Director, GTM Enablement

Salary range is:
$157,417.86 - $185,000.00
This position is long-term incentive and bonus and/or commission eligible.

The Role
The Director, GTM Enablement, leads the centralized GTM Enablement COE responsible for improving seller readiness, execution discipline, and productivity. This leader translates RevOps strategy into consistent field execution by equipping revenue teams with the standards, skills, tools, content, operating rhythms, and reinforcement mechanisms required to execute the GTM motion and improve the consistency and effectiveness of GTM execution in support of the company's revenue-growth objectives.

This role requires a strategic operator and hands-on builder who can consolidate fragmented enablement and role-excellence activities into a scalable COE, accelerate time-to-revenue for new sellers, improve adoption of RevOps processes and tools, and partner across Sales, Marketing, Product, Customer Success, Learning, Analytics, and Systems teams to reduce friction and strengthen commercial rigor.

This position is expected to be filled at the Director level, with flexibility to level to Senior Director based on the selected candidate's experience and demonstrated ability to lead a broader GTM Enablement mandate.

Key Responsibilities:

• GTM Enablement COE Strategy & Operating Model: Define and lead the GTM Enablement COE strategy aligned to CCC's RevOps operating model, revenue priorities, GTM initiatives, and commercial execution goals. Consolidate and scale enablement, role excellence, onboarding, certification, readiness, and reinforcement activities into a clear operating model with consistent governance, intake, prioritization, and measurement. Define and maintain decision rights and ownership boundaries across GTM Enablement, Sales leadership, Product Marketing, Learning, RevOps Systems, and other partners.

• Role-Based Readiness, Onboarding & Skill Development: Deliver role-based enablement programs for seller onboarding, ramp, sales methodology, deal execution, pipeline activation, manager coaching, product launch readiness, tool adoption, and ongoing skill development. Implement CCC solution portfolio strategy across relevant sales and revenue roles by translating market priorities, role expectations, and GTM motions into practical enablement programs and field behaviors. Establish role-specific proficiency expectations and equip frontline leaders to coach, assess, and reinforce required field behaviors. Translate approved portfolio and market strategies into role-based readiness and field execution programs.

• Field Execution & RevOps Adoption: Translate enterprise and RevOps priorities into clear field execution plans so revenue teams understand process changes, operating cadences, CRM expectations, data hygiene standards, workflow requirements, and performance metrics. Partner with Sales and RevOps Business Partners to identify capability gaps, performance barriers, field friction, pipeline-quality issues, and productivity opportunities across markets, segments, and roles. Focus diagnosis on systemic capability, process, tool, content, and role-clarity barriers, and route issues to the appropriate accountable function.

• Content, Messaging & Launch Activation: Oversee development and maintenance of high-impact enablement assets, including playbooks, sales plays, discovery guides, qualification standards, talk tracks, objection handling, competitive positioning, value messaging, launch readiness materials, and manager inspection tools. Partner with Product, Product Marketing, Customer Success, Learning, and Product Operations to ensure launch activation, seller readiness, customer-facing messaging, and field materials are coordinated, actionable, and aligned to ownership boundaries. Establish the strategy, standards, governance, and quality expectations for enablement content, with selective hands-on development for the highest-priority initiatives.

• Tools, Systems & Seller Productivity: Drive adoption of sales tools, systems, workflows, and AI-enabled productivity capabilities through practical training, reinforcement mechanisms, usage reporting, and feedback loops. Rationalize and standardize enablement tools, content repositories, workflows, and communications to reduce duplication, simplify the seller experience, and improve efficiency. GTM Enablement owns role-based adoption, proficiency, reinforcement, usage insights, and field feedback; applicable technology owners retain accountability for architecture, configuration, administration, and roadmap.

• Measurement, Insights & Continuous Improvement: Establish leading indicators for readiness, proficiency, adoption, content effectiveness, and manager reinforcement. Define shared measures with Revenue Operations and commercial leadership for ramp progression, process adherence, pipeline quality, and productivity. Evaluate enablement contribution to broader outcomes such as conversion, win rate, sales-cycle efficiency, forecast confidence, and quota attainment.

• Change Management & Cross-Functional Alignment: Lead cross-functional change management efforts that improve seller readiness, reinforce new ways of working, and create measurable behavior change across the revenue organization. Align Sales, RevOps, Marketing, Product, Customer Success, Learning, Analytics, and Systems teams around shared priorities and consistent field execution. Own the governance through which GTM enablement priorities are evaluated, sequenced, resourced, launched, reinforced, and measured.

Requirements:

• 10+ years of progressive leadership experience in GTM enablement, revenue enablement, sales leadership, GTM strategy, revenue operations, or related commercial roles, ideally in a B2B, SaaS, technology, or complex enterprise sales environment.

• Background leading enablement teams, COEs, or large cross-functional transformation initiatives, with the ability to consolidate fragmented enablement and role-excellence activities into a scalable operating model.

• Strong understanding of revenue operating models, GTM motions, sales methodology, pipeline management, forecasting discipline, CRM workflows, manager inspection routines, and sales leadership needs.

• Demonstrated success designing onboarding, ramp, certification, sales methodology, deal execution, launch readiness, manager coaching, or role-based enablement programs.

• Experience partnering directly with senior Sales and Revenue leadership to improve seller performance, operating discipline, field adoption, and GTM execution.

• Ability to operate strategically while establishing practical standards, governance, programs, communications, and reinforcement mechanisms that sellers and managers can use immediately.

• Data-driven mindset with proven ability to diagnose systemic capability and execution gaps, define behavior-change goals, build metrics and feedback mechanisms, and connect enablement activity to revenue outcomes.

• Strong familiarity with CRM platforms, sales engagement tools, learning platforms, content management systems, conversational intelligence tools, revenue analytics, and AI-enabled sales productivity capabilities.

• Excellent written, verbal, facilitation, executive presentation, and change communication skills, with the ability to simplify complexity, influence stakeholders, and align cross-functional teams around shared RevOps and GTM priorities.

• Strong change management capability, including experience driving adoption of new processes, tools, messaging, operating cadences, AI-enabled workflows, and role expectations.

• Collaborative leadership style with credibility across Sales, RevOps, Marketing, Product, Customer Success, Finance, Analytics, Systems, HR, and Learning teams.

• Comfort working in a fast-moving transformation environment where the enablement function must balance strategic operating model buildout with urgent field needs.

Preferred Qualifications

• Experience in a private equity-backed, high-growth, transformation, or scale-up environment.

• Prior experience as RevOps leader or enablement leader supporting enterprise, mid-market, or multi-segment sales organizations.

• Experience building or relaunching an enablement function, COE, operating model, governance structure, or work intake model from the ground up.

• Experience rationalizing enablement technology, content repositories, communications channels, or sales productivity tools.

• Familiarity with AI-enabled sales productivity tools, workflow automation, and modern enablement technologies.

• Experience supporting annual planning, sales kickoff, quarterly launches, product activation, territory/quota rollout, sales methodology implementation, or major GTM transformation initiatives.

Success Measures

• Reduced new-hire ramp time and faster time-to-revenue for sellers.

• Improved adoption of GTM motions, sales methodology, CRM workflows, tools, AI-enabled capabilities, and RevOps operating cadences.

• Higher seller confidence, readiness, role clarity, and manager coaching effectiveness.

• Improved consistency in messaging, discovery, qualification, value articulation, pipeline generation, deal execution, and launch activation.

• Increased usage, quality, and effectiveness of enablement content, playbooks, sales plays, and manager reinforcement tools.

• Demonstrated contribution of enablement initiatives to commercial outcomes such as pipeline quality, conversion, win rate, sales cycle efficiency, forecast confidence, productivity, and quota attainment, recognizing these outcomes are shared across multiple functions.

Interview Policy & Privacy Notice:

A video interview is required for this position. Video interviews are transcribed. Transcriptions are retained and may be reviewed by CCC and our recruiters. Candidates are not permitted to use generative AI or automated assistance during the interviews unless explicitly allowed by the interview team for a specific exercise. Our Job Applicant Privacy Notice is available HERE.