Director, GTM Sales Enablement

Job description

The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community. The Role AspenTech is shifting Sales Enablement from content production to go-to-market readiness and technology-enabled selling. As Director, GTM Sales Enablement, you will own how product strategy becomes sales execution and raise seller productivity through modern tools and AI. You will set the GTM enablement agenda with Product Marketing, Product Management, and Sales leadership. The role is global in scope. This leader will own the operating model for launch readiness, sales plays, and field adoption of the sales stack and AI. We want a leader who is hands-on enough with the technology to set direction and quality, not just sponsor the work from a distance. Your Impact Responsibilities Own the GTM enablement strategy and priorities with Sales Enablement leaders, Sales and Solution Consulting leadership, Product Marketing, and Product Management. Define the standard for launch readiness and sales plays: what good looks like, who owns what, and how the field is prepared for new offers and messaging. Translate product and offer strategy into a coherent field system of plays, talk tracks, competitive guidance, and short enablement paths, and hold the organization accountable for using them. Align Sales, Solution Constants, Services, and partner messaging so the field tells one consistent GTM story. Lead the technology and AI productivity agenda for Sales Enablement: identify high-value use cases, design workflows, drive adoption across the sales stack, and retire work that doesn’t change seller behavior. Build the Enablement team’s capability to produce content and programs with AI and existing platforms. Lead field change management and measure adoption, time saved, productivity, and deal outcomes. Direct complex, cross-functional GTM and technology initiatives, sequencing work and making trade-offs when capacity is tight. How Success is Measured Launch readiness: percentage of the field certified or ready by launch date. Adoption of plays and the sales stack, including AI tools, by region. Seller time saved and ramp time for new hires. Impact on pipeline conversion, win rate, or deal velocity. Direct complex, cross-functional GTM and technology initiatives, sequencing work and making trade-offs when capacity is tight. What You'll Need Qualifications 10+ years in Sales, Sales Enablement, GTM, Product Marketing, or a related role, including Director or senior manager-to-Director level. Front-line sales or sales-adjacent experience, with a clear understanding of how enterprise deals are worked. Track record of setting direction with Product Marketing, Product Management, and Sales leadership on launches, plays, and field readiness. Hands-on expertise with modern AI tools and the sales technology stack. You can design, coach, and quality-check use cases, not just describe them. Working knowledge of CRM, sales engagement, and content platforms. Proven record of leading change and driving adoption across regions and functions, beyond delivering programs. Strong facilitation and communication skills with senior audiences, in person and virtual. Ability to make priority calls and manage complex cross-functional work with a high degree of independence. Willingness to travel 25%, including to SKOs and key Sales/GTM meetings. Bachelor’s degree. Preferred qualifications Salesforce and Seismic experience. Solution Selling and/or Sprint Selling knowledge. Experience in industrial software or complex enterprise sales. #LI-BC1