GTM Enablement Lead

Job description

**About Iru** Iru is the AI-powered security & IT platform used by the world’s fastest-growing companies to secure their users, apps, and devices. Built for the AI era, Iru unifies identity & access, endpoint security & management, and compliance automation—collapsing the stack and giving IT & security time and control back. Iru is backed by some of the smartest investors in tech—General Catalyst, Tiger Global, Felicis, Greycroft, and First Round Capital. In July 2024, Iru raised $100 million from General Catalyst, valuing the company at $850 million. Customers include Cursor, Vercel, Lovable, Replit, and Mercor, and Iru partners with industry leaders such as ServiceNow and AWS. Iru was named to Forbes’ America’s Best Startup Employers 2025 list for employee engagement and satisfaction. ### The Opportunity: We're hiring a GTM Enablement Lead to help Iru's revenue organization ramp faster, sell better, and keep getting stronger. You'll lead the design and delivery of enablement across all GTM teams, including Sales, Sales Development, Customer Success, and Solutions Engineering, making sure our AEs, SDRs, CSMs, SEs, and their managers have the skills, knowledge, and tools to perform at their best. You'll report to our GTM Strategy & Analytics leader and partner closely with them to set enablement priorities and tie the work to what's actually moving the business. You'll start with one direct report, our GTM Enablement Manager, and partner with teams across the company to get enablement built and delivered. This is a hands-on, doer's role first: you lead the work and build much of it yourself, not just direct it, with room to grow your scope as the function does. You'll work cross-functionally with GTM leadership, Product Marketing, Product, and R&D to find skill and knowledge gaps, design targeted programs, and deliver enablement at high velocity. We're looking for someone on the leading edge of what's possible with AI-powered enablement, someone who treats tools like Gong, conversation intelligence, and LLM-based coaching not as nice-to-haves but as the foundation of a modern enablement function. If you're a builder who thrives on rolling up your sleeves, moving fast, and proving that a sharp, well-tooled enablement function can punch well above its weight, we'd love to talk. ### What You'll Do: - Lead the design and delivery of enablement across Iru's GTM org, partnering with Sales, Sales Development, Customer Success, and Solutions Engineering leadership, among others - Build strong onboarding and ramp programs for every GTM persona, not just AEs, so SDRs, CSMs, and SEs each have a structured, role-based, measurable path to full productivity - Stand up continuing education that keeps the field current on product, pricing, competitors, and motion changes, and that goes beyond product training to make reps better at the craft of selling: discovery, messaging, objection handling, negotiation, and methodology - Design and deliver high-velocity programs that identify performance gaps, build targeted curriculum, and measure impact on leading indicators like ramp time, quota attainment, win rate, and deal velocity - Leverage AI-powered tools and automation (Gong, conversation intelligence, LLM-based coaching) as core delivery mechanisms to scale enablement reach and effectiveness - Build systems that detect skill and knowledge gaps across the revenue org, diagnose root causes, and deliver the right intervention through the right channel - Partner with and orchestrate subject-matter experts across Product Marketing, R&D, and GTM leadership to deliver product and domain training, scaling through the company's experts rather than producing every session yourself - Lead new product launch readiness across GTM, partnering closely with R&D and Product so every customer-facing team can sell, demo, position, and support new capabilities from day one - Equip front-line reps and their managers alike, giving managers the data views, scorecards, and coaching frameworks to reinforce enablement after the session ends - Work closely with our GTM Enablement Manager to deliver programs at quality and pace, and set the standard for the team's work - Establish enablement measurement and reporting, connecting training inputs to business outcomes and communicating impact to GTM leadership - Extend enablement into Iru's growing MSP and partner motion, equipping partners and the teams who support them to ramp and sell effectively ### What You'll Bring: - 4 to 7+ years of experience in sales enablement, revenue enablement, or a related function at a high-growth B2B SaaS company - A builder mentality. You've created programs, content, and systems from scratch, not just managed existing ones - Willingness to roll up your sleeves. You're comfortable operating as a hands-on individual contributor and producing high-quality output at high velocity - Hands-on experience with AI-powered enablement and coaching tools (Gong, conversation intelligence platforms, LLM-based coaching, or similar) - Strong systems thinking. You see enablement as a closed loop (detect, diagnose, build, deliver, measure) and can architect workflows that run with minimal manual intervention - Experience enabling more than one GTM persona (AEs, SDRs, CSMs, SEs) across different segments and selling motions - Strong project management. You can run multiple initiatives at once, keep cross-functional partners aligned, and deliver on time - Excellent stakeholder management. You can drive alignment across GTM, R&D, Product, and Marketing without needing positional authority - Experience guiding or mentoring others, whether or not you've carried direct reports - Strong written and verbal communication. You can build a compelling training module, facilitate a live session, and present to leadership with equal confidence - Comfort with ambiguity and speed. You thrive in environments where the playbook doesn't exist yet and iteration beats perfection - Familiarity with modern GTM tech stacks (CRM, sales engagement, conversation intelligence, content management) and how they connect to enablement delivery - Experience with Winning by Design and/or SPICED methodology is a plus - Exposure to partner, MSP, or channel enablement is a plus