Position Overview:
The GTM Enablement Program Manager owns readiness and performance for Fullbay's go-to-market teams - Marketing, BDR, and Sales. This role carries launch and change readiness for the GTM motion end to end, builds and maintains the talk tracks and plays those teams sell with, delivers sales skills programs to anyone at Fullbay who sells, and owns the content management system and governance that keep every enablement asset current, findable, and on-message. It also owns the Revenue Team onboarding foundation - the shared first weeks every customer-facing hire completes - in partnership with People Experience, while role-specific ramp stays with each audience owner. It is a blend of program management discipline and hands-on enablement craft: one week aligning Sales, Product Marketing, and RevOps on what a launch asks reps to do differently, the next scoring call recordings to see whether they did it.
The Right Wrench for the Job
In a heavy-duty shop, the tech who earns trust isn't the one waiting for instructions on every bolt - it's the one who knows the job, makes smart calls at the bay, and speaks up when there's a better way to get the truck back on the road. That's the mindset this role is built for.
You'll own the GTM enablement portfolio end to end. Strategy and priority are set in partnership with the Director of Revenue Enablement - how those outcomes get achieved is yours to run. You hold the manager-tier relationships in Sales, BDR, and Marketing directly, source your own scope from those stakeholders, and define success measures for every program you design. You're the right fit if you're an organized, self-directed professional who can hold a dozen moving parts without dropping one, who is as comfortable building a talk track as building a content taxonomy, and who brings ideas to the table rather than waiting to be handed them. We're looking for someone who proposes, decides, and executes with autonomy. If you want to build enablement that visibly changes how Fullbay's revenue teams sell, we'd like to talk.
Primary Duties & Responsibilities:
Discovery & Cross-Functional Alignment:
- Holds direct working relationships with Sales, BDR, and Marketing leadership, Product Marketing, and Sales Operations to surface enablement needs, define problems, and align on what success looks like before work begins
- Conducts discovery to understand audience, business context, and the behavior change a program is meant to drive
- Translates ambiguous asks into clearly scoped programs with defined audiences, outcomes, and success measures
- Partners with Product Marketing so that positioning, customer education, and rep enablement tell one story - built once, framed for each audience
Launch & Change Readiness
- Owns launch and change readiness for the go-to-market motion - translating product releases, pricing and packaging changes, and process changes into what Marketing, BDR, and Sales need to know, say, and do differently
- Builds the readiness plan for each launch, sequences enablement against the launch calendar, and confirms readiness before go-live
- Sequences and prioritizes work across a portfolio of concurrent launches and programs, flagging collisions and dependencies early
Sales Skills, Talk Tracks & Plays
- Builds and maintains talk tracks, plays, discovery guides, objection handling, and demo narratives grounded in Fullbay's sales methodology and GTM motion
- Designs and delivers sales skills programs to anyone at Fullbay who sells, including Customer Success on expansion motions, with reinforcement materials and coaching guides that put the skill in managers' hands
- Reviews call recordings against talk-track and methodology standards, and turns what the data shows into coaching content and program adjustments
Content Management & Governance
- Owns the enablement content management system - intake, taxonomy, versioning, freshness, and retirement - across every enablement asset the function produces
- Sets and enforces content governance standards so materials stay current, accurate, and easy to find for every customer-facing team
- Runs the intake path for enablement requests and reports turnaround, asset freshness, and retirement rate
Revenue Team Onboarding
- Owns the Revenue Team onboarding foundation - the shared curriculum every customer-facing hire completes - in partnership with People Experience, including systems provisioning and day-one access
- Designs manager-led onboarding playbooks and sets the expectation that managers reinforce and deliver, with Enablement building and validating rather than carrying every session
Program & Project Management
- Owns program execution end-to-end - building timelines, managing deliverables, coordinating stakeholders and SMEs, and driving initiatives to completion against deadlines
- Maintains project plans and status, keeping initiatives, deliverables, and owners current and visible
- Manages multiple time-sensitive programs simultaneously in a fast-changing environment, making independent decisions on how outcomes are achieved
Measurement & Reporting
- Defines and owns the measures for GTM programs - talk-track adherence in call recordings, Salesforce hygiene and process compliance on enabled motions, launch readiness on time, content freshness and intake turnaround, and onboarding completion and time to productivity
- Reports program influence on win rate, average deal size, cycle length, and attach rate of additional products on enabled plays, and uses that data to recommend what to continue, adjust, or retire
General
- Uses Claude and other AI tools to accelerate drafting, program management, content development, and analysis, and participates in Fullbay's AI Builders Cohort
- Adheres to all confidentiality and compliance regulations
- Performs other duties as assigned
Minimum Education & Work Experience:
- Bachelor's degree in Business, Communications, Marketing, Education, or related field (Preferred)
- 3-5 years of experience in sales enablement, revenue enablement, sales operations, or a closely related GTM function
- Demonstrated experience owning programs or processes end-to-end - from definition and documentation through delivery, measurement, and handoff
- Experience building sales-facing enablement content (talk tracks, plays, training materials, coaching guides, or similar) and delivering it live
Key Skills and Qualifications:
- Fluency across the full enablement lifecycle - discovery, strategic alignment, program management, content development and delivery, and measurement
- Process design and documentation skills - able to turn an undefined workflow into a documented, tracked, governed system
- Strong program and project management skills, with the ability to hold multiple concurrent launches without losing the thread
- Confident facilitator; able to deliver skills training to experienced sellers and produce the reinforcement that makes it stick
- Excellent written and verbal communication; able to build clear, polished content and explain ideas to technical and non-technical audiences alike
- Self-directed professional judgment - makes decisions, proposes strategic ideas, and executes without needing to be told how
- Comfortable holding manager-tier stakeholder relationships directly and operating with autonomy in a fast-moving function
- Working knowledge of Salesforce and conversation intelligence tools; interest in and comfort with AI tools (Claude experience a plus)
- Familiarity with the Sandler Selling methodology a plus, but not required
Physical Demands and Work Environment:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
- Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds.
- Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
- Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.
- Noise level in the work environment is usually moderate.
- Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.
