GTM Enablement Manager, Ivo

• 5+ years of experience in Sales Enablement, GTM Enablement, or Revenue Enablement in a B2B SaaS environment; legal tech or highly regulated industry experience a strong plus
• Demonstrated success building and scaling enablement programs at a growth-stage company (Series B–D preferred)
• Prior experience in a quota-carrying sales role (AE, SDR, or similar) is a meaningful plus
• Deep, hands-on expertise in one or more formal sales methodologies — MEDDIC/MEDDPICC, Challenger Sale, SPIN Selling, or Command of the Message — with a proven track record of driving org-wide adoption
• Ability to coach reps and managers on methodology application in live deals, not just classroom settings
• Experience designing methodology-aligned certification programs and deal inspection frameworks
• Gong — proficient in conversation intelligence analysis, scorecard creation, deal risk identification, and coaching workflow design. Ability to build call libraries and coaching tracks aligned to methodology
• Enablement Platform — hands-on admin-level experience with at least one of: Letter AI, Highspot, or Seismic. Ability to architect content taxonomies, manage governance workflows, and measure content effectiveness
• CRM (Salesforce preferred) — comfortable pulling pipeline and activity data to inform enablement priorities
• Familiarity with additional GTM tools such as Outreach, Salesloft, ZoomInfo, or similar is a plus
• Exceptional communication and facilitation skills — you can command a room of skeptical AEs or present to a CRO with equal confidence
• Strong project management instincts with the ability to run multiple programs simultaneously without sacrificing quality
• Data-driven mindset: you measure what matters and can connect enablement activity to revenue outcomes
• Collaborative by default — you know enablement only works when it's built with the field, not imposed on it
• Intellectual curiosity about AI, contract lifecycle management, and the legal technology landscape

Desirable

• We are looking for a GTM Enablement Manager to design, build, and run the systems, content, and programs that make our Sales, Customer Success, and SDR teams exceptional
• This is a high-impact, high-visibility role at the intersection of strategy and execution. You will own the full enablement lifecycle — from new hire onboarding to ongoing skills development — and ensure our GTM teams are fluent in our sales methodology, our product, and our buyer
• You will work closely with Sales Leadership, Revenue Operations, Product Marketing, Legal Engineering and Customer Success to drive measurable improvements in ramp time, win rates, pipeline health, and quota attainment
• Sales Methodology & Skills Development
• Own and operationalize our sales methodology (MEDDIC/MEDDPICC, Challenger, SPIN, or equivalent) across all GTM roles, ensuring consistent adoption and measurable behavior change
• Design and deliver methodology reinforcement programs including certifications, deal reviews, and coaching frameworks for AEs, SDRs, AMs and CSMs
• Partner with Sales leadership to run structured call review and feedback cycles using Gong, translating insights into targeted coaching interventions
• Build role-based competency frameworks and playbooks aligned to each stage of the ivo.ai sales motion
• Content & Knowledge Management
• Develop, curate, and maintain a robust library of sales plays, competitive battle cards, objection-handling guides, ROI tools, and persona-specific messaging on our enablement platform
• Manage the full content lifecycle across enablement tools (Letter AI, Highspot, or Seismic), ensuring materials are current, discoverable, and mapped to pipeline stage
• Collaborate with Product Marketing to translate product launches and positioning updates into field-ready assets and just-in-time training
• Onboarding & Continuous Learning
• Design and own a structured, role-specific onboarding program with clear milestones, assessments, and 30/60/90-day ramp plans
• Build and manage a continuous learning curriculum including live workshops, async e-learning, and skills certification tracks
• Champion a culture of learning, feedback, and skills mastery across the revenue organization
• Measurement & Optimization
• Define and track enablement KPIs including ramp time, content utilization, methodology adoption scores, win/loss trends, and quota attainment correlation
• Use Gong analytics and CRM data to identify skill gaps, coaching opportunities, and program effectiveness
• Present regular enablement impact reports to GTM leadership with data-driven recommendations