Head of GTM Enablement

About Introhive

Introhive is an AI-powered Relationship Intelligence platform that helps firms break down data silos and unlock actionable relationship insights that drive collaboration and growth.

Since launching in 2012, we’ve grown significantly, but our mission remains the same: to transform how companies manage, nurture, and leverage relationships to unlock value, accelerate growth, and delight customers.

Introhive is one of the fastest-growing B2B relationship intelligence platforms. We’re recognized as a category leader in sales intelligence and data quality management software by G2, named a Top 10 Fastest Growing Technology Company in Deloitte’s Fast 50 Awards three years running, and awarded the 2020 MarTech Breakthrough Award for Best CRM Innovation.

Trusted by industry-leading brands including KPMG, Freshfields, CBRE, and Deloitte, Introhive supports more than 250,000 users across 90+ countries.

Job Summary

As our Head of GTM Enablement, you will accelerate the success of our customer‑facing teams by turning strategy into confident execution. This is a key role that leads the activation of our go‑to‑market (GTM) motion, ensuring Sales, Customer Success, Business Development, Solutions Consulting and Account Management teams operate with clarity, consistency, and discipline. This role translates and operationalizes the strategies, content, and processes built by Product Marketing, Marketing and RevOps into field execution. Enablement’s ownership begins where strategy and content ends and field adoption begins.

You will design and deliver enablement programs that translate messaging, product truth, and customer value into practical behaviors that drive revenue impact. Partnering with leaders across the organization, you will build and sustain the rhythm of learning, practice, and execution that powers our growth.

Location

This is a hybrid role based in Toronto, Ontario.

What You'll Bring

You’re a builder, teacher, and facilitator who makes teams better through structure, accountability, and clear communication. You know enablement isn’t complete when the session ends — it’s complete when the field can confidently execute the motion. You thrive in a culture of practice, learning, and progress.

What You'll Do

As a senior GTM leader, you will shape how customer‑facing teams learn, practice, and execute the company’s strategy. You’ll mentor and coach frontline managers, establish repeatable enablement frameworks, and model high‑impact facilitation that drives measurable field adoption.

Your leadership will help shift enablement from ad‑hoc training toward an embedded, behavioral operating system for the entire GTM organization.

Key Responsibilities

Field Activation & Readiness

• Lead recurring enablement sessions for Sales, Account Management, Business Development, Solutions Consulting and Customer Success.

• Facilitate live practice, workshops, call reviews, and deal‑based exercises tied to strategic priorities.

• Build field‑ready talk tracks, objection handling, and discovery guides that improve real‑world execution.

• Partner with frontline managers to drive coaching consistency and skill reinforcement.

GTM Playbook Execution

• Translate Sales, Marketing, and Product strategies into practical enablement programs.

• Turn GTM playbooks into repeated, practiced behaviors (not just documents).

• Activate sales, renewal, expansion, and customer value motions through structured enablement and feedback loops.

• Create reinforcement plans so learning continues beyond the training room.

Onboarding and Ramp Enablement

• Partner with People/HR to improve onboarding for key GTM roles (AEs, AMs, CSMs, BDRs, Solution Consultants).

• Define 30‑60‑90‑day readiness milestones and certification checkpoints.

• Lead early‑stage enablement sessions that set new hires up for faster ramp and consistent performance.

Manager Enablement & Coaching Infrastructure

• Develop simple, scalable tools to help managers coach and reinforce enablement themes.

• Build discussion guides, call review rubrics, and team practice exercises.

• Ensure managers are equipped to sustain behavior change day‑to‑day.

Cross‑Functional Partnership

• Collaborate with Product Marketing, Product, RevOps, Sales, Business Development, Solution Consulting and Customer Success leaders to align enablement to GTM priorities.

• Capture and communicate field insights to inform product, process, and messaging improvements.

• Partner with Marketing on campaign alignment, messaging, and customer storytelling consistency.

Measurement & Continuous Improvement

• Define success metrics for readiness, adoption, and performance outcomes.

• Partner with RevOps to track enablement impact on ramp progress, pipeline quality, renewal rates, and win rates.

• Continuously refine programs based on field feedback and performance data.

AI & Efficiency Enablement

• Use AI tools to enhance preparation, personalize exercises, summarize call insights, and accelerate material creation.

• Integrate efficient reinforcement workflows that scale enablement impact without increasing overhead.

What You'll Need To Succeed

Skills & Abilities

• Deep understanding of B2B SaaS go‑to‑market motions (sales, renewals, expansion, and adoption).

• Proven experience leading live enablement, training, or coaching programs for GTM organizations.

• Exceptional facilitation, communication, and storytelling skills.

• Ability to translate complex strategy, product, and messaging into clear, actionable field tools.

• Experience building scalable enablement programs that drive measurable behavior change.

• Strong collaboration across Product Marketing, Sales, Customer Success, Solution Consulting, Business Development, and RevOps.

• Proficiency with AI and enablement technology to accelerate readiness and personalization.

• Experience with CRM, CMS, enablement, and sales and marketing automation platforms, including tools such as Salesforce, Microsoft Dynamics, Apollo, HubSpot, and Spekit, is preferred.

• High organizational discipline with comfort operating in a fast‑changing, growing environment.

Education and Experience

• Bachelor’s degree in Business, Marketing, Communications, or related field.

• 8+ years in Revenue, Sales, or GTM Enablement within B2B SaaS or enterprise technology.

• Demonstrated success driving field adoption and measurable sales performance improvements.

• Experience coaching managers and facilitating hybrid teams across regions.

• Familiarity with frameworks such as MEDDPICC, Challenger, or Winning by Design is a plus.

Why Introhive?

At Introhive, we believe people do their best work when they feel trusted, empowered, and supported. That’s why we value outcomes over hours, curiosity over perfection, and collaboration over ego. You'll have room to grow, tools to succeed, and a team that’s got your back.