Disco Senior Manager, GTM Enablement at Disco owns enablement strategy and execution for Sales and Customer Success teams. Drives faster ramp, higher win rates, and consistent deal execution through content, training, and measurement.
Responsibilities
The Senior Manager, GTM Enablement is responsible for building, executing, and scaling DISCO’s Sales and Customer Success enablement engine. They bridge Sales, Customer Success, Product Marketing, Strategy, Operations, and Product to translate company strategy into field readiness. They own the enablement strategy for the full revenue organization (Sales Development Reps (SDRs), Account Executives, (AEs), Regional Sales Executives (RSEs), and Customer Success Managers (CSMs), driving faster rep ramp, higher win rates, shorter sales cycles, and consistent deal execution.
Enablement Architecture & Program Strategy: Owns the end-to-end architecture, and multi-quarter enablement strategy and roadmap across all GTM roles (AEs, SDRs, AMs, and CSMs). Structures enablement around the three core operational pillars of Content, Training and Measurement. Proactively identifies field performance gaps and skill deficiencies across GTM roles using call recordings, pipeline data, and manager inputs, converting those insights into targeted learning initiatives and performance improvement frameworks. Designs continuous enablement programs as field operating systems (playbooks, discovery guides, objection frameworks, and talk tracks) rather than isolated, one-time training events.
Onboarding & Ramp Acceleration: Reviews, leads, and continuously optimizes a structured onboarding curriculum and certification framework to ramp all new revenue hires through their first 60 days. Establishes clear readiness milestones and certification gates prior to independent field execution to accelerate time-to-first-deal and shorten overall ramp time. Partners cross-functionally with Product Marketing, Marketing, Product, Solution Architects and Operations to deliver fast fluency on product platforms, buyer personas, value propositions, and market positioning.
Live Facilitation, Skill-Building & Field Coaching: Leads the content strategy and delivery of DISCO’s annual Sales Kickoff meeting ensuring key product initiatives and sales methodologies are effectively aligned and delivered. Continually coaches and reinforces the MEDDPICC core sales framework across the field. Facilitates interactive live and virtual workshops, role-play practice, win clinics, and demo practice sessions. Translates complex product features into clear, business-outcome messaging for executive buyers.
Manager-First Coaching & Reinforcement Motion: Develops a manager-first enablement framework: builds monthly "manager kits," coaching guides, team meeting prompts, and 1:1 drill frameworks. Equips leaders to act as continuous coaches, holding their teams accountable to the standard post-training.
Sales Content, Collateral & Asset Management: Develops, centralizes, and maintains high-utilization sales assets, including pitch decks, battlecards, demo flows, persona guides, and competitive playbooks in conjunction with Product Marketing.
AI-Accelerated Workflows & Sales Tech Stack Integration: Leverages modern generative AI tools to accelerate content creation, scenario generation, and presentation design. Implements AI role-play tools and automated scoring rubrics to give reps interactive practice before live customer calls. Drives field adoption and ongoing training across the sales technology stack (Salesforce, Outreach, Dealhub, Ironclad CLM, and other tech stack tools).
Analytics & Business Impact: Partners closely with operations to connect enablement initiatives directly to leading and lagging metrics (ramp time, win rate, stage progression, attach rate, and plan attainment). Uses conversational intelligence to track messaging adoption, identify call bottlenecks, and report quantifiable field behavior changes to executive leadership. Presents quarterly enablement business reviews (QBRs) to C-suite leadership detailing training impact, rep productivity gains, and field readiness.
People Management & Team Leadership: Directly manages, coaches, and develops a high-performing enablement team. Sets clear KPIs and individual growth goals for enablement team members. Cultivates a culture of continuous learning, empathy, operational speed, and high performance within the enablement team.
Qualification
Experience buildingExperience with revenue toolingEven Better If You HaveExperience with MEDDPICCAbility to design contentExcellent project management skills
Required
12+ years of progressive experience in sales / field enablement, or related GTM-facing functions within B2B SaaS, Enterprise Software, or High-Tech environments, and 2+ years of direct people management.
Experience building, scaling, or standing up an enablement function in high-growth companies.
Experience successfully rolling out and driving field adoption of the MEDDPICC sales methodology across an entire GTM organization.
Demonstrated prior impact on revenue and sales outcomes, such as accelerating rep ramp speed, increasing win rates, shortening deal cycles, and driving measurable program adoption.
Experience with revenue tooling, including Salesforce CRM, conversation intelligence, Outreach, and Learning Management Systems.
Even Better If You Have...
Experience with MEDDPICC, other selling methodologies, Chorus, Salesforce
Ability to design content, playbooks, and training from real customer conversations and complex enterprise sales cycles
Knowledge of instructional design frameworks applied pragmatically for fast field adoption
Strong leadership and communication skills, with the ability to influence and collaborate across all levels of the organization
Excellent project management skills, with the ability to manage multiple projects simultaneously and drive them to completion on schedule
Outstanding creative skills for crafting engaging and compelling learning content
