Director, GTM Productivity & Revenue Enablement

Position description

As Director of GTM Productivity & Revenue Enablement, you will focus on improving the effectiveness of our go-to-market teams by building the skills, processes, and tools that help teams execute and serve customers better. This leader will own GTM enablement and productivity, including identifying and scaling AI use cases that increase capacity, improve execution, and accelerate impact.

This includes leading (but not limited to) the global enablement function across Sonar's go-to-market organisation, spanning Sales, Customer Success, and Partner teams. Reporting to the CVP of Revenue Operations, you will own the strategy, programmes, and systems that shorten ramp time, lift quota attainment, and equip our GTM teams to sell a technical product into developer, platform, and security buyers.

This is equal parts leadership role and builder role. Sonar is a fast-growing company in a fast-changing market, and our enablement function is a work in progress. You will inherit a small team and the foundations of a programme: some of it is working well, some of it needs to be rebuilt, and some of it does not yet exist. You will be expected to set the strategy, roll up your sleeves, and ship the programmes that move the number - often at the same time. If you need a fully-built playbook to operate from, this is not the role.

What you will do

• Partner with sales leadership and GTM strategy teams to diagnose productivity gaps across the GTM teams, including ramp time, seller capacity, pipeline conversion, deal execution, and manager effectiveness and turn findings into prioritized initiatives, clear targets, and a regular measurement cadence.

• Lead enablement that builds seller and manager capability, from onboarding and role-based learning to ongoing coaching and adoption of effective GTM practices.

• Identify, pilot, and scale AI and automation use cases that reduce low-value work, improve execution, and give GTM teams more time for customer-facing activities.

• Own the revenue enablement strategy: Define and execute a multi-year enablement roadmap aligned to Sonar's GTM priorities, with quarterly outcomes tied to ramp time, win rate, and quota attainment.

• Lead a global enablement team: Manage and grow a team of enablement specialists across regions; set clear priorities, coach for excellence, and operate as a player-coach where required.

• Design onboarding and ongoing readiness: Build role-based onboarding for Sales, CS, and Partner roles. Run continuous readiness programmes across product, process, messaging, and selling skills.

• Equip teams for a technical buyer: Build playbooks, talk tracks, objection-handling guides, and competitive content tailored to developer, platform engineering, DevSecOps, and CISO audiences.

• Drive GTM kick-off and major moments: Own the enablement track for Sonar's annual GTM kick-off (250+ attendees) and quarterly business reviews.

• Modernise the enablement tech stack: Evaluate and operate the LMS, CMS, sales engagement, conversation intelligence, and AI tooling that power seller workflows. Drive adoption and measure impact.

• Partner cross-functionally: Work with the CRO, VP Sales, VP CS, Product Marketing, Product, and Partner leaders to align messaging, qualification frameworks, and customer journey execution.

• Measure what matters: Build dashboards and reporting that link enablement activity to GTM outcomes. Use data to prioritise investment and retire programmes that do not move the number.

• Embed AI into the seller workflow: Bring a clear point of view on how AI tooling accelerates rep productivity, coaching, and deal execution at Sonar.

• Build, do not just operate: Stand up the programmes, content, and infrastructure that do not yet exist. Iterate quickly, retire what is not working, and bring the team along as the function evolves.

Experience and Qualifications

The ideal candidate will:

• Has led GTM enablement, sales productivity, or revenue operations in a scaling B2B software company, with a track record of improving measurable outcomes such as ramp time, seller capacity, conversion, and execution quality.

• Bring 10+ years in B2B SaaS revenue or sales enablement, including 4+ years leading a global enablement function.

• Combines strategic thinking with hands-on execution: can diagnose performance gaps, build practical programs and workflows, and drive adoption across sales, marketing, and post-sales teams.

• Has applied AI and automation to real GTM workflows, with sound judgment about where they can improve productivity and the ability to turn successful pilots into measurable, scalable practices.

• Have a demonstrated track record of improving ramp time, win rate, and quota attainment through structured, measurable programmes.

• Have enabled GTM teams selling a technical product to developer, platform engineering, DevOps, DevSecOps, or security buyers.

• Have designed and run large-scale GTM kick-offs and enablement events for 250+ attendees.

• Be hands-on with the modern enablement tech stack (LMS, CMS, sales engagement, conversation intelligence) and have integrated AI tooling into seller workflows.

• Be fluent with at least one structured qualification framework (MEDDPICC, Command of the Message, or equivalent) and able to drive consistent adoption across the field.

• Operate effectively with VP and C-level stakeholders, and bring strong written and facilitation skills.

• Be a leader and a builder: equally comfortable setting strategy at exec level and rolling up your sleeves to build the playbook, the deck, or the dashboard yourself when no one else will.

• Thrive in fast-paced, changing environments where priorities shift quickly, ambiguity is the norm, and the function is built while it is run. Comfortable amplifying what is working and fixing what is not.

• Be passionate about building inclusive, high-performing teams.