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. Based in California or New York, this role will be instrumental in arming our go-to-market teams with the content, tools, training, and systems needed to close large, complex deals with speed and confidence. Reporting to Sales Leadership, you will work closely with Marketing, Product, and RevOps to build scalable onboarding programs, develop compelling messaging, and ensure every Account Executive (AE) can consistently execute a world-class sales process.

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
• Make sure 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
• Improve the effectiveness of the existing sales technology stack, including Salesforce, Gong, Outreach, Nooks, Claude, ChatGPT, Zoominfo, etc.
• Equip Account Executives to confidently engage CISOs, CIOs, IT leaders, and executive buyers
• Translate technical product capabilities into compelling business value narratives

Requirements

• 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