Who we are:
Quavo is the industry leader in fraud and disputes management technology, offering the world’s only E2E cloud-based Disputes as a Service solution for issuing financial services organizations. Quavo is an organization of tenacious experts who are innovative and challenge complacency to continuously deliver cutting edge technology and AI. Our experts are passionate about delivering value in our solutions and empowering our client community to enhance and evolve industry standards in fraud and disputes management.
Who you are:
Quavo is looking for authentic and courageous professionals to join our team. If you are a driven, accountable, and innovative problem solver searching for a collaborative environment of like-minded teammates dedicated to improving the client experience…. Then you are going to love working at Quavo!
About the role:
We're hiring a Director of GTM Enablement, joining our Revenue Operations team, to build and lead our enablement function in a fast-scaling, PE-backed SaaS fintech environment. This is a hands-on, “player/coach” leadership role, you’ll direct the enablement strategy and also execute the work day to day. You will not start with a team, but you will build the function, establish the operating cadence, and grow a team over time as the business scales. This role reports to the VP of Revenue Operations & GTM Enablement and partners closely with Sales, Account Management/Client Success, Solutions, Support, Product Marketing, Product, and RevOps to create a consistent, measurable, and scalable enablement engine, driving faster ramp, higher win rates, improved deal quality, and stronger retention/expansion. A core expectation is that you will leverage AI to modernize enablement, including AI-assisted content creation, insights, and AI Role-Play to accelerate rep readiness and improve real-world execution.
Responsibilities include:
- Enablement strategy & operating model: Build the enablement charter, annual/quarterly plan, and success metrics aligned to business goals (pipeline quality, win rate, ramp time, retention/expansion).
- AI-first enablement & readiness: Design programs that embed AI into how reps learn and perform, e.g., AI Role-Play, certification simulations, call coaching prompts, personalized learning paths, and AI-assisted reinforcement.
- Sales methodology & deal excellence: Drive consistent adoption of MEDDPICC and support reinforcement of complementary methodologies such as Sandler, Challenger, or GAP Selling across the GTM org.
- Onboarding & ramp: Design and deliver onboarding for AEs, AMs/CSMs, SDRs/BDRs (including agents), and SCs (as applicable), including role-based certification paths, timelines, and readiness standards.
- Ongoing training & coaching: Create and facilitate recurring enablement programs (weekly/monthly), deal coaching, call coaching, competitive readiness, and quarterly refreshers tied to real field performance.
- AI-powered coaching loops: Establish structured inspection and coaching loops using call recordings, deal data, and AI insights, turning patterns into targeted training and rep-specific reinforcement.
- Messaging, plays & execution guides: Translate product value into role-based talk tracks, objection handling, discovery guides, demo narratives, and repeatable plays for each segment/ICP.
- Content & asset governance (Seismic): Own the enablement content lifecycle within Seismic, information architecture, tagging, governance, version control, usage reporting, and continuous optimization.
- Readiness & certification: Stand up certifications for discovery, MEDDPICC discipline, demo/storytelling, security/compliance narratives, and key workflows, using AI Role-Play and scenario-based assessments where possible.
- Release enablement & adoption: Partner with Product Marketing/Product to ensure releases, pricing/packaging updates, and competitive insights roll out with clear training, content, and adoption plans.
- Manager enablement: Equip frontline leaders with coaching tools, 1:1 frameworks, scorecards, and reinforcement guides that make methodology and messaging stick.
- Measurement & impact: Define and track enablement impact using leading and lagging indicators (time-to-first-meeting, time-to-first-opportunity, stage conversion, win rate, cycle time, attach/expansion rates, content utilization).
Required Qualifications:
- 8+ years in Sales Enablement / GTM Enablement / Revenue Enablement (or equivalent GTM readiness role) in a high growth SaaS environment.
- Proven experience building or scaling enablement programs in a high-growth (ideally PE-backed) SaaS organization (as both an IC and leader).
- Deep working knowledge of MEDDPICC (or MEDDICC) and demonstrated success driving adoption through training, reinforcement, and deal inspection.
- Experience with at least one additional sales methodology such as Sandler, Challenger, or GAP Selling, and the ability to translate methodologies into practical field behaviors.
- Strong facilitation and content-building skills: onboarding, playbooks, certifications, talk tracks, battlecards, coaching guides.
- Seismic ownership experience (admin-level not required, but you must be able to lead governance, structure, workflows, and reporting).
- Demonstrated ability to embed AI into enablement, including using or implementing AI Role-Play or simulation-based readiness programs (or a clear point of view and examples of how you’d stand this up quickly).
- Strong cross-functional leadership with Sales, RevOps, Product Marketing, Product, and CS/AM teams.
- Analytical orientation: ability to link enablement efforts to measurable performance outcomes.
- Enterprise SaaS Sales / Enablement Experience 500M+ACV, complex selling motion.
- Ability to travel up to 10% as needed for quarterly and annual company offsites.
Preferred Qualifications:
- Experience enabling enterprise sales motions in fintech / financial services / regulated environments (security, risk, compliance narratives).
- Familiarity with sales tech ecosystems (e.g., Salesforce, conversation intelligence, LMS, Sales Engagement platforms).
- Prior field experience as an AE/AM/CSM preferred.
- Experience growing enablement functions over time (hiring, role design, operating rhythms).
- Undergraduate degree in business, sales, marketing or related field.
