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Outreach is seeking a Senior GTM Enablement Manager to lead strategic go-to-market enablement programs for the revenue organization. This role owns the design, execution, and measurement of enablement initiatives that drive adoption, accelerate ramp, and improve sales performance across the company.
Key Responsibilities:
Strategic Program Ownership & Change Management: Lead GTM enablement for key strategic programs with clear KPIs, sustainable operating cadences, and formal change management plans (e.g., ADKAR) to drive adoption beyond initial rollout. Define program charters and success metrics in partnership with GTM leadership. Report program impact against KPIs such as pipeline generation, quota attainment, and win rate.
Onboarding & Ramp: Incorporate programs and processes into a sustainable onboarding motion that accelerates new hire productivity.
Skill Training & Coaching: Enable sales reps to consistently articulate company value through sustained coaching aligned with sales methodology. Support manager-led coaching programs and drive recurring storytelling improvement cadences tied to win-rate and quota-attainment data.
Competitive Enablement: Maintain competitive resources including battlecards and job aids as they pertain to your programming.
Sales Motion Excellence: Ensure sales teams have content and tools to support strategic priorities throughout the sales process. Track adoption and revenue KPIs post-rollout.
Internal Communications: Provide timely access to information reps need. Manage content management platforms and systems for processes, motions, and priorities.
Continuous Improvement: Promote data-driven continuous improvement. Monitor enablement completion and usage data alongside sales production data to identify top performers and performance gaps. Partner with sales and CS leadership to close gaps and validate that program changes move intended KPIs.
Requirements:
- 3+ years developing learning programs for sales or revenue teams or equivalent experience
- 3+ years working in a SaaS organization
- Experience leveraging AI in coaching, content delivery, and program measurement
- Prior experience with LMS & CMS platforms
- Experience designing programs built for long-term sustainability and scale, not just one-time rollouts; passion for learner experience and familiarity with adult learning theory
- Experience applying structured change management methodologies (e.g., ADKAR model or similar) to drive adoption
- Ability to define, track, and analyze KPIs tied to enablement programs (ramp time, quota attainment, adoption rates) and use data insights to drive decisions
- Experience working in rapidly changing and dynamic environments
- Exceptional communication skills and successful history of cross-functional collaboration
- Ability to balance focus on measurable outcomes with empathy for people, customers, and business
- Understanding of different sales methodologies (e.g., Challenger Sale, Command of the Message)
Nice to Haves:
- Involvement in sales enablement groups (e.g., Sales Enablement Society)
- Familiarity with Kirkpatrick, Gagne, and Bloom learning frameworks
- Experience using Outreach
- Experience with AI-powered two-way role play
