GTM Enablement Director

Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. KPA helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on their core business.

Position Overview

The Director, GTM Revenue Enablement is the strategic leader responsible for accelerating performance across every revenue‑generating function at KPA: Sales, SDR/BDR, Field Services, Marketing, Customer Success, Implementation, and Support.

Key Responsibilities

- Build and own a multi‑year enablement strategy aligned to revenue goals and product roadmap.

- Define competencies, behaviors, and operating mechanisms required for high performance across all revenue functions.

- Drive consistent adoption of core methodologies (MEDDPICC, value‑based selling, demo excellence, discovery frameworks).

- Ensure alignment and coordination with Sales, CS, SE, RevOps, and Product leadership.

- Architect role‑specific onboarding paths to accelerate time to first deal and full productivity.

- Lead ongoing certification programs for discovery, demo, product knowledge, process competency, and GTM motions.

- Build a continuous learning ecosystem with SalesHood (or equivalent) as the structured system of record.

- Partner with Product Marketing to translate feature updates, releases, and competitive intel into actionable field‑ready enablement.

- Lead cross‑functional launch readiness for campaigns, new vertical plays, pricing shifts, and strategic initiatives.

- Oversee creation and curation of all enablement content—microlearning, video, guides, toolkits, playbooks, workflows.

- Maintain a clean, scalable, centralized enablement library with strong governance around version control and accuracy.

- Partner with Rev Ops to set enablement KPIs tied to revenue outcomes: ramp time, win‑rate lift, pipeline creation, MEDDPICC adoption, stage conversion, content utilization, and rep productivity.

- Analyze performance data to identify gaps and drive targeted interventions.

- Present insights and recommendations to GTM leadership and executive teams.

- Lead executive‑level working groups and enablement councils.

- Act as advisor and strategic partner to Directors/VPs across all revenue teams.

- Champion a “one‑team” culture that aligns Sales, CS, Marketing, SE, and Implementation to a unified customer journey.

Knowledge, Experience, Requirements

- Bachelor’s degree in Business, Education, or related discipline.

- 6+ years of enablement, GTM leadership, sales, or revenue operations experience in SaaS or technology environments.

- Proven success leading large‑scale enablement programs that materially impact revenue performance.

- Deep expertise in sales methodologies (MEDDPICC strongly preferred), value selling, and adult learning principles.

- Strong executive presence with the ability to influence Directors, VPs, and C‑Suite stakeholders.

- Experience managing enablement platforms (SalesHood, MindTickle, Seismic, etc.) and Salesforce CRM.

- Strong analytical skills with the ability to diagnose performance issues and tell the story behind the data.

- Excellent written and verbal communication skills; experience building board‑or‑executive‑level materials.

Desired Skills

- Familiarity with MEDDPICC and GTM strategies.

- Experience with performance consulting and change management.

- Knowledge of data visualization tools and techniques.

- Familiarity with KPA’s core markets (EHS, AS&F, Privacy & Safeguards, HR).

- Experience supporting cross‑functional GTM teams across the full customer lifecycle.

- Passion for creating alignment and building “one team” culture across Revenue functions.

Compensation

- Annual Base Salary Range: $150,000–$170,000

- Annual Bonus Opportunity: 15%

EEO Statement

At KPA, we are committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, sexual orientation, gender identity, national origin, and other protected status in accordance with all federal, state, and local laws.

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