[Hiring] Director, GTM Enablement @CoLab Software

Role Description

CoLab’s go-to-market org is scaling across sales, BDR, and customer success. This role exists to make sure that growth is backed by real capability, not just headcount.

The short version: you’re a thought partner to GTM leadership who turns half-formed observations into programs that move numbers.

• An executive team member says, “I think our BDRs need a sharper point of view on personas and messaging.” You take it from there.
• You figure out where the gap actually is, write the messaging yourself, design the program, roll it out alongside BDR leadership with real checkpoints, measure whether it’s landing, and then hand ongoing management over.
• If stage two conversion is softer than it should be, you pull the data yourself or with RevOps, form a hypothesis or two, audit the calls in Gong, and come back with a specific fix and a plan to roll it out.

Nobody is going to hand you a spec. The value you add lives in the distance between a vague concern and a program that worked.

The Team You’ll Build

• Technical Enablement Specialist (hiring in the near term) — owns industry enablement, discovery and demo certification, and new product enablement
• Field Enablement Coach (planned) — call review and scoring at scale, plus individual coaching

You’ll set the strategy for both roles and make sure they’re structured to be effective. You’ll also do this work yourself.

You need to be able to sit down with a stack of Gong calls and find the pattern, not just direct someone else to.

Working Across the Org

Enablement here isn’t a sales-only function. You’ll build programs that hold together across sales, BDR, customer success, marketing, and RevOps, which means a lot of your job is convening the right people and driving a rollout that everyone actually executes.

What Success Looks Like

• In your first 90 days, you’ll have audited the current state of enablement across the funnel, identified where reps are actually struggling using data and direct conversations, and shipped at least one program that addresses a gap you found.
• By six months, new GTM hires are ramping measurably faster, there’s a repeatable onboarding program that doesn’t depend on you running it personally, and your technical enablement specialist is productive and pointed at the right problems.
• By twelve months, enablement is a function the GTM org relies on rather than tolerates. You can point to specific programs and specific movement in the metrics they were built to affect, across both pre-sale and post-sale teams.
• Managers are sustaining those programs themselves.

What You’ll Own

• Act as a thought partner to GTM leadership, taking early signals and turning them into diagnosed problems and shipped programs.
• Diagnose performance gaps using funnel data, call review, rep feedback, and partnership with RevOps.
• Build and own onboarding for new GTM hires, with a clear focus on reducing time to ramp.
• Write messaging and positioning that reps can actually use, working with marketing and technical SMEs.
• Design and deliver programs across the full lifecycle: pipeline generation, discovery, stage conversion, deal progression, onboarding, retention, and expansion.
• Roll out every program in collaboration with function owners, with structured checkpoints and measurement built in from the start rather than bolted on after.
• Equip sales, BDR, and CS managers to reinforce and sustain programs long after launch.
• Build and lead the enablement team, and set the strategy for technical enablement and field coaching.
• Measure the impact of everything against rep performance and business outcomes, and kill what isn’t working.

What We’re Looking For

• You’ve earned credibility with sellers.
• You understand what good enablement looks like because you’ve lived through the bad kind.
• You know what moves the needle in a deal, and you have strong opinions about designing programs people actually use.
• You come with ideas and run with them.
• You’re diagnostic.
• You can write.
• You build things that outlive your attention.
• You’ve led people.
• You’re comfortable with complexity.

You Might Be Coming From

• Sales leadership — You’ve run a team as a Director or Manager of Sales.
• Teaching, training, or instructional design — You understand how adults actually learn and retain things.
• An enablement role you’ve outgrown — You’ve built programs that worked and you want a bigger canvas, a team, and a seat closer to the strategy.

Qualifications

• 6–8+ years across some combination of sales, sales leadership, enablement, or training and instructional design, ideally with B2B SaaS exposure.
• Enough time in or alongside a revenue team to have credibility with reps from day one.
• Experience managing or developing people.
• A track record of designing and delivering programs that produced measurable performance improvements.
• Hands-on experience with conversation intelligence tools like Gong or Chorus, and the ability to turn call review into a specific coaching plan.
• Comfort working with funnel data directly, whether alongside RevOps or on your own.
• Strong understanding of sales process and methodology, and fluency with full-funnel metrics.
• Experience enabling post-sale teams, or a clear appetite for it.
• Excellent communication and facilitation skills.