<h2><strong>Company Description</strong></h2> <div>Air is the leader in Enterprise Readiness. Our mission is to establish readiness as a real-time condition that is continuously achieved. Today, a dangerous Readiness Gap exists between what the front line needs and what is delivered. Our AI-native platform, Air Enterprise Readiness, aligns development, production, delivery, and sustainment into one coordinated execution system for government agencies and industrial suppliers. By revealing true capacity, exposing real constraints, coordinating resources, and executing at the speed of operational demands, the front line gets what it needs to succeed.</div> <div> <h2><strong>Job Description</strong></h2> </div> <div>We are looking for a strategic, hands-on Director of GTM Enablement to build and lead our enablement function across the full customer lifecycle - Sales, Delivery, and Customer Success. You will own the systems, content, and coaching that turn new hires into productive sellers, equip Engagement Managers and Implementation Engineers to deliver lasting outcomes, and arm Sales and Customer Success to win, renew, and expand. You are the connective tissue between Sales, Delivery, Marketing, Product, and Sales/Delivery Operations.</div> <div> </div> <div>You understand that enablement is a revenue function, not a training function. Outcomes - ramp time, win rate, time-to-value, NRR - are the metrics that matter, and you can build the programs that move them. You are equally comfortable designing a 30/60/90 ramp plan, facilitating a methods workshop, coaching an Engagement Manager, or briefing Sales leadership on enablement ROI.</div> <div> </div> <div>This role is based in our Arlington, VA office, with up to 25% travel across our commercial and federal markets.<br><br> <p><span style="font-size: 14pt;"><strong>Scope of Responsibilities</strong></span></p> <p><strong>Onboarding, Training Support & Coaching</strong></p> <ul> <li>Implement and reinforce our standard sales qualification methodology (SPICED) across the GTM organization </li> <li>Design the manager coaching cadence and skills-based development framework for both Sales and Delivery leaders</li> <li>Support SL&D in role-based onboarding and certification programs for Sales, EMs, IEs</li> <li>Support SL&D in Air product deep-dive certification for Delivery (EMs/IEs) and ongoing product/competitive training for Sales</li> </ul> <p><strong>Content & Equipping</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Own the centralized GTM content library - taxonomy, governance, and discoverability - and the playbooks, talk tracks, battle cards, and competitive intelligence that live in it</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Own the delivery playbook and customer-facing templates (kickoff decks, QBR/EBR frameworks, status reports) in partnership with Delivery Leadership</span></li> </ul> <p><strong>Sales-to-Delivery & Customer Lifecycle</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Own the Sales-to-Delivery handoff playbook, internal kickoff standards, and customer-context transfer requirements, plus a handoff quality scorecard that feeds back into the program</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Build renewal, expansion, and adoption playbooks that connect Delivery success to revenue growth; partner with Delivery and CS on customer health and time-to-value</span></li> </ul> <p><strong>Strategy, Measurement & Alignment</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Set enablement strategy and OKRs tied directly to revenue outcomes; lead GTM launch readiness for new Air capabilities</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Report enablement impact in revenue language - win rate, ramp, attainment, content usage, NRR - not training activity</span></li> </ul> <p><strong>Qualifications</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">U.S. Citizenship is required</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Bachelor's degree from an accredited institution</span></li> </ul> <p><strong>Required Skills:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">10+ years of GTM enablement experience, including 5+ years leading enablement programs in B2B/B2G SaaS or enterprise software</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Built onboarding, ramp, and certification programs from scratch with measurable impact on time-to-first-deal and ramp time</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Hands-on experience rolling out and reinforcing a standard sales methodology (SPICED, MEDDPICC, Challenger, or equivalent) across a multi-role GTM organization</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Track record of building enablement that crosses the Sales-to-Delivery line - not just sales-side training</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Fluency with modern GTM tools spa