About your team and your mission

As Director, GTM Excellence, you will build a scalable operating model that improves the consistency and quality of GitGuardian's go-to-market execution. You'll serve as the connective bridge between Sales, Marketing, Product Marketing, Product, Customer Success, and Executive Leadership, giving the field organization a clear, differentiated story and the tools to execute at a high level.

You'll report to the VP GTM Americas and lead a growing team, starting with a Sales Enablement Manager and a GTM Programs Manager.
What you will own

GTM Narrative & Messaging

• Own GitGuardian's commercial narrative and customer-facing positioning: corporate pitch deck, executive presentations, industry-specific narratives, and customer-facing sales presentations
• Lead product launch messaging, competitive positioning, and battlecards
• Develop sales plays, talk tracks, and executive briefing materials
• Build customer success storytelling that reinforces GitGuardian's value proposition in the field

Revenue Enablement

• Own new hire onboarding, sales certification, and manager enablement programs
• Drive ongoing sales training, methodology adoption, and playbook development
• Lead quarterly enablement planning and product launch readiness
• Manage content and drive its adoption across the field organization

GTM Programs

• Own customer-facing programs that strengthen market presence and pipeline
• Lead customer advocacy initiatives, sales kickoff content, and QBR content
• Drive sales and marketing alignment initiatives

Strategic GTM Initiatives

• Lead high-priority projects that improve the scalability of our GTM motion: support tier design, product-led growth routing strategy, partner program economics, commercial packaging recommendations, and territory/coverage initiatives

About you

If you think you match at least 70% of these criteria, please apply!

Here's what we consider essential for success in this role:

• Experience operating across multiple GTM disciplines: sales enablement, product marketing, GTM programs, and strategic initiatives
• A track record building executive-level customer presentations, narratives, and positioning
• Experience creating and scaling enablement programs (onboarding, certification, manager coaching)
• Strong executive presence: written communication, storytelling, and presentation quality
• Prior experience in customer success or as a sales representative is a plus !

The interview process

1. Video call with a Talent Acquisition team member

To discover your professional project and evaluate if there could be a mutual match.

2. Team interview / Interview with your future manager

To assess your strategic thinking, GTM excellence, and cross-functional leadership. Skills assessed: business judgment, enablement philosophy, program development, and stakeholder management.

3. Technical test / Business case

Build and present a customer-facing GitGuardian narrative. Skills assessed: executive communication, storytelling, written communication, executive presence.

4.1 Final interview with the CEO
To detail our company's vision and ambitions for the next couple of years, and check alignment on values, strategic vision, and cultural fit.

4.2 References check

You can start thinking about two contacts who can attest to your previous or current professional experiences. These contacts should be as recent as possible, and we will call them at the end of the process.
Benefits

• 🌴⛱ 25 days of PTO (employees are strongly encouraged to use all of it!)
• 🗓 10 public holidays
• 🧘♂ Health, Dental & Vision insurance (80% coverage), for individuals and their families
• 💰 401(k) + matching! with Empower
• Short term & long term disability insurance (100% paid)
• 🌎 Travel policy including to our annual off-sites
• Up to $300 towards your home office set-up
• 🔌 Monthly remote work stipend $70
• 🤝 Referral bonus of $4000 for any new Guardians we might hire thanks to you
• 🏥 FSA and HSA plan access

And also...

• Becoming an early joiner of GitGuardian US team, with many opportunities for career development in the long term
• We have the #1 downloaded app on the GitHub marketplace

Team Sales Locations New York City Remote status Hybrid Employment type Full-time