The
Senior Manager, GTM Onboarding is a critical role within the Global Enablement team, responsible for ensuring every new GTM hire at Mimecast ramps quickly, confidently, and with the skills and knowledge they need to perform from day one. This role owns the end-to-end GTM onboarding experience globally, from program strategy and curriculum design through to delivery, measurement, and continuous improvement. Working closely with regional enablement business partners, Sales leadership, and cross-functional stakeholders, the Senior Manager will build and run a world-class onboarding function that shortens time to first value and directly drives quota attainment. The role currently has one direct report (GTM Enablement Specialist).
What You'll Do:- Onboarding Strategy and Ownership: Define, develop, and continuously improve a comprehensive global GTM onboarding program that equips new hires across Sales, Pre-Sales, and other go-to-market functions with the product knowledge, sales methodology, tool proficiency, and commercial behaviors needed to ramp effectively.
- Program Leadership: Lead the GTM Onboarding function day-to-day; managing program calendars, delivery logistics, facilitator coordination, and stakeholder communication to ensure a consistently high-quality experience for every cohort.
- Team Management: Manage and develop the GTM Enablement Specialist, setting clear expectations, providing coaching, and ensuring high-quality execution of lesson production, content management, and operational reporting.
- Curriculum Design: Build, collate and maintain the onboarding curriculum, spanning instructor-led training, e-learning modules, role-play exercises, and self-serve resources. Ensure content is current, relevant, and grounded in Mimecast's sales methodologies (MEDDPICC, Value Selling).
- Facilitation: Personally facilitate core onboarding sessions when required, and develop a cadre of internal facilitators and subject-matter experts to support delivery at scale.
- Cross-functional Collaboration: Partner closely with Sales leadership, Product Marketing, RevOps, HR, and regional enablement BPs to align onboarding with current GTM priorities, product releases, and field execution needs.
- Performance Measurement: Establish and track KPIs for the onboarding program, including time to ramp, time to first deal, new hire quota attainment, and program satisfaction scores. Use data to identify gaps and drive continuous improvement.
- Enablement Operations: Oversee the Seismic content repository and MimecastU LMS as they relate to onboarding, ensuring assets are well-organized, up-to-date, and accessible. Produce regular program performance reports for senior stakeholders.
- Continuous Improvement: Stay current with industry best practice in GTM onboarding and adult learning. Bring new thinking and innovative approaches that improve engagement, retention, and on-the-job transfer.
What You'll Bring:- Experience: 4-5 years of experience in sales enablement, GTM onboarding, or a closely related revenue-supporting role within a B2B SaaS or technology company. Demonstrated experience designing and running structured onboarding programs at scale.
- People Leadership: Proven ability to manage and develop direct reports, with a track record of building high-performing, accountable teams.
- Facilitation: Strong facilitator capable of engaging diverse audiences, in both live and virtual environments.
- Methodology Knowledge: Some understanding of enterprise sales methodologies (MEDDPICC and Value Selling-based methodologies preferred) with experience embedding them into onboarding content and reinforcement programs.
- Analytical Skills: Demonstrated ability to measure program effectiveness, interpret data, and make evidence-based decisions to improve outcomes.
- Communication: Excellent verbal and written communication skills, with the ability to present to senior stakeholders and translate complex content into clear, compelling learning experiences.
- Technical Proficiency: Familiarity with LMS platforms, Seismic (or equivalent content management tools), and Salesforce.
- Education: Bachelor's degree in Business, HR, Organizational Development, or a related field preferred.
The base salary range for this position is $132,000-$198,000 plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
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