Sales Enablement

Job description

## About Glow Glow is on a mission to transform how enterprises proactively protect the modern endpoint with an agentic-first approach. Our platform gives security teams the visibility, context, and autonomous remediation they've never had before — across every endpoint, application, and AI tool in the environment. We move fast, we build things that matter, and we believe security should be a force multiplier for the business, not a bottleneck. Let's Glow. ## About the Role Glow is seeking a Sales Enablement hire to build the onboarding, training, and content infrastructure that helps our go-to-market team ramp faster and sell more effectively. You'll partner with Sales Leadership, Revenue Operations, and Solutions Engineering to turn what's working in the field into repeatable process — onboarding new AEs and SEs, equipping the team with the right content and messaging, and driving adoption of the tools and methodology that support the sales motion. This is Glow's first dedicated enablement hire. It's a high-ownership, build-it-yourself role for someone who wants to shape enablement from the ground up rather than run an existing playbook. ## What You'll Do … **Onboarding & Ramp** - Design and run onboarding for new AEs and SEs, from product and market fundamentals to deal execution - Build ramp plans and milestones to get new reps to productivity faster - Create certification checkpoints for new hires on product, pricing, and sales process - Partner with Sales Leadership on 30/60/90 ramp expectations **Content & Messaging** - Build and maintain the sales playbook: talk tracks, objection handling, competitive positioning - Keep pitch decks, one-pagers, and battlecards current as product and positioning evolve - Partner with Marketing to translate positioning into field-ready content - Maintain a single source of truth for sales content so reps aren't hunting across Drive/Slack/Notion **Sales Process & Methodology** - Reinforce a consistent sales methodology and qualification framework across the team - Drive adoption of Salesforce, Gong, and other GTM tools as part of the standard sales workflow - Identify skill and process gaps using call recordings, deal data, and rep feedback - Run ongoing training on new features, pricing changes, and process updates Coaching & Performance - Support frontline managers with coaching frameworks and call review practices - Analyze rep performance and Gong call data to identify coaching opportunities - Measure enablement impact: ramp time, win rates, quota attainment by cohort - Partner with Revenue Operations to connect enablement metrics to pipeline and conversion data **Cross-Functional Partnership** Work closely with: - Sales Leadership - Solutions Engineering - Marketing to make sure the field has what it needs to sell effectively. ## What You'll Need … - 3–6 years in Sales Enablement, Sales Training, Sales Operations, or a quota-carrying sales/SE role - Experience building onboarding programs and sales content from scratch, ideally at an early-stage company - Familiarity with a sales methodology or qualification framework (e.g., MEDDIC, MEDDPICC, Command of the Message) - Working knowledge of Salesforce and call intelligence tools (e.g., Gong) - Strong presentation and facilitation skills, comfortable leading live training sessions - Excellent written communication for playbooks, battlecards, and async content - Comfortable operating with limited existing infrastructure and building the function as you go - B2B SaaS or cybersecurity experience a plus - Startup experience ***At Glow, we believe our greatest strength is our people.** We're committed to building an inclusive workplace where every team member feels welcomed, respected, and empowered to do their best work. We know that diverse backgrounds, experiences, and perspectives make us stronger as a company and better partners to our customers.* *Glow is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an environment free from discrimination and harassment. We make all employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by applicable law.*