GTM Enablement Leader

Spacelift; United States, Northern America, Americas; Remote; USD 180,000 - 260,000; Full time

Benefits offered by this job

Salary and equity package

Comprehensive health plans

401k plan

Paid time off 26 days

Remote-first environment

Education budget

Company offsites

Job summary

Spacelift seeks a Director-level leader to own GTM enablement across the revenue org, from AEs to Partner teams. You will define the sales process, embed MEDDPICC into deal cycles, and drive business value selling and BVAs.

This is a hands-on role with coaching in live deals, onboarding, and building scalable enablement content. You'll partner with Customer Success and Product Marketing, ensuring field credibility on IaC tools (Terraform/OpenTofu/Pulumi) and cloud governance.

Qualifications

• 7+ years in GTM enablement, sales enablement, or a closely related function at a B2B software company.
• Proven experience owning and designing a sales process, including stage definitions, exit criteria, and CRM/forecast reflections.
• Deep hands-on MEDDPICC (MEDDIC) experience with measurable impact.
• Strong background in business value selling and ROI/ business case tools.
• Experience running or owning a Business Value Assessment (BVA) program.
• Strong technical acumen in Infrastructure as Code and cloud ecosystem (Terraform, OpenTofu, Pulumi, CloudFormation).
• Experience enabling multiple GTM roles: AEs, SEs, SDRs, Customer Success; partner enablement a plus.

Responsibilities

• Own GTM enablement strategy and execution across AEs, SEs, SDRs, Customer Success, and Partners.
• Own the Spacelift sales process: define stages, entry/exit criteria, required activities, and buyer verification points; partner with Revenue Ops to embed in CRM, pipeline reviews, and forecasting.
• Make MEDDPICC the backbone of the sales model across Sales, SEs, Partners, and leadership.
• Coach the field on MEDDPICC in live deals: champions, Economic Buyer, Decision/ Paper Process, mutual action plans.
• Own business value selling: build framework, messaging, training to lead with outcomes and quantify cost of current state.
• Own the BVAs: methodology, ROI and TCO models, customer templates; train AEs/SEs to run BVAs.
• Partner with Customer Success to validate value post-sale and build proof points.
• Stay hands-on with the field: ride along deals, build enablement content and cadence.
• Build onboarding for new hires across GTM with role-specific paths and ramp expectations.
• Make field technically credible with Terraform, OpenTofu, Pulumi, Kubernetes, CI/CD, governance and drift.
• Own battlecards and competitive enablement; collaborate with Product Marketing to translate PMM outputs into field material.
• Develop enablement content: playbooks, demos, discovery frameworks, and certification programs.
• Define enablement metrics linked to GTM outcomes and report regularly.
• Manage and evolve the enablement tech stack; build and lead the enablement team.

Skills

GTM enablement

Sales process ownership

MEDDPICC

Business value selling

BVAs

PMM collaboration

Executive presence

IaC / cloud knowledge

DevOps tooling awareness

Tools

CRM

Job description

Spacelift seeks a Director-level leader to own GTM enablement across the revenue org, from AEs to Partner teams. You will define the sales process, embed MEDDPICC into deal cycles, and drive business value selling and BVAs.

This is a hands-on role with coaching in live deals, onboarding, and building scalable enablement content. You'll partner with Customer Success and Product Marketing, ensuring field credibility on IaC tools (Terraform/OpenTofu/Pulumi) and cloud governance.