GTM Value Enablement Manager - Discovery

Hibob Inc.; Greater London; Hybrid; GBP 70,000 - 90,000; Full time

Job summary

A modern HR platform provider in the UK is seeking a GTM Value Enablement Manager. This strategic role includes managing how teams structure value-led conversations and empower sales teams through effective training. Ideal candidates will have 5-6 years of experience in sales enablement or closely related roles and a strong understanding of sales processes. The position offers hybrid working from day one and various employee benefits including share options and wellness allowances.

Benefits

Company share options plan

Cash allowance for health insurance

Annual vision allowance

Annual Headspace subscription

Travel support

Work from home allowance

Temporary remote work from anywhere in the world

Bob balance days

Social impact days for volunteering

Employee referral programme

Pension scheme auto‑enrolment

Company and team social events

Birthday off and special gift

Qualifications

• 5–6 years' experience in sales enablement, BDR leadership, early-funnel sales or a similar GTM role.
• Strong understanding of prospecting and discovery motions across BDR, AAE, AE and AM roles.
• Strong communication, organisation and cross‑functional collaboration skills.

Responsibilities

• Manage how customer‑facing teams use value‑led messaging to drive stronger pipeline.
• Train teams to uncover business pain, strategic priorities and decision context.
• Use call insights and pipeline data to continuously improve discovery execution.

Job description

Overview

This role is about owning how HiBob shows up in the earliest, most critical moments of a buyer's journey. As the GTM value enablement manager for discovery, you are responsible for how our commercial teams move from interest to meaningful opportunity. That means shaping not only outbound and qualification, but the quality of the first real conversations that happen after a prospect is engaged - the conversations that determine whether a deal deserves to move into evaluation. You are a strategic, hands‑on partner to BDRs, AEs, AMs and their leaders. You spend time with the field, listen to calls, join live sessions, support QBRs and work directly with managers to raise the standard of discovery execution across regions and segments. This is not a behind‑the‑scenes enablement role – your impact shows up in conversations, pipeline quality and deal momentum. You own how teams apply ICP, buyer and segment insights in real customer interactions. You help sellers move beyond surface‑level qualification into confident, value‑led discovery that uncovers real business context, stakeholder priorities and reasons to change.

Responsibilities

What you will manage in value enablement includes:

• How customer‑facing teams use value‑led messaging to drive stronger pipeline through prospecting
• How early‑stage value conversations are structured, delivered and reinforced across the business
• The transition from qualification into strong discovery conversations that progress opportunities into evaluation
• Training teams to uncover business pain, strategic priorities and decision context – not just requirements
• Enabling sellers to connect buyer challenges to HiBob's value in a way that feels relevant, credible and consultative
• Coaching BDRs, AEs and AMs through live sessions, call reviews, role plays, deal clinics and QBRs
• Partnering with sales and BDR leadership to define what “great discovery” looks like by segment and role
• Embedding discovery standards into onboarding and ongoing field readiness
• Using AI call analysis and working with RevOps and the AI team to embed value‑led discovery guidance into the AI coach and supporting workflows
• Using call insights, pipeline data and conversion patterns to continuously improve discovery execution
• Acting as the discovery voice within the broader GTM value enablement team, shaping how early‑stage needs are addressed globally

What you will NOT be responsible for

This role is intentionally focused on value execution, not operational mechanics. You will not need to own:

• Sales process design, CRM stages or tooling
• Outreach platforms, sequencing tools or activity targets
• Core sales methodology, forecasting or inspection cadence
• Creation of ICP definitions, personas or core messaging from scratch

Instead, you work in close partnership with revenue enablement, RevOps and product marketing – taking what they own and making it land where it matters most: in real buyer conversations.

Qualifications

• 5–6 years' experience in sales enablement, BDR leadership, early-funnel sales or a similar GTM role
• Background supporting global sales teams, ideally in SaaS or high‑growth environments
• Strong understanding of prospecting and discovery motions across BDR, AAE, AE and AM roles
• Skilled facilitator able to deliver engaging training across levels and regions
• Ability to translate GTM strategy, ICP and persona insights into practical, role‑ready programmes
• Confident in analysing sales data and converting insights into coaching and programme improvements
• Strong communication, organisation and cross‑functional collaboration skills

About HiBob

HiBob helps modern, mid‑size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we've achieved consecutive triple‑digit year‑over‑year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 3000 midsize and multinational companies.

Our HR platform is intuitive, data‑driven, and built for the way people work today: globally, remotely, and collaboratively. Coming to work with us means being yourself. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If you're bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we're waiting with open arms. Come join us.

Benefits

• Company share options plan – every employee can eventually become a share holder
• Cash allowance for health insurance
• Annual vision allowance
• Annual Headspace subscription and wellness benefits
• Travel support (cycle scheme and season ticket loans)
• Hybrid working from day 1
• Work from home allowance – to get your home office set up
• Temporary remote work from anywhere in the world for up to 2 months (after 6 months of employment)
• Bob balance days – enjoy a company‑wide long weekend at the beginning of each quarter
• 2 social impact days per year for volunteering
• Awesome employee referral programme – $2,500 for each successful referral with an additional ambassador programme
• Pension scheme auto‑enrolment from day 1
• Fun company and team social events (locally and virtually with our global teams)
• We love birthdays – take the day off and receive a special gift

How to apply

If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!