GTM Enablement Lead

Role Description

The GTM Readiness Enablement Manager will play a pivotal role in supporting the sales organization’s critical growth initiatives. This position is responsible for ensuring that the sales team is fully equipped and ready to execute go-to-market (GTM) strategies effectively. The ideal candidate will have a strong background in sales enablement, a deep understanding of GTM processes and strategies full funnel, and the ability to drive cross-functional alignment and readiness.

Please note, Dropbox is currently only authorized to hire candidates from the following provinces: Alberta, British Columbia, Ontario, and Saskatchewan.

Responsibilities

GTM Strategy Implementation:

• Develop and execute global GTM readiness plans that align with overall business investments, annual planning, compensation/quota changes, sales strategy and growth levers.

• Collaborate with sales leadership, GTM Strategy & Growth, Business Intelligence, and Portfolio teams to understand, develop, and optimize enablement programs to support critical growth initiatives.

• Identify key areas of improvement and implement initiatives to enhance sales team effectiveness and efficiency. 

• Create certification mechanisms to validate readiness (completion → competency → performance) of the sales team.

• Work cross functionality with Sales, Marketing and Product teams to develop content and training programs to support new products launches across the GTM ecosystem. 

Training and Development

• Integrate GTM readiness into core sales training and development programs by role to enhance the skills and knowledge of our sales teams. 

• Coordinate with regional delivery specialists to land training materials, in-person hands-on product workshops, sales playbooks, and other resources to support the sales team's success. 

• Collaborate with Sales, Marketing and Product teams to develop collateral, presentations, and other materials that support and are optimized for the voice of the field. 

Performance Measurement and Analytics

• Define key performance indicators (KPIs) and metrics to assess the effectiveness of GTM Readiness initiatives. 

• Utilize data and analytics to track sales performance, identify trends, and provide actionable insights to sales leadership. 

• Regularly report on sales enablement activities and outcomes to senior management. 

Requirements

• Bachelor's degree in business administration, marketing, or a related field. 

• Competency in using data to drive performance outcomes and make informed decisions.

• Proven experience in sales enablement, sales operations, or a similar role, preferably in a global or multinational organization. 

• Strong understanding of sales processes, methodologies, and best practices. 

• Demonstrated ability to design and deliver effective sales training programs. 

• Excellent project management skills, with the ability to prioritize and manage multiple initiatives simultaneously. 

• Analytical mindset with the ability to utilize data and metrics to drive decision-making. 

• Strong leadership and interpersonal skills to effectively collaborate with cross-functional teams. 

• Excellent written and verbal communication skills. 

• Proficiency in using sales enablement tools and technologies, CRM systems, and other relevant software. 

Preferred Qualifications

• 8-10+ years of experience in sales enablement, with a proven track record of leading successful enablement programs that align with GTM strategies.

• Demonstrated success working cross-functionally, with excellent stakeholder management skills and the ability to build strong relationships across departments.

• Experience working with Channel Partners is a plus. 

Total Rewards