Head of GTM Enablement, Narvar
More information about location
Customer experience platform that helps retailers inspire long-term customer loyalty
Job no longer available
Customer experience platform that helps retailers inspire long-term customer loyalty
201-500 employees
Job no longer available
More information about location
201-500 employees
Company mission
To empower retailers to engage consumers, optimize operations, and drive business growth through data-driven, personalized post-purchase experiences.
Role
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
- Bias for Action & Impact: A focus on taking decisive action, measuring the impact of your initiatives, and continuously iterating to improve GTM effectiveness and drive revenue outcomes
- Process Optimization & Innovation: You naturally seek to refine processes, enhance efficiency, and explore new technologies and methodologies to elevate GTM performance
- Team Leadership & Development: Proven ability to hire, mentor, and lead high-performing enablement professionals
- 7+ years of progressive experience in GTM Enablement within a SaaS environment, with at least 2-3 years in a leadership role managing direct reports or a significant enablement function
- Proven success as a "player-coach," comfortable with both strategic planning and hands-on execution, including content creation and facilitation
- Demonstrated success in designing, developing, and delivering impactful enablement programs that have led to measurable improvements in GTM productivity and revenue results
- 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
- Data-driven and results-oriented: Ability to define and track enablement KPIs
- Experience in developing first-line manager coaching and leadership programs is highly desirable
- Direct experience in a GTM role is strongly preferred
- Experience with Salesforce.com strongly preferred
What the job involves
- Narvar is scaling, and we're seeking a dynamic and hands-on Head of Go-to-Market (GTM) Enablement to join our innovative Revenue Operations team
- In this pivotal role, you will architect and execute a comprehensive enablement strategy that directly fuels revenue growth and enhances GTM team performance
- You will be a true player-coach, deeply embedded with our Sales, Marketing, Customer Success, and Professional Services teams to design, build, and deliver impactful programs that elevate skills, optimize processes, and drive measurable business outcomes across the entire customer lifecycle
- 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, encompassing onboarding, continuous learning, product/technical enablement, and sales/CS methodology reinforcement for all GTM roles. This includes directly creating content and facilitating key sessions, especially for new strategic initiatives
- Capability Gap Analysis & Performance Improvement: 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 key performance indicators (KPIs) for enablement programs and track their impact on GTM productivity, efficiency, and revenue outcomes (e.g., NRR, win rates, ramp time)
- Cross-Functional Partnership & Alignment: Collaborate closely with Sales, CS, PS, and Marketing leadership to ensure enablement initiatives are tightly aligned with strategic business goals, GTM motions, and product release cycles. 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
- Process & Methodology Optimization: Refine GTM processes (e.g., sales process, customer lifecycle journey, renewal/expansion plays), identifying opportunities to 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: Develop and implement programs to equip first-line managers with the coaching, mentoring, and leadership skills necessary to drive team performance and reinforce enablement initiatives
- Technology & Innovation: Ensure optimal utilization tech stack. Continuously explore and evaluate new tools, AI-driven insights, and innovative 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
- Global Coordination: Act as a liaison where applicable to ensure core changes to GTM motions, processes, tooling, or messaging are adopted consistently across regions and teams
Our take
The process that retailers go through to deliver products to customers is becoming increasingly complicated due to convoluted shipping networks and a global customer base. This means customer experience suffers as retailers must offer an overwhelming range of delivery options. Narvar aims to improve this situation with an integrated delivery and returns platform for retailers, providing analytics on client data to the retailer and optimizes shipping channels for customers.
Narvar is a market leader in this sector, active in almost every country and territory worldwide and having made more than 2B shipments since its founding in 2012. Its post-purchase customer experience platform is used by over 1,500 companies including household name retailers such as Sephora, GAP and Levis, among many others.
Narvar has secured many strategic partnerships such as linking up with Rise.ai, a leading gift card and store credit platform. This allows stores to simplify returns by enabling merchants to issue Rise's store credit as part of the returns process. While Narvar is currently focused on retailers providing shipping solutions for their customers, the company plans to expand to offer a B2B product in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
-17% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Aug 2018
$30m
SERIES C
Jun 2016
$22m
SERIES B
Total funding: $64m
Company benefits
- Grow and thrive: Feel empowered to take responsibility and ownership. Gain valuable mentorship, grow professional, and expand your skill set.
- Recharge and be well: Our benefits are designed with you in mind, offering comprehensive health, vision, and dental plans, generous parental leave, and flexible time off to support your well-being.
- Hybrid work: We consider the San Francisco Bay Area home, but the Narvar family extends across the globe to cities like Atlanta, New York, Bangalore, and London.
- Stay connected: Connect with fellow Narvarians who share your passions -from fitness tips to whisky club and everything in between. Celebrate big wins and everyday moments through regional and global company gatherings.
- Health insurance
Company HQ
Downtown, San Mateo, CA
Leadership
Amit Sharma
(Founder)Amit is a hands-on executive with expertise in multi-channel retail and supply chain operations. They have over 18 years of industry experience and their thought leadership in shipping and delivery is still reverberating through the halls of Apple and Walmart.
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