Head of GTM Enablement (remote East Coast)

SpaceLift

The role

You'll lead enablement across AEs, SEs, SDRs, Customer Success, and the Partner team, with extension into the customer and partner audiences they work with day to day. You'll own the sales process and methodology, onboarding, ongoing skill development, business value selling, product launches in the field, competitive positioning, and the systems that hold it all together. This is a hands-on role, not a function you can run from a deck. You'll be in the room with reps, SEs, and partners, helping them get better at the actual work of selling Infrastructure as Code orchestration to technical buyers and the executives who fund it.

What you'll do

• Own GTM enablement strategy and execution across AEs, SEs, SDRs, Customer Success, and Partners.

• Own the Spacelift sales process. Define the stages, entry and exit criteria, required activities, and buyer verification points for every deal, and partner with Revenue Operations to build them into the CRM, pipeline reviews, and forecasting.

• Make MEDDPICC the backbone of the sales model. Build each element into the sales stages, opportunity fields, deal reviews, and forecast calls so that qualification and deal inspection follow one shared language across Sales, SEs, Partners, and leadership.

• Coach the field on MEDDPICC in live deals: identifying and testing Champions, getting to the Economic Buyer, mapping the Decision Process and Paper Process, and building mutual action plans that hold up through procurement.

• Own business value selling. Build the framework, messaging, and training that teach the field to lead with business outcomes, quantify the cost of the customer's current state, and connect Spacelift's capabilities to measurable results for platform teams and their executives.

• Own the Business Value Assessment (BVA) program. Build and maintain the BVA methodology, ROI and total cost of ownership models, and customer-facing templates, quantifying outcomes like engineering hours saved, faster infrastructure provisioning, reduced incidents from drift, and lower compliance risk. Train AEs and SEs to run BVAs with customers and use them to build the business case for the Economic Buyer.

• Partner with Customer Success to validate value after the sale, turning realized outcomes into proof points, case studies, and stronger renewal and expansion conversations.

• Stay hands-on with the field. Sit in on calls, ride along on deals, and work directly with reps, SEs, customers, and partners to help them get better at their craft.

• Build and run onboarding for new hires across the GTM org, with role-specific paths, clear ramp expectations, and a technical foundation in IaC, cloud infrastructure, and platform engineering.

• Make the field technically credible. Help reps and SEs hold confident conversations with platform engineers and DevOps teams about Terraform, OpenTofu, Pulumi, Kubernetes, policy as code, drift detection, and CI/CD workflows, and connect those conversations to business outcomes.

• Own battlecards and competitive enablement. Make sure the field can articulate where Spacelift wins, where competitors come up short, and how to navigate the conversations in between.

• Partner closely with Product Marketing to translate positioning, messaging, and launches into material the field can actually use, and feed signal from the field back to PMM.

• Build the ongoing enablement cadence: skill development, deal coaching, sales process reinforcement, and continuous training on product updates.

• Develop enablement content and curriculum: playbooks, demos, discovery frameworks, value-based discovery questions, objection handling, and certification programs.

• Define enablement metrics that connect to GTM outcomes, including ramp time, productivity, win rates, average deal size, sales cycle length, forecast accuracy, BVA usage in closed deals, and content adoption, and report on them regularly.

• Manage and evolve the enablement tech stack.

• Build and lead the enablement team as the function grows.

• What we're looking for

• Seven or more years in GTM enablement, sales enablement, or a closely related function at a B2B software company, including time leading enablement strategy.

• Proven experience owning and designing a sales process, including stage definitions, exit criteria, and how the process is reflected in the CRM and forecast.

• Deep, hands-on experience with MEDDPICC (or MEDDIC). You've embedded it into a sales model, not just trained on it, and you can point to measurable improvements in qualification, win rates, or forecast accuracy as a result.

• A strong background in business value selling and value-based methodologies (such as Value Selling Framework, Command of the Message, or similar), including building ROI and business case tools and training the field to use them.

• Experience running or owning a Business Value Assessment program, ideally in enterprise deals with executive and procurement stakeholders.

• Strong technical acumen in Infrastructure as Code and the cloud ecosystem. You understand tools like Terraform, OpenTofu, Pulumi, or CloudFormation, how platform teams manage infrastructure through Git and CI/CD, and why governance, policy, and drift matter to them. You can explain Spacelift's value to a platform engineering team without leaning on an SE.

• Experience selling to, or enabling teams that sell to, technical buyers in DevOps, cloud infrastructure, or developer tooling.

• Experience enabling multiple GTM roles, including AEs, SEs, SDRs, and Customer Success. Partner enablement experience is a strong plus.

• A track record of building enablement programs, not only running existing ones.

• A strong working relationship with Product Marketing and Revenue Operations in past roles, with clear examples of translating PMM output into field execution.

• Experience owning competitive enablement, including battlecards and field-facing competitive positioning.

• Strong executive presence and the ability to operate effectively across Sales, Marketing, Product, and Customer Success.

• Comfort operating with ambiguity and making decisions with incomplete information.

• Why SpaceLift?

• Innovative Culture: Join a team shaping cloud infrastructure management’s future.

• Growth Opportunities: Be a key player in driving SpaceLift’s business and AWS partnership to new heights.

• Work-Life Balance: Flexible work environment, with remote-first options and competitive compensation packages.

• Collaborative Team: Work with passionate, talented people committed to driving success for our customers and partners.

• Recruitment Process

• 30' with Talent Acquisition Manager

• 30' with GTM Chief of Staff

• Home Assignment

• 60' with the Director of Product Marketing and the Global SDR Manager

• 45' Final Interview with Leadership

What we offer

Competitive salary and equity package

Medical, dental and vision plans for employees and any dependents

401k Pension Plan

26 days of paid time off annually + local bank holidays

Flexible working hours and a healthy 40-hour workweek

Work from anywhere! We are a full-remote company

Learning & education budget

Company offsites

Work from anywhere in the US. We are a full-remote company

Work in an interna