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Synack · 1 day ago

GTM Enablement Principal

United States

Full-time

Remote

Senior Level, Lead/Staff

$150K/yr - $170K/yr

Synack is a cybersecurity company that provides a Penetration Testing as a Service platform to enhance security for its clients. They are seeking a Go-to-Market (GTM) Enablement Principal to develop and implement comprehensive enablement programs for their GTM teams, focusing on the adoption of cybersecurity products and optimizing performance outcomes.

Artificial Intelligence (AI)Cyber SecurityNetwork SecuritySecurity

Growth Opportunities

Responsibilities

Design, develop, and deploy cohesive learning paths (e2e curricula) for all GTM roles, including Technical Development Representatives (TDR)/Account Executives (AE), Sales Architects (SA), Customer Success Managers (CSM), Technical Account Managers (TAM), and Channel Account Managers (CAM)

Develop enablement content covering core areas such as new hire onboarding, product troubleshooting best practices, new product release readiness, competitive intelligence, product positioning, and foundational cybersecurity knowledge

Develop and deliver trainings on new tools to ensure broad adoption and process optimization; partner with Sales Ops to ensure changes in the Revenue stack are appropriately communicated to all relevant users and stakeholders

Proactively evaluate the effectiveness of past enablement strategies and attempts. Define and implement appropriate 'next' attempts, ensuring we continuously iterate and refine our approach to avoid repeating ineffective historical practices

Establish clear definitions of success, focusing on metrics such as content utility, program adoption, tool utilization, and direct impact on performance outcomes (e.g., pipeline generation, deal velocity, quota attainment, customer satisfaction)

Partner to produce and refine high-impact sales collateral, internal training documentation, customer-facing materials, and technical guides

Conduct a complete and ongoing audit of existing GTM materials, identifying gaps, redundancies, and opportunities for consolidation or retirement. Ensure all documentation is accurate, up-to-date, and easily accessible

Partner with Sales Ops to implement and manage changes to GTM tools (CRM, Enablement Platforms, etc.) and underlying processes

Develop and maintain operational playbooks that standardize best practices for the GTM organization

Own and manage internal GTM support programs, such as the "GTM Buddy" program, and related peer-to-peer learning tools and initiatives

Qualification

Cybersecurity product knowledgeGTM Enablement expertiseSales cycle understandingAnalytical mindsetContent developmentRelationship buildingCommunication skills

Required

Deep understanding of the cybersecurity product landscape, sales cycles (including different sales methodologies), and customer needs

Proven success in a GTM Enablement role, preferably within a B2B SaaS or cybersecurity environment; demonstrated ability to enable pre and post-sale teams

Strong ability to connect with and build credibility and trusted relationships with front-line GTM leadership (Sales Managers, CSM Leads, etc.) and individual contributors

Demonstrated ability to define, track, and report on enablement success metrics, translating activity into tangible business outcomes (utility, adoption, performance)

Exceptional written and verbal communication skills, capable of influencing stakeholders at various levels

Experience designing and delivering training across various formats (in-person, virtual, self-paced, video)

Demonstrated understanding of ‘best in class' GTM tools and means of integrating tools for successful outcomes