through Series B) with short 2–4 week sales cycles. Buyers are Founders, CEOs, CROs, VPs of Sales, and Heads of GTM. Every rep closes deals and then runs onboarding, ICP alignment, and outbound strategy with customers. Reps must handle pricing, commitment, and product-gap objections against entrenched competitors (HubSpot, Salesforce, Gong, Outreach, Apollo).
REQUIREMENTS:
Must-Haves:
- 4+ years proven experience building and leading sales or GTM enablement at a high-growth B2B SaaS startup, ideally as the first or early enablement hire taking the function from 0 to 1.
- 2–4+ years in a selling role (SDR, AE, or account manager); firsthand outbound selling experience required.
- Track record designing onboarding/ramp programs that measurably shortened time-to-productivity.
- AI-native mentality with an enablement playbook relevant for an AI-native company.
- Strong content and program-building skills: playbooks, certifications, call libraries, repositories; ability to leverage AI for knowledge context wikis; ship fast and iterate.
- Comfort in high-velocity, constantly-shipping environments where product changes weekly and enablement must remain dynamic.
Strong Pluses:
- Experience at a company selling CRM, sequencing, or GTM tooling.
- Personal experience running or coaching modern outbound (sequencing, signals, ICP/TAM strategy).
- Experience building customer education or academy programs.
- Experience hiring and managing enablement teams as a function scales.
- Familiarity with HubSpot, Salesforce, Outreach, Apollo, Salesloft, or Gong; strong opinions on AI-native replacements.
- Experience enabling forward-deployed, consultative, or services-adjacent sales teams.
