DISCO's AI-driven legal software and services raise the bar by offering cloud-based solutions developed by lawyers for lawyers. Backed by Bessemer.
About the role
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.
What they're looking for
- 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
- Experience with MEDDPICC, other selling methodologies, Chorus, Salesforce
More about this role
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,...
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