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Glow is seeking a Sales Enablement professional to build the onboarding, training, and content infrastructure for the go-to-market team. This is Glow's first dedicated enablement hire—a high-ownership, build-from-scratch role.
You will partner with Sales Leadership, Revenue Operations, and Solutions Engineering to turn field successes into repeatable processes. Key responsibilities include:
**Onboarding & Ramp:** Design and execute onboarding for new Account Executives and Solutions Engineers covering product fundamentals, market context, and deal execution. Build ramp plans with clear milestones and certification checkpoints on product, pricing, and sales process. Partner with Sales Leadership to establish 30/60/90 day expectations.
**Content & Messaging:** Build and maintain the sales playbook including talk tracks, objection handling, and competitive positioning. Keep pitch decks, one-pagers, and battlecards current as product and positioning evolve. Translate marketing positioning into field-ready content and maintain a centralized content repository.
**Sales Process & Methodology:** Reinforce consistent sales methodology and qualification frameworks across the team. Drive adoption of Salesforce, Gong, and other GTM tools. Identify skill and process gaps using call recordings and deal data. Run ongoing training on new features, pricing changes, and process updates.
**Coaching & Performance:** Support frontline managers with coaching frameworks and call review practices. Analyze rep performance and call data to identify coaching opportunities. Measure enablement impact on ramp time, win rates, and quota attainment. Connect enablement metrics to pipeline and conversion data.
You'll work closely with Sales Leadership, Solutions Engineering, and Marketing to ensure the field has what it needs to sell effectively.
**Requirements:** 3–6 years in Sales Enablement, Sales Training, Sales Operations, or quota-carrying sales/SE roles. Experience building onboarding programs and sales content from scratch, ideally at early-stage companies. Familiarity with sales methodologies (MEDDIC, MEDDPICC, Command of the Message). Working knowledge of Salesforce and call intelligence tools like Gong. Strong presentation and facilitation skills for live training. Excellent written communication for playbooks and async content. Comfortable operating with limited infrastructure and building the function independently. B2B SaaS or cybersecurity experience and startup experience are pluses.
