Job description
About Narvar
Narvar is scaling, and we’re seeking a dynamic and hands-on Head of Go-to-Market (GTM) Enablement to join our innovative Revenue Operations team. In this pivotal role, you will architect and execute a comprehensive enablement strategy that directly fuels revenue growth and enhances GTM team performance. You will be a true player-coach, deeply embedded with our Sales, Marketing, Customer Success, and Professional Services teams to design, build, and deliver impactful programs that elevate skills, optimize processes, and drive measurable business outcomes across the entire customer lifecycle.
Who You Are
Deep Curiosity & Scrappiness: A relentless drive to understand underlying challenges, learn continuously, and find creative solutions.
Data-Driven Diagnosis: A passion for leveraging diverse data sources, from CRM analytics and conversation intelligence (e.g., Gong) to direct field feedback, to accurately diagnose capability gaps and inform program design.
Customer & GTM Empathy: A profound understanding of the challenges and realities faced by customer facing teams (Sales, CS, PS, Support) and how enablement can empower them.
Bias for Action & Impact: A focus on taking decisive action, measuring the impact of your initiatives, and continuously iterating to improve GTM effectiveness and drive revenue outcomes.
Process Optimization & Innovation: You naturally seek to refine processes, enhance efficiency, and explore new technologies and methodologies to elevate GTM performance.
Team Leadership & Development: Proven ability to hire, mentor, and lead high-performing enablement professionals.
What You’ll Do (Day-to-Day Responsibilities)
Enablement Strategy & Leadership: Develop, own, and execute the overall GTM enablement strategy and roadmap, ensuring alignment with company objectives and GTM leadership priorities.
Strategic Program Development & Execution: Architect, design, build, and manage comprehensive enablement programs, encompassing onboarding, continuous learning, product/technical enablement, and sales/CS methodology reinforcement for all GTM roles. This includes directly creating content and facilitating key sessions, especially for new strategic initiatives.
Capability Gap Analysis & Performance Improvement: Proactively identify and analyze GTM team capability gaps by triangulating data from performance metrics (CRM, CS platforms), conversation intelligence (Gong), direct field feedback/shadowing, and manager input. Partner with RevOps and GTM leadership to define key performance indicators (KPIs) for enablement programs and track their impact on GTM productivity, efficiency, and revenue outcomes (e.g., NRR, win rates, ramp time).
Cross-Functional Partnership & Alignment: Collaborate closely with Sales, CS, PS, and Marketing leadership to ensure enablement initiatives are tightly aligned with strategic business goals, GTM motions, and product release cycles. Partner with Product Marketing to translate product updates and value propositions into compelling, field-ready messaging, content, and plays for both commercial (Sales, CS) and technical (PS, Support) audiences.
Process & Methodology Optimization: Refine GTM processes (e.g., sales process, customer lifecycle journey, renewal/expansion plays), identifying opportunities to embed best practices, tools, and skills needed to increase velocity, conversion rates, and customer value realization. Oversee the development and maintenance of dynamic playbooks (sales, CS, technical) that are practical, easily accessible, and integrated with daily workflows.
Leadership Enablement: Develop and implement programs to equip first-line managers with the coaching, mentoring, and leadership skills necessary to drive team performance and reinforce enablement initiatives.
Technology & Innovation: Ensure optimal utilization tech stack. Continuously explore and evaluate new tools, AI-driven insights, and innovative methodologies to enhance program effectiveness and learner engagement.
GTM Event Management: Own the planning and execution of key GTM events, including sales meetings and annual GTM Kickoffs.
Global Coordination: Act as a liaison where applicable to ensure core changes to GTM motions, processes, tooling, or messaging are adopted consistently across regions and teams.
What You’ll Bring (Qualifications & Experience)
- 7+ years of progressive experience in GTM Enablement within a SaaS environment, with at least 2-3 years in a leadership role managing direct reports or a significant enablement function.
- Proven success as a “player-coach,” comfortable with both strategic planning and hands-on execution, including content creation and facilitation.
- Demonstrated success in designing, developing, and delivering impactful enablement programs that have led to measurable improvements in GTM productivity and revenue results.
- Advanced proficiency in diagnosing GTM capability gaps through a multi-faceted analytical approach.
- Strong understanding of diverse GTM motions and roles.
- Proven ability to translate complex concepts into clear, actionable, and engaging content and learning experiences.
- Expertise in modern sales methodologies (e.g., MEDDPICC, Value Selling) and customer success best practices.
- Experience managing and optimizing an enablement tech stack.
- Exceptional cross-functional collaboration, communication, and stakeholder management skills.
- Data-driven and results-oriented: Ability to define and track enablement KPIs.
- Experience in developing first-line manager coaching and leadership programs is highly desirable.
- Direct experience in a GTM role is strongly preferred.
- Experience with Salesforce.com strongly preferred.
Why Narvar?
We’re on a mission to simplify the everyday lives of consumers. We believe post-purchase is a critical phase of the customer journey. That’s why we created Narvar - a platform focused on driving customer loyalty through seamless post-purchase experiences that allow retailers to retain, engage, and delight customers. If you’ve ever bought something online, there’s a good chance you’ve used our platform!
From the hottest new direct-to-consumer companies to retail’s most renowned brands, Narvar works with Patagonia, GameStop, Neiman Marcus, Sonos, Nike and 850+ other brands. With offices in San Francisco, London, Paris, and Bangalore, we’ve served over 125 million consumers worldwide across 8 billion interactions, 38 countries, and 55 languages.
Pioneering the post-purchase movement means navigating into the unknown. Our team thrives on this sense of adventure while nurturing a mindset of innovation. We’re a home for big hearts and we leave our egos at the door. We work hard but we always make time to celebrate professional wins, baby showers, birthday parties, and everything in between.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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