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The GTM Enablement Director is responsible for developing and implementing enablement strategies across sales, marketing, and customer success functions to enhance performance and productivity, ensuring teams are equipped for success throughout the customer journey.
Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. We succeed if our clients can send their employees home at night, having not experienced a workplace accident or injury. The combination of software, consulting, and training helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business.
Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for six years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it.
Position Description:
The Director, GTM Revenue Enablement is the strategic leader responsible for accelerating performance across every revenue-generating function at KPA: Sales, SDR/BDR, Field Services, Marketing, Customer Success, Implementation, and Support.
This role sets the enablement vision, operationalizes the unified GTM motion, and ensures teams are equipped with the training, tools, processes, and intelligence needed to win consistently and deliver an exceptional customer experience from first touch to renewal.
You will serve as the connective tissue of the Revenue Engine, partnering directly with GTM Directors/VPs and Executive Leadership to drive adoption of core methodologies, improve productivity, reduce ramp time, and elevate execution across the entire customer lifecycle.
The ideal candidate is a builder, strategist, and operator who can influence at all levels, build scalable programs, and translate complexity into clear actions that move metrics.
Key Responsibilities:
Lead the GTM Enablement Strategy
- Build and own a multi-year enablement strategy aligned to revenue goals, product roadmap, and KPA’s broader GTM transformation.
- Define the competencies, behaviors, and operating mechanisms required for high performance across all revenue functions.
- Drive consistent adoption of core methodologies (MEDDPICC, value-based selling, demo excellence, discovery frameworks).
- Ensure alignment and coordination with Sales, CS, SE, RevOps, and Product leadership.
Own Onboarding, Certification, and Ongoing Readiness
- Architect role-specific onboarding paths to accelerate time to first deal, second deal, and full productivity.
- Lead ongoing certification programs for discovery, demo, product knowledge, process competency, and GTM motions.
- Build a continuous learning ecosystem with SalesHood (or equivalent) as the structured system of record.
- Ensure readiness for product launches, new offerings, compliance changes, and major GTM initiatives.
Drive Product, Marketing, & Sales Alignment
- Partner with Product Marketing to translate feature updates, releases, and competitive intel into actionable field-ready enablement.
- Ensure all GTM teams have the battlecards, ROI narratives, talk tracks, objection handling, and demo flows needed to compete and win.
- Lead cross-functional launch readiness for campaigns, new vertical plays, pricing shifts, and strategic initiatives.
Build and Govern the Enablement Content Engine
- Oversee creation and curation of all enablement content—microlearning, video, guides, toolkits, playbooks, workflows.
- Maintain a clean, scalable, centralized enablement library with strong governance around version control and accuracy.
- Ensure all content reinforces consistent messaging, methodology, and process.
Operationalize Measurement & Revenue Impact
- Partner with Rev Ops to set enablement KPIs tied to revenue outcomes: Ramp time, Win-rate lift, Pipeline creation, MEDDPICC adoption, Stage conversion, Content utilization, and Rep productivity
- Analyze performance data to identify gaps and drive targeted interventions.
- Present insights and recommendations to GTM leadership and executive teams.
Cross-Functional Leadership & Influence
- Lead executive-level working groups and enablement councils.
- Act as advisor and strategic partner to Directors/VPs across all revenue teams.
- Champion a “one-team” culture that aligns Sales, CS, Marketing, SE, and Implementation to a unified customer journey.
Knowledge, Experience, Requirements
- Bachelor’s degree in Business, Education, or related discipline.
- 6+ years of enablement, GTM leadership, sales, or revenue operations experience in SaaS or technology environments.
- Proven success leading large-scale enablement programs that materially impact revenue performance.
- Deep expertise in sales methodologies (MEDDPICC strongly preferred), value selling, and adult learning principles.
- Strong executive presence with the ability to influence Directors, VPs, and C-Suite stakeholders.
- Experience managing enablement platforms (SalesHood, MindTickle, Seismic etc.) and Salesforce CRM.
- Strong analytical skills with the ability to diagnose performance issues and tell the story behind the data.
- Excellent written and verbal communication skills; experience building board- or executive-level materials.
Desired Skills
- Familiarity with MEDDPICC and GTM strategies.
- Experience with performance consulting and change management.
- Knowledge of data visualization tools and techniques.
- Familiarity with KPA’s core markets (EHS, AS&F, Privacy & Safeguards, HR).
- Experience supporting cross-functional GTM teams across the full customer lifecycle.
- Passion for creating alignment and building “one team” culture across Revenue functions.
Compensation
- Annual Base Salary Range of 150k-170k
- Annual Bonus Opportunity of 15%
Don’t meet every job requirement? At KPA, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.
As a growing company KPA values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.
About KPA
Founded in 1986, KPA is a leading provider of Environment, Health & Safety (EHS), and Workforce Compliance software and consulting services. KPA solutions help clients identify, remedy, and prevent workplace safety and compliance problems across their entire enterprise. The combination of KPA's software, consulting services, and award-winning training content helps organizations minimize risk so they can focus on what's important—their core business.
We are passionate about what we do, how we do and why we do it. Our culture is driven by the KPA core values – Integrity, Helpful, Excellence, Agile, Respectful, and Teamwork. Success will be determined by the capabilities, energy and character of the people we bring into our organization and the performance they achieve.
KPA, with headquarters in Colorado and teammates throughout the United Sates, is recognized as one of Colorado's Best Places to Work to Work by Built In Colorado for 2025, making the list six years running.
KPA is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
If you need assistance or an accommodation due to a disability, you may contact us at [email protected].
Please see our Candidate Privacy Notice here
Top Skills
Mindtickle
Salesforce
Saleshood
Seismic
KPA Westminster, Colorado, USA Office
Our headquarters is located in the CirclePoint Corporate Center in Westminster, right off US 36 between 104th and 112th. Minutes from the Westminster Promenade, a major entertainment and food hub.
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