You are a Manager, Commercial Performance who owns and drives the enablement programs that make our Commercial and XDR sales organizations consistently excellent. As the dedicated performance lead for the Commercial and XDR segments, you design and deliver coaching programs, playbooks, and FLM activation content that directly improve how Commercial teams sell, renew, and expand, and how XDR teams prospect, qualify, and generate pipeline. But more fundamentally, you are proactively deconstructing and rebuilding core Commercial and XDR processes, using data, AI, automation, and informed strategy to replace legacy workflows with something fundamentally better.
You are a data-driven builder who understands the rhythms of a high-velocity Commercial sales and XDR motion and knows how to translate that understanding into programs that change behavior at scale. You don't accept inherited processes at face value. You use performance data to identify where programs are working and where they aren't, and you make decisions based on evidence, not intuition. You partner naturally with functional leadership, operate with strong editorial judgment about what matters most, and know how to design content that FLMs can actually use in weekly coaching cadences. You're comfortable co-designing with peers on shared initiatives and then owning the Commercial- and XDR-specific execution.
The Role:- Proactively identify, deconstruct, and rebuild core Commercial and XDR processes, replacing legacy approaches with data-informed, AI-driven, automation-informed workflows that produce step-change improvements
- Own Commercial and XDR segment enablement programs end-to-end, from intake and scoping through delivery, FLM activation, and measurement
- Partner with Commercial and XDR functional leadership to identify performance gaps, define what good looks like, and design programs that close the delta
- Use performance data, engagement metrics, and leading/lagging indicators to continuously inform program design, prioritization, and iteration
- Design and build program content (coaching playbooks, deal frameworks, renewal and expansion playbooks for Commercial; outbound execution, prospecting, and pipeline generation playbooks for XDR) tailored to each motion's volume and velocity
- Consult with GTM Productivity & Engagement on brief library needs, flagging gaps and partnering on distribution strategy for Commercial and XDR audiences
- Co-design shared cross-segment programs (e.g., systems rollouts) and own Commercial- and XDR-specific customization and delivery
- Deliver FLM activation content that equips Commercial and XDR managers to inspect and coach effectively in weekly 1:1s and pipeline reviews
- Engage GTM Onboarding when program content should be embedded in the new hire experience
- Partner on measurement, tracking engagement and attribution with leading and lagging indicators relevant to Commercial and XDR outcomes
- Report to GTM Performance & Productivity leadership
Qualifications:- 5+ years in sales, enablement, content strategy, or product marketing at a SaaS or technology company
- Demonstrated track record building and delivering enablement programs that change seller behavior at scale
- Ability to stand in front of seasoned salespeople and train with credibility
- Deep experience producing, curating, and distributing multi-format enablement content across multiple personas
- Strong editorial judgment: knows what to prioritize, what to cut, and how to balance quality with speed
- Proven cross-functional influence and ability to earn trust quickly without direct authority
- AI fluency: credible operator who uses AI and automation to improve enablement workflows, not just learning on the job
- Data-driven, comfortable using CRM platforms and performance dashboards to inform program design (e.g., Salesforce, Tableau, Outreach)
- Comfort with ambiguity and building new processes in a fast-paced, dynamic environment
- Exceptional written and verbal communication, facilitation, and presentation skills
