Head of GTM Enablement (remote East Coast)

About this role

Spacelift is an infrastructure orchestration platform that manages your entire infrastructure lifecycle — provisioning, configuration and governance. Spacelift integrates with all your infrastructure tooling (e.g. Terraform, OpenTofu, CloudFormation, Pulumi, Ansible) to provide a single integrated workflow so you can deliver secure, cost-effective, and resilient infrastructure, fast.
By automating deployment and configuration, providing developer self-service, golden paths with guardrails, and an OPA policy engine, Spacelift empowers businesses to accelerate developer velocity while maintaining control and governance over their infrastructure. Spacelift offers unrivalled support, no-nonsense pricing, and a range of deployment models to fit your specific needs.
Spacelift was founded in 2020 by long-time DevOps practitioner Marcin Wyszynski and successful entrepreneur Pawel Hytry and has raised $82.3M in funding over four rounds from top venture capital firms, including Insight Partners, Blossom Capital, Hoxton Ventures, Inovo Venture partners and Five Elms Capital.
Spacelift is building the infrastructure platform that engineering teams actually want to use. We're growing fast, and the partner channel is a core part of how we scale. We're looking for someone to own it.Spacelift is hiring a Director-level leader to own GTM enablement across the revenue organization. As Spacelift’s GTM motion matures, enablement is the function that determines whether the people in the field can actually run it. We’re looking for someone to own that end of it.
The role
You'll lead enablement across AEs, SEs, SDRs, Customer Success, and the Partner team, with extension into the customer and partner audiences they work with day to day. You'll own the sales process and methodology, onboarding, ongoing skill development, business value selling, product launches in the field, competitive positioning, and the systems that hold it all together. This is a hands-on role, not a function you can run from a deck. You'll be in the room with reps, SEs, and partners, helping them get better at the actual work of selling Infrastructure as Code orchestration to technical buyers and the executives who fund it.
What you'll do

• Own GTM enablement strategy and execution across AEs, SEs, SDRs, Customer Success, and Partners.

• Own the Spacelift sales process. Define the stages, entry and exit criteria, required activities, and buyer verification points for every deal, and partner with Revenue Operations to build them into the CRM, pipeline reviews, and forecasting.

• Make MEDDPICC the backbone of the sales model. Build each element into the sales stages, opportunity fields, deal reviews, and forecast calls so that qualification and deal inspection follow one shared language across Sales, SEs, Partners, and leadership.

• Coach the field on MEDDPICC in live deals: identifying and testing Champions, getting to the Economic Buyer, mapping the Decision Process and Paper Process, and building mutual action plans that hold up through procurement.

• Own business value selling. Build the framework, messaging, and training that teach the field to lead with business outcomes, quantify the cost of the customer's current state, and connect Spacelift's capabilities to measurable results for platform teams and their executives.

• Own the Business Value Assessment (BVA) program. Build and maintain the BVA methodology, ROI and total cost of ownership models, and customer-facing templates, quantifying outcomes like engineering hours saved, faster infrastructure provisioning, reduced incidents from drift, and lower compliance risk. Train AEs and SEs to run BVAs with customers and use them to build the business case for the Economic Buyer.

• Partner with Customer Success to validate value after the sale, turning realized outcomes into proof points, case studies, and stronger renewal and expansion conversations.

• Stay hands-on with the field. Sit in on calls, ride along on deals, and work directly with reps, SEs, customers, and partners to help them get better at their craft.

• Build and run onboarding for new hires across the GTM org, with role-specific paths, clear ramp expectations, and a technical foundation in IaC, cloud infrastructure, and platform engineering.

• Make the field technically credible. Help reps and SEs hold confident conversations with platform engineers and DevOps teams about Terraform, OpenTofu, Pulumi, Kubernetes, policy as code, drift detection, and CI/CD workflows, and connect those conversations to business outcomes.

• Own battlecards and competitive enablement. Make sure the field can articulate where Spacelift wins, where competitors come up short, and how to navigate the conversations in between.

• Partner closely with Product Marketing to translate positioning, messaging, and launches into material the field can actually use, and feed signal from the field back to PMM.

• Build the ongoing enablement cadence: skill development, deal coaching, sales process reinforcement, and continuous training on product updates.

• Develop enablement content and curriculum: playbooks, demos, discovery frameworks, value-based discovery questions, objection handling, and certification programs.

• Define enablement metrics that connect to GTM outcomes, including ramp time, productivity, win rates, average deal size, sales cycle length, forecast accuracy, BVA usage in closed deals, and content adoption, and report on them regularly.

• Manage and evolve the enablement tech stack.

• Build and lead the enablement team as the function grows.

What we're looking for

• Seven or more years in GTM enablement, sales enablement, or a closely related function at a B2B software company, including time leading enablement strategy.

• Proven experience owning and designing a sales process, including stage definitions, exit criteria, and how the process is reflected in the CRM and forecast.

• Deep, hands-on experience with MEDDPICC…