Director of GTM Enablement

About the role

We are seeking a Director of GTM Enablement to lead and own the entire sales enablement function at Adaptive. Adaptive is a cybersecurity startup dedicated to protecting teams from AI-powered threats. Founded by Brian Long and Andrew Jones, Adaptive brings extensive experience in building and scaling high-growth, product-led businesses.

Responsibilities

• Build on Adaptive's existing sales enablement function, owning strategy, playbooks, training, and content
• Design and execute onboarding and ongoing development programs for AEs
• Develop scalable resources (decks, one-pagers, competitive battlecards, talk tracks, objection handling) that elevate rep effectiveness
• Partner with Sales Leadership to identify skill gaps and design targeted coaching initiatives
• Work with Product Marketing to translate features into value-driven messaging and narratives
• Own enablement KPIs: time-to-productivity, win rates, average deal size, sales cycle velocity
• Ensure every new AE completes a high-impact onsite onboarding experience and is demo-ready within weeks
• Help implement and optimize tools and systems that support rep productivity and knowledge retention
• Translate technical product capabilities into compelling business value narratives

Qualifications

• 2-5+ years of experience working in fast-paced GTM environments, ideally in B2B tech sales, revenue enablement, GTM operations, consulting, or startup operating experience
• At least 2 years in a customer-facing role (CSM, AM, AE, Solutions, or similar) with direct experience driving adoption, retention, and/or expansion and proven quota excellence
• Demonstrated ability to bring structure and agency to high-ambiguity environments
• World-class communicator with an ability to distill complexity into clarity
• Deep understanding of enterprise B2B sales cycles and how to support reps through them
• Highly collaborative, resourceful, and proactive, someone who builds systems that scale
• Experience building and scaling revenue functions is a major plus
• Comfortable working in-office in LA or NYC