Head of GTM Enablement

Upwind Security

Head of GTM Enablement responsible for building enablement programs for Upwind Security's cloud platform. Collaborating cross-functionally to equip teams with essential tools for sales success.

Posted 7/25/2026full-timeSan Francisco • California • 🇺🇸 United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and executing go-to-market (GTM) enablement programs, including the development of training content and onboarding curricula. Proficient in leveraging analytical skills to drive sales performance and enhance operational effectiveness in a technical sales environment.

Highest-signal resume keywords

GTM/Sales Enablement ExperienceProgram Development From ScratchAnalytical RigorExecutive-Ready CommunicationTechnical Security Sales Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales EnablementOnboarding Curriculum DevelopmentROI ModelingCompetitive PositioningObjection HandlingMulti-ThreadingValue Narrative CreationDiscovery Guide DevelopmentPipeline Review FrameworksFeedback Loop Implementation

Soft Skills

CommunicationAdaptabilityProblem-SolvingCollaborationLeadership

Tools & Technologies

SalesforceClariSlackGTM Stack

Industry Keywords

GTM PlaybookCompetitive BattlecardsCNAPPCDRTechnical Infrastructure

Tech Stack

Tools & technologies

AWSAzureGoogle Cloud Platform

About the role

Key responsibilities & impact

Translate upcoming shifts in product, ICP, and competitive landscape from Product, Marketing, RevOps, CS, and Leadership into rep-ready talk tracks, discovery guides, and value narratives.
Build enablement across the full GTM motion, not just new logos: discovery, multi-threading, and ROI modeling for AEs and SDRs; the POV/POC technical-win motion for Sales Engineers; adoption, expansion, and renewal plays for CS; and co-sell enablement for AWS, Azure, and GCP marketplace and channel partners.
Build Upwind's first formal GTM Playbook, covering discovery through ROI, POV, and expansion, along with a 30-60-90 onboarding program that shortens ramp time for AEs, SDRs, and SAs.
Run recurring enablement sessions on objection handling, multi-threading, competitive positioning, and closing.
Equip managers with the frameworks and data they need for high-impact 1:1s and pipeline reviews, and build feedback loops from the field that keep materials current.
Maintain and extend competitive battlecards for the CNAPP/CDR landscape and keep the analyst narrative in reps' hands.
Drive real adoption of the GTM stack, including Salesforce, Clari, and Slack, and track leading indicators like certification completion, pitch consistency, and POV quality against lagging indicators tied to new ACV, win rate, and NRR/expansion.

Requirements

What you’ll need

5+ years of experience in GTM/Sales Enablement, or in Revenue/Sales Operations or Sales Engineering with direct experience building enablement programs, training content, or onboarding curricula.
Hands-on experience building programs from the ground up, with limited resources and no existing infrastructure to lean on.
Security or technical infrastructure experience is a plus.
A track record of building programs from scratch and staying productive in ambiguity.
The ability to turn a long, meandering briefing into a clear, three-bullet value prop a rep can use the same day.
Analytical rigor: you can find where a funnel is leaking and build the fix, and you think about enablement in terms of moving a number, not filling a calendar.
Comfort with a technical security sale and the POV motion, or the ability to get there quickly.
Executive-ready communication and the ability to turn a messy operational picture into something a VP can act on immediately.

Benefits

Comp & perks

Health insurance
Paid time off
Professional development opportunities