Director of GTM Enablement

CoLab Software Inc.; Ottawa; Hybrid; CAD 110,000 - 170,000; Full time

Benefits offered by this job

Health and dental insurance (employee

Remote/Hybrid Work

Unlimited PTO

Job summary

CoLab Software Inc. is seeking an Enablement leader to partner with GTM leadership, translate insights into programs, and drive measurable improvements across sales, BDR, and customer success.

You’ll design, pilot, and scale enablement initiatives with cross-functional collaboration and clear success checkpoints. You’ll own onboarding for new GTM hires, craft sharp messaging, and ensure programs are adopted and sustained by managers, with a focus on reducing ramp time and improving funnel

Qualifications

• 6–8+ years across sales, enablement, or training roles in B2B SaaS
• Experience building scalable enablement programs across GTM functions
• Strong ability to translate observations into concrete programs and measurable impact

Responsibilities

• Audit funnel state and identify gaps using data and conversations
• Design and roll out enablement programs across sales, BDR, and CS
• Write messaging and positioning for reps to use on calls
• Lead onboarding for new GTM hires and reduce ramp time
• Measure program impact against rep performance and business outcomes

Skills

Program design

Messaging

Gong analysis

Coaching

Onboarding

Enablement strategy

Cross-functional collaboration

Team leadership

Tools

Gong

Chorus

Job description

• CoLab’s go-to-market org is scaling across sales, BDR, and customer success. This role exists to make sure that growth is backed by real capability, not just headcount
• The short version: you’re a thought partner to GTM leadership who turns half-formed observations into programs that move numbers
• Here’s what that looks like in practice. An executive team member says, “I think our BDRs need a sharper point of view on personas and messaging.” You take it from there. You figure out where the gap actually is, write the messaging yourself, design the program, roll it out alongside BDR leadership with real checkpoints, measure whether it’s landing, and then hand ongoing management over so the program doesn’t live and die with you
• Or: stage two conversion is softer than it should be. You pull the data yourself or with RevOps, form a hypothesis or two, go audit the calls in Gong, and come back with a specific fix and a plan to roll it out
• Nobody is going to hand you a spec. The value you add lives in the distance between a vague concern and a program that worked

The Team You’ll Build

• Technical Enablement Specialist (hiring in the near term) — owns industry enablement, discovery and demo certification, and new product enablement
• Field Enablement Coach (planned) — call review and scoring at scale, plus individual coaching
• You’ll set the strategy for both roles and make sure they’re structured to be effective. You’ll also do this work yourself. You need to be able to sit down with a stack of Gong calls and find the pattern, not just direct someone else to
• Enablement here isn’t a sales-only function. You’ll build programs that hold together across sales, BDR, customer success, marketing, and RevOps, which means a lot of your job is convening the right people and driving a rollout that everyone actually executes
• Act as a thought partner to GTM leadership, taking early signals and turning them into diagnosed problems and shipped programs
• Diagnose performance gaps using funnel data, call review, rep feedback, and partnership with RevOps
• Build and own onboarding for new GTM hires, with a clear focus on reducing time to ramp
• Write messaging and positioning that reps can actually use, working with marketing and technical SMEs
• Design and deliver programs across the full lifecycle: pipeline generation, discovery, stage conversion, deal progression, onboarding, retention, and expansion
• Roll out every program in collaboration with function owners, with structured checkpoints and measurement built in from the start rather than bolted on after
• Equip sales, BDR, and CS managers to reinforce and sustain programs long after launch
• Build and lead the enablement team, and set the strategy for technical enablement and field coaching
• Measure the impact of everything against rep performance and business outcomes, and kill what isn’t working

What Success Looks Like:

• In your first 90 days, you’ll have audited the current state of enablement across the funnel, identified where reps are actually struggling using data and direct conversations, and shipped at least one program that addresses a gap you found
• By six months, new GTM hires are ramping measurably faster, there’s a repeatable onboarding program that doesn’t depend on you running it personally, and your technical enablement specialist is productive and pointed at the right problems
• By twelve months, enablement is a function the GTM org relies on rather than tolerates. You can point to specific programs and specific movement in the metrics they were built to affect, across both pre-sale and post-sale teams. Just as importantly, managers are sustaining those programs themselves

Benefits

• Health and dental insurance (covered at 100% for the employee)
• Remote/Hybrid Work: Our main office location is in St. John’s, NL where we offer hybrid and remote opportunities
• Unlimited PTO

You’ve earned credibility with sellers. You understand what good enablement looks like because you’ve lived through the bad kind. You know what moves the needle in a deal, and you have strong opinions about designing programs people actually useYou come with ideas and run with them. You don’t wait for a brief. You hear a problem in a pipeline review, form a point of view on it, and come back with a plan and a first version. We’ll give you real autonomy here and we expect you to use itYou build things that outlive your attention. Your programs get handed to the managers who own the teams, with enough structure that they can run and reinforce them without you in the roomYou’re comfortable with complexity. You don’t need to be a technical expert, but you can dig into a technical product, partner with SMEs, and translate what you learn into something a rep can use on a call tomorrowYou’re diagnostic. You don’t guess where the problem is. You go find it, whether that means pulling apart funnel data with RevOps or listening to twenty calls until the pattern shows upYou can write. Not just package what marketing hands you. You can build positioning and messaging from scratch and make it sharp enough that a rep will actually say it out loud on a callYou’ve led people. You’ve managed or developed a team before, and you know the difference between doing the work and building a group that can do it without youTeaching, training, or instructional design. You understand how adults actually learn and retain things, and you’ve paired that with enough commercial exposure to hold your own in a room full of quota carriersThere’s more than one good path into this role. A few we’d be glad to see:An enablement role you’ve outgrown. You’ve built programs that worked and you want a bigger canvas, a team, and a seat closer to the strategySales leadership. You’ve run a team as a Director or Manager of Sales. You know exactly where reps stall because you’ve watched it happen, and you’d rather fix it at the system level than one pipeline review at a time. If you’re a sales leader who wants to move into enablement, we think that’s a strong move, not a step sidewaysExperience enabling post-sale teams, or a clear appetite for itA track record of designing and delivering programs that produced measurable performance improvements6–8+ years across some combination of sales, sales leadership, enablement, or training and instructional design, ideally with B2B SaaS exposureIf this role interests you but you don’t match every line above, we’d still like to hear from you. Very few people check every box, and we’d rather see what you actually bring than screen you out on a listHands‑on experience with conversation intelligence tools like Gong or Chorus, and the ability to turn call review into a specific coaching planComfort working with funnel data directly, whether alongside RevOps or on your ownExperience managing or developing peopleStrong understanding of sales process and methodology, and fluency with full-funnel metricsEnough time in or alongside a revenue team to have credibility with reps from day oneExcellent communication and facilitation skills