8+ years in GTM or revenue enablement at a high-growth B2B SaaS company
Experience enabling AEs, SEs, BDRs, and CSMs
Technical fluency in SaaS, identity architecture, cloud security, and AI risks
Proven ability to extract and document expertise from key personnel
Experience implementing MEDDPICC or similar frameworks to change rep behavior
Comfortable with pricing, business case, discounting, and negotiation
Strong program management skills with a metrics-driven approach
Builder mentality focused on measurable outcomes.
Responsibilities
Extract and document critical knowledge from team members
Run win/loss debriefs and curate call libraries
Transform raw input into structured, accessible content
Ensure product depth understanding for the sales team
Own demo certification and hands-on labs for reps
Develop a comprehensive sales playbook for various personas
Implement MEDDPICC as a core qualification discipline
Manage commercial and competitive enablement processes
Design role-based onboarding with meaningful certification gates
Coach frontline managers using real call insights.
Benefits
Opportunity to shape the enablement function from the ground up
Collaborative environment with Sales and Customer Success teams
Hands-on role with direct impact on team effectiveness
Access to cutting-edge technology and methodologies
Focus on personal and professional growth through coaching and training.
Full Job Description
Description
We have the category, the product, and a GTM team hiring fast. What we lack is the thing that makes every new AE, SE, CSM, and BDR as effective as our best one inside their first quarter instead of their third.
You'll be Reco's first enablement leader, owning the full lifecycle from the first discovery call through technical validation, adoption, renewal, and expansion. Sales and CS sit together deliberately: in a land-and-expand security business, the story a rep tells in the deal and the value a CSM proves in month six have to match. You'll build it hands-on before you build a team.
Responsibilities
1. Programmatic - get knowledge out of people's heads
Extract what isn't written down: our founders' framing of the category, the SE's instinct for which POV will convert, the CSM who knows why a customer expanded.
Run the mechanics: win/loss debriefs, deal teardowns, call library curation, ride-alongs, SME interviews across Product, Research, and the Office of the CTO.
Turn raw input into structured, versioned, findable content with named owners and refresh cadences, so nothing quietly goes stale.
2. Technical - product depth
Take the field past feature lists: how Reco works, why the architecture matters to a CISO, and what shipping new app coverage in days means competitively.
Own demo certification and hands-on labs. Nobody demos solo until they pass a live bar.
Enabling the surrounding landscape reps must speak to: SaaS and identity architecture, OAuth and integration risk, AI agent and MCP exposure, compliance frameworks.
Ship field readiness with every release.
3. Sales and go-to-market
Build the core playbook: persona-based discovery for CISOs, security architects, and IT owners; qualification; multi-threading; objection handling; close.
Make MEDDPICC the discipline behind how reps qualify and how the forecast gets built, not a CRM field. Coach managers to it.
Own the POV playbook end to end - entry criteria, agreed success criteria, milestones, exit criteria, handoff to close. Kill the POVs that shouldn't have started.
Own commercial enablement: pricing and packaging, business case, deal structure, margin, discounting discipline with Finance and RevOps, and negotiation.
Own competitive enablement for SSPM and AI security. Battlecards current within days of a market move.
Onboarding, CS, and coaching
Role-based onboarding with 30/60/90 certification gates that mean something: recorded pitch, live discovery sim, demo pass, customer value review.
Post-sale plays: time-to-value, adoption milestones, EBRs, renewal defense, and expansion tied to new app coverage and AI agent security. Train CSMs to have commercial conversations.
Coach from real calls, not course completions. Equip frontline managers for weekly 1:1s, pipeline reviews, and deal inspections.
Own the enablement stack, instrument the function, and work AI-first to personalize paths and scale coaching.
Requirements
8+ years in GTM or revenue enablement, including building a function from zero at a high-growth B2B SaaS company.
You've enabled both sides - AEs, SEs, BDRs, and CSMs.
Technical enough to sit in a POV without a translator. Fluency in SaaS and identity architecture, cloud security, and AI/agentic risk. Security background strongly preferred.
You've walked into an org where the expertise sat in a few heads and left behind a maintained body of content. You can interview a principal engineer and come out with a value prop a rep can use that afternoon.
You've made MEDDPICC (or Command of the Message, Challenger) actually change rep behavior.
Comfortable owning pricing, business case, discounting, and negotiation enablement.
Metrics-driven and a strong program manager: baselines, named owners, real timelines, follow-through.
A builder, not an administrator. You measure your work in deals progressed.
