Head of GTM Enablement

Obsidian Security

Head of GTM Enablement at Obsidian Security leading enablement efforts to drive revenue growth and sales efficiency. Collaborating with various teams to enhance customer-facing operations.

Posted 7/10/2026full-timeRemote • 🇺🇸 United StatesLead💰 $180,000 - $230,000 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own the strategy, structure, cadence, and execution of enablement across sales, technical, and BDR, covering onboarding, ramp, and ongoing development.
Design and run onboarding and personalized, role-based ramp programs built to measurably shorten the time it takes new AEs, SEs, TAMs, and BDRs to become productive.
Run enablement as a system with a consistent weekly, monthly, and quarterly rhythm, so the right people absorb the right knowledge at the right moment.
Enable the field on the fundamentals that move deals: relevant security and product knowledge, persona-based pain discovery, new business meeting excellence, competitive positioning, and closing.
Equip technical talent across pre and post sale to win the technical evaluation and drive successful proofs of value.
Enable the BDR motion to generate more and better qualified pipeline.
Ground enablement in what is actually happening in deals. Use call intelligence such as Gong and real customer conversations as your primary signal for what is working, where reps are stuck, and what to coach next.
Hire, develop, and lead the enablement team, and set the standard by leading from the front.

Requirements

What you’ll need

You have built and scaled a GTM or revenue enablement function inside a high-growth technology company, ideally through a scaling phase.
You have deep experience enabling the full customer-facing org, including AEs, technical pre and post sale, and BDR or pipeline generation teams.
Cybersecurity industry knowledge is strongly preferred. You understand the security buyer, the enterprise deal motion, and the competitive landscape.
You are fluent in modern sales methodology such as MEDDIC or MEDDPICC and value-based messaging, and you have implemented it, coached leaders to it, and measured the behavior change it produces.
You are metrics-driven. You set baselines, instrument the motion, and manage to leading and lagging indicators.
You are a proven people leader who has hired, developed, and retained enablement talent.
You are a strong program manager who ships on time and follows through.

Benefits

Comp & perks

Competitive compensation with equity and 401k
Comprehensive healthcare with dental and vision coverage
Flexible paid time off and paid holiday time off
12 weeks of new parent or family leave
Personal and professional development resources

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Onboarding Program DesignRole-Based Ramp ProgramsSales Methodology CoachingPerformance Metrics AnalysisCompetitive PositioningTechnical Evaluation EnablementPipeline Generation StrategiesCall Intelligence UtilizationValue-Based MessagingDeal Motion Understanding

Soft Skills

People LeadershipTeam DevelopmentCommunicationCoachingProgram Management