GTM Enablement Manager

Company Overview

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.

Apollo.io is an AI-native company.

Position Overview

We are looking for a GTM Enablement Manager to support our Sales AEs and AMs by building scalable, high-impact enablement programs that drive outbound sales and upsell success. This role will be responsible for developing playbooks, onboarding frameworks, ongoing training programs, and performance measurement strategies to ensure these teams achieve revenue targets.

The ideal candidate is a hands-on enablement professional with experience in outbound sales and expansion strategies with existing customers, capable of designing and executing training initiatives that drive measurable business outcomes.

Responsibilities

• Develop Playbooks & Sales Systems: Build and implement comprehensive playbooks that cover process, talk tracks, systems, and best practices to enable Account Managers and Sales to achieve.
• Design & Facilitate Training Programs: Develop and facilitate new hire onboarding bootcamps, call review scorecards, and ongoing enablement programs to ensure continuous learning and skill development.
• Sales Coaching & Performance Optimization: Partner with Sales Managers to coach and upskill their teams, leveraging call listening sessions and data-driven insights to refine messaging and execution.
• Program Execution & Measurement: Launch and track the success of enablement programs, ensuring initiatives are aligned with business objectives and optimized based on performance metrics and OKRs.
• Cross-Functional Collaboration: Work closely with Sales Leadership, RevOps, Sales Operations, and Product Marketing to align enablement programs with business needs and go-to-market strategies.
• Drive Adoption of Sales Tools: Ensure teams effectively utilize key enablement tools such as Outreach, Gong, Salesforce, and our Apollo.io platform to optimize outbound and upsell motions.
• Leadership Enablement: Possess nice-to-have knowledge of leadership enablement programs and methodologies to support GTM revenue and customer support teams.

Requirements

• Experience: 5+ years of experience in Sales Enablement, Outbound Sales, Account Management, or Sales Coaching with a proven track record of driving revenue impact.
• Sales Strategy Expertise: Deep understanding of outbound sales strategies, expansion playbooks, and upsell motions within high-growth environments.
• Sales Methodologies: Familiarity with sales methodologies (e.g., Challenger, Sandler, Command of the Message, MEDDIC).
• Data-Driven Approach: Strong data-driven mindset, with experience measuring enablement impact through performance metrics and KPIs. Experience translating data into actionable enablement programs.
• Enablement Tools Proficiency: Mid to high-level proficiency in enablement tools such as LMS, Gong, Outreach, Salesforce, and preferably Apollo.io.
• PLG Understanding: Experience working in or understanding Product-Led Growth (PLG) environments is a plus.
• Soft Skills: High emotional intelligence (EQ), resilience, and a scrappy, self-motivated approach to tackling new challenges. Exceptional facilitation and content creation skills, with the ability to deliver engaging and effective training programs.