Go To Market Enablement Manager

DefenseStorm; Alpharetta (GA); Ibrido; USD 120.000 - 160.000; Tempo pieno

Descrizione del lavoro

DefenseStorm is seeking a Go-to-Market Enablement Manager to turn strategy into repeatable execution. You will lead programs, playbooks, and learning experiences for Sales, Marketing, and Customer Success, driving faster ramp, clear storytelling, and customer outcomes from discovery to renewal.

You will work hands-on with GTM leadership, Product Marketing, and SMEs to translate cybersecurity capabilities into customer conversations.

Competenze

• 6+ years in B2B sales, revenue enablement, or GTM operations.
• Experience designing and delivering enablement programs.
• Experience translating complex concepts into business value for banking/regulated industries is a plus.
• Strong facilitation, coaching, and cross-functional collaboration skills.
• Hands-on use of CRM and knowledge/learning platforms to diagnose needs and deliver programs.

Mansioni

• Assess gaps across Sales, Marketing, and Customer Success and prioritize programs.
• Design structured learning paths with milestones and certifications.
• Partner with Product Marketing and Product to explain DefenseStorm’s platform and outcomes.
• Translate positioning and launches into discovery guides, talk tracks, and battlecards.
• Build programs for prospecting, discovery, qualification, and business-case development.
• Develop value-review, renewal, and cross-sell playbooks with measurable outcomes.
• Organize reusable prompts, templates, and automations for research and coaching.
• Facilitate workshops, launch-readiness sessions, and sales kickoff programming.
• Design reinforcement plans and scorecards to sustain new behaviors.

Conoscenze

AI workflows

Facilitation

Cross-functional collaboration

Coaching

Project management

Content development

Formazione

Bachelor's degree

Strumenti

Salesforce

Gong

Notion

Descrizione del lavoro

Go to Market Enablement Manager

DefenseStorm is looking for a Go-to-Market Enablement Manager to help our Sales, Marketing, and Customer Success teams turn strategy into consistent execution. You’ll build and run the programs, playbooks, and practical learning experiences that help our teams ramp faster, tell a clear and differentiated story, and guide customers from initial discovery through renewal and expansion.

This is a hands‑on individual contributor role for a systems thinker who can set the enablement roadmap, build the program, craft the workflows, lead the workshops, and facilitate the coaching. Working closely with GTM leadership, Product Marketing, Product, Revenue Operations, and technical subject matter experts, you’ll enable our teams to translate complex cybersecurity capabilities into customer‑centered conversations that resonate with banking technology, security, and risk leaders.

You’ll also make AI a practical part of how our GTM teams work—improving preparation, content, coaching, and repeatable workflows without sacrificing accuracy, judgment, or human connection. Success means more than training completion: it means observable behavior change and measurable improvement in GTM effectiveness.

Location

• Alpharetta, GA
• Remote

Job Duties and Responsibilities

• Assess skills, content, and workflow gaps across Sales, Marketing, and Customer Success. Partner with leadership within the first 90 days to prioritize programs tied to pipeline creation & sales execution, then customer retention & expansion.

• Design structured learning paths with clear milestones, practical exercises, and certifications. Combine live instruction, SME sessions, call reviews, role‑play, and self‑directed learning, so readiness is demonstrated—not just checked off.

• Partner with Product Marketing, Product, Solutions Engineering, and Collaborative SOC experts to help teams explain DefenseStorm’s platform, differentiation, and customer outcomes. Equip teams to connect cybersecurity, risk, and governance capabilities to the priorities of bank and credit union buyers.

• Translate positioning, segmentation, buyer insights, and launches into discovery guides, talk tracks, objection handling, competitive battlecards, and customer‑facing narratives. Reinforce consistent, accurate messaging across the customer journey.

• Build practical programs around prospecting, discovery, qualification, business‑case development, stakeholder engagement, and competitive selling. Use call recordings and deal insights to identify gaps, share effective approaches, and equip managers to reinforce skills in their regular coaching.

• Partner with Customer Success to develop value‑review, renewal, and cross‑sell playbooks that connect customer needs to relevant capabilities and measurable outcomes. Strengthen Sales‑to‑CS handoffs and continuity of the customer story.

• Develop reusable prompts, templates, and lightweight automations for account research, meeting preparation, content adaptation, and coaching. Partner with Revenue Operations on integrations and data workflows, with clear human‑review steps and safeguards for sensitive information and output quality.

• Organize and maintain accessible enablement resources with clear ownership, review cycles, and version control. Work with content owners to keep materials current and retire outdated guidance.

• Facilitate engaging workshops, launch‑readiness sessions, and sales kickoff programming. Build communications and follow‑through that help new skills, tools, and processes become daily habits.

• Partner with GTM leaders to design the operating mechanisms that reinforce new behaviors after kickoffs, launches, and training programs. Build the meeting cadences, pipeline and deal reviews, one‑on‑one coaching guides, and scorecards that shape how our leaders communicate, coach, and measure, and run 30/60/90‑day reinforcement plans that track whether the new behaviors show up in the field.

• Establish baselines and success measures with Revenue Operations and GTM leaders. Track readiness, adoption, and demonstrated proficiency alongside ramp time, conversion, deal progression, and customer growth outcomes; use findings to refine the roadmap.

• Other duties as assigned by management.

Required Education and Experience

• 6+ years of relevant experience in B2B sales, revenue enablement, customer success enablement, or GTM operations, including at least 3 years directly designing and delivering enablement programs.
• Demonstrated, sophisticated use of AI (think building workflows, skills, plugins etc. vs. just prompt‑and‑answer) to improve enablement or GTM work, with sound judgment about accuracy, privacy, and where human review is essential.
• A track record of building or scaling onboarding, product enablement, and ongoing skills programs with measurable impact on performance.
• Experience with technical B2B products, ideally cybersecurity, and the ability to translate complex concepts into clear business value for different audiences.
• Strong facilitation and coaching skills: you’re equally comfortable leading a workshop, giving constructive feedback, and partnering with senior leaders.
• Experience partnering with sales and customer success leaders to build manager coaching cadences and reinforcement plans that sustain behavior change after a kickoff or launch.
• Practical understanding of consultative selling, qualification, and the customer lifecycle, from prospecting and discovery to renewal and expansion.
• Hands‑on experience using CRM, conversation intelligence, and knowledge or learning platforms to diagnose needs, deliver programs, and assess results.
• Strong writing, project management, and cross‑functional collaboration skills. You can prioritize a focused roadmap while personally creating materials and delivering training.

Preferred Education and Experience

• Experience serving banks, credit unions, or other regulated industries; familiarity with banking buyer personas and oversight expectations.
• Working knowledge of MDR, SIEM, EDR, cyber risk, and governance concepts.
• Experience reinforcing a structured sales methodology such as MEDDPICC or a comparable approach.
• Previous quota‑carrying sales, solutions engineering, or customer‑facing experience.
• Experience with Salesforce, Gong, Notion, or comparable platforms, and with building AI workflows or low‑code automation.

DefenseStorm provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Notice: Use of Automated Decision-Making Technology

As part of our hiring process, DefenseStorm may use automated decision‑making technology (ADMT) to assist in evaluating, screening, ranking, or scoring applicants for this role. This technology may materially influence decisions about your eligibility for or selection for employment.

If you would like additional information about the ADMT used in this process, including its name, the developer, and the categories of personal data it uses, please contact [e-mail].