Head of Go-to-Market (GTM) Enablement

Narvar is scaling, and we’re seeking a senior, hands‑on GTM enablement leader to join our Revenue Operations team. In this high‑visibility role, you will architect and execute a comprehensive enablement strategy that directly fuels revenue growth and elevates GTM team performance. You will operate as a trusted advisor to RevOps and GTM leadership, deeply embedded with Sales, Marketing, Customer Success, Professional Services, and Support to design, build, and deliver programs that change behavior in the field and produce measurable business outcomes across the customer lifecycle. This is a senior individual contributor role with significant influence and possible future team build. It’s ideal for a current or former Director / Head of Enablement who wants to drive impact through their own craft and the strategic deployment of AI, rather than primarily through managing a team. Who You Are Deep Curiosity & Scrappiness: A relentless drive to understand underlying challenges, learn continuously, and find creative solutions. Data-Driven Diagnosis: A passion for leveraging diverse data sources, from CRM analytics and conversation intelligence (e.g., Gong) to direct field feedback, to accurately diagnose capability gaps and inform program design. Customer & GTM Empathy: A profound understanding of the challenges and realities faced by customer‑facing teams (Sales, CS, PS, Support) and how enablement can empower them. Ownership & Follow‑Through: Sets clear commitments and dates, owns execution end‑to‑end, and surfaces pivots explicitly rather than letting work quietly slip. Comfortable being held accountable to outcomes, not just activity. Outcome Measurement Bias: Defines what behavior change looks like before launching a program, instruments leading indicators alongside delivery metrics, and is willing to call a program unsuccessful when the field behavior doesn’t move. Treats measurement as the closing step of every initiative, not an afterthought. AI‑Native Operator: Has personally deployed AI tools in a GTM context and uses AI to deepen the substance of their work, not to manufacture volume. Pushes the organization’s thinking on how AI changes GTM workflows, coaching, and measurement. Process Optimization & Innovation: Naturally seeks to refine processes, enhance efficiency, and explore new technologies and methodologies to elevate GTM performance. Influence Through Partnership: Partners closely with GTM managers and senior leaders to shape priorities, pressure‑test assumptions, and drive adoption of enablement best practices through trust, credibility, and business alignment rather than formal authority. What You’ll Do First 90‑180 days: Two new product launches requiring awareness by all GTM teams. In partnership with marketing, field‑facing materials will need to be built and sessions for the team. Sales + Customer Success will be primary focuses for additional mastery of new content. Additionally, reinforcement of two existing products that are expected to drive outsize revenue impact for Q2 and Q3. The focus will be on partnering closely with sales and Customer Success. Additionally, ensure that all GTM teams have access to self‑service resources + ensure we are building manager coaching frameworks and content. Enablement Strategy & Leadership: Develop, own, and execute the overall GTM enablement strategy and roadmap, ensuring alignment with company objectives and GTM leadership priorities. Strategic Program Development & Execution: Architect, design, build, and manage comprehensive enablement programs spanning onboarding, continuous learning, product/technical enablement, and sales reinforcement for all GTM roles. Directly create content and facilitate key sessions, especially for new strategic initiatives. Author content grounded in field shadowing, win/loss data, and customer conversations. AI accelerates structure and iteration, but every artifact must reflect real field insight, not generic frameworks. Capability Gap Analysis & Behavior Change Measurement: Proactively identify and analyze GTM team capability gaps by triangulating data from performance metrics (CRM, CS platforms), conversation intelligence (Gong), direct field feedback/shadowing, and manager input. Partner with RevOps and GTM leadership to define KPIs for every program. Own post‑implementation measurement of each initiative through inspecting whether targeted behaviors actually shifted in the field. Iterate or sunset programs that don’t move the metric. AI‑Driven GTM Transformation: Identify high‑leverage use cases (AI roleplay, conversation intelligence, generative content workflows, manager coaching aids, knowledge retrieval), evaluate and implement tools, in partnership with management drive adoption across reps and managers, and measure productivity and behavior change outcomes. Serve as the internal point of view on how AI reshapes enablement and GTM workflows. Cross‑Functional Partnership & Alignment: Collaborate closely with Sales, CS, PS, Marketing, and Product leadership to ensure enablement initiatives are tightly aligned with strategic business goals, GTM motions, and product releases. Partner with Product Marketing to translate product updates and value propositions into compelling, field‑ready messaging, content, and plays for both commercial (Sales, CS) and technical (PS, Support) audiences. Identify risks in rollouts and recommend changes when standard playbooks won’t land well. Process & Methodology Optimization: Refine GTM processes (e.g., sales process, customer lifecycle journey, renewal/expansion plays) and embed best practices, tools, and skills needed to increase velocity, conversion rates, and customer value realization. Oversee the development and maintenance of dynamic playbooks (sales, CS, technical) that are practical, easily accessible, and integrated with daily workflows. Leadership Enablement & Coaching: Develop and deliver programs to equip first‑line managers with the coaching, mentoring, and inspection skills necessary to drive team performance and reinforce enablement initiatives. Act as a direct coach and thought partner to GTM managers + leaders, building inspection rigor that persists after each program ends. Technology & Tech Stack: Ensure optimal utilization of the enablement tech stack. Continuously evaluate new tools and methodologies to enhance program effectiveness and learner engagement. GTM Event Management: Own the planning and execution of key GTM events, including sales meetings and annual GTM Kickoffs. What You’ll Bring (Qualifications & Experience) 7+ years of progressive GTM Enablement experience in a SaaS environment, including significant time operating at the Director / Head of Enablement level. Direct people management is not required for this role; we are hiring a senior IC who has previously held broader scope and wants to drive impact through their own craft. Proven success as a true “player‑coach,” equally comfortable with strategic planning and hands‑on execution, including content creation and facilitation. Demonstrated record of deploying AI tools in a GTM enablement context (e.g., AI roleplay platforms, conversation intelligence, generative content workflows, manager coaching aids). Specific examples (problem, tool, adoption, and outcome) will be expected during interviews. Track record of driving AI adoption as a change‑management initiative across a GTM org, with measurable adoption and productivity outcomes. Rigor in defining and measuring behavior‑change outcomes (setting leading indicators before launch and inspecting them after), with the willingness to call a program unsuccessful when results don’t materialize. Demonstrated success designing, building, and delivering enablement programs that have produced measurable improvements in GTM productivity and revenue outcomes. Advanced proficiency in diagnosing GTM capability gaps through a multi‑faceted analytical approach. Strong understanding of diverse GTM motions and roles. Proven ability to translate complex concepts into clear, actionable, and engaging content and learning experiences. Expertise in modern sales methodologies (e.g., MEDDPICC, Value Selling) and customer success best practices. Experience managing and optimizing an enablement tech stack. Exceptional cross‑functional collaboration, communication, and stakeholder management skills, with the seniority and credibility to push back on GTM leaders and drive change without formal authority. Experience developing first‑line manager coaching and inspection programs is highly desirable. Direct experience in a GTM role is strongly preferred. Experience with Salesforce.com strongly preferred. Below is the estimated annual salary for this position and does not include the other components that make up a Narvar offer including: annual bonus, equity, and benefits. The range reflects the minimum and maximum target for new hire salaries for the position across the US. Within the range, individual compensation packages are based on factors unique to each candidate, including but not limited to, skill set, education and certifications, and work location. $175,000 - $225,000 USD We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. #J-18808-Ljbffr