Senior GTM Enablement Manager

About the Team

Our GTM Enablement team sits at the center of how Outreach's GTM organization performs, turning strategic priorities into the programs, training, and coaching that drives confident execution. We partner closely with GTM leadership and Product and Product Marketing to build systems that scale with the business rather than one-off initiatives. We measure ourselves by the adoption and business results our programs actually drive. We're curious about how AI can sharpen coaching, surface adoption risk earlier, and free up more of our time for the strategic work that moves the business forward.

The Role

Outreach is a leader in AI Revenue Orchestration software and one of the fastest-growing technology companies in the country. In order to sustain our success, we must continue to set up our internal teams for excellence. This role partners closely with senior leaders and their enablement partners to turn strategic priorities into repeatable, data backed programs that scale with the business. You will build durable, scalable systems and apply structured change management to drive lasting adoption and measurable impact on GTM KPIs.

AI is becoming part of how enablement works day to day. You'll use it to spot patterns in calls and surface coaching insights faster, ensure the right content reaches reps at the moment they need it, and design programs to free up time for strategic priorities and work.

Your Daily Adventures Will Include:

Strategic Program Ownership & Change Management

• • Lead GTM enablement for key strategic programs, each with a clear KPI, a sustainable operating cadence, and a change management plan (e.g., ADKAR or similar) to drive adoption past initial rollout.

  • Define program charters and success metrics with GTM leadership.

  • Report program impact against KPIs such as pipeline generation, quota attainment, and win rate.

  Onboarding & Ramp

  • • Incorporate programs and processes into a sustainable onboarding motion that gets new hires to full productivity as quickly as possible.

    Skill Training & Coaching

    • • Enable reps to consistently articulate our value to customers through a sustained coaching motion that reinforces our sales methodology.

      • Support a manager-led coaching program and drive a recurring storytelling improvement cadence tied to win-rate and quota-attainment data.

      Competitive Enablement

      • • Maintain competitive resources, including battlecards and job aids, as they pertain to your programming.

        Sales Motion Excellence

        • • Ensure sales teams have the content and tools to support conversations to execute the strategic priorities throughout the sales process.

          • Track adoption and revenue KPIs post-rollout.

          Internal Communications

          • • Provide timely, easy access to the information reps need to do their jobs.

            • Manage a content management platform and system of content on processes, motions, and priorities.

            Continuous Improvement

            • • Promote a culture of data-driven continuous improvement and recognition.

              • Monitor enablement completion and usage data alongside sales production data to identify top performers and learning or performance gaps.

              • Partner with sales and CS leadership to close those gaps and validate that program changes move the intended KPIs.

Our Vision of You

• 3+ years developing learning programs for sales or revenue teams or equivalent experience.

• 3+ years of experience working in a SaaS organization.

• Experience in leveraging AI in coaching, content delivery, and program measurement.

• Prior experience with LMS & CMS platform[s].

• Experience designing programs built for long-term sustainability and scale, not just one-time rollouts. A passion for the learner experience and familiarity with adult learning theory. 

• Experience applying structured change management methodologies (e.g., the ADKAR model or similar) to drive adoption of new programs, tools, or processes.

• Ability to define, track, and analyze KPIs tied to enablement programs (e.g., ramp time, quota attainment, adoption rates), and use data insights to drive decisions.

• Experience working in rapidly changing and dynamic environments.

• Exceptional communication skills and a successful history of cross-functional collaboration.

• Ability to balance a focus on measurable outcomes with empathy for people, customers, and the business.

• Understanding of different sales methodologies (e.g., Challenger Sale, Command of the Message).

Nice to Haves

• Involvement in sales enablement groups (e.g., Sales Enablement Society).

• Kirkpatrick, Gagne, and Bloom mean something to you. 

• Experience using Outreach.

• Experience with AI powered two way role play