Sales Enablement Manager, Go-to-Market

Job description

**About Virtualitics** Virtualitics is the category leader in AI-native readiness applications for defense, government, and critical infrastructure. Founded on a decade of Caltech research in partnership with NASA/JPL, we are led by scientists, strategists, and servicemembers united by a single mission: to solve the world’s most complex, mission-critical challenges with AI. Our Readiness AI solutions deliver operational certainty — giving leaders and operators a clear picture of what’s ready, what’s at risk, and what to do next. By identifying risks early, diagnosing root causes, and recommending prioritized actions with transparent, explainable AI, we help organizations move from data complexity to decision advantage. Behind that impact is relentless innovation. Inventors at heart, we hold 15+ U.S. patents and are leading the shift toward agent-driven readiness. But what truly sets us apart is our culture — relentless about results, grounded in transparency, and driven by compassion for the mission and the people it serves. If you’re motivated by impact, inspired by technical depth, and ready to build AI that performs where it matters most — you’ll find your mission here. ## **About the role** Virtualitics is a fast-growing defense-tech company scaling its go-to-market organization rapidly — from a small founding team of account executives to a full revenue org over the next year. We are looking for a hands-on Sales Enablement Manager to **build our enablement function from the ground up**: someone who can move us beyond ad-hoc training to a repeatable, foundational program that shortens ramp time, drives consistency, and equips every seller to win in a complex, long-cycle defense market. This is a builder’s role, not a delegator’s. You’ll design the strategy *and* do the work — writing the playbook, running the boot camp, and sitting in on coaching calls. You’ll partner closely with sales leaders, product, and other parts of the company to define what “good” looks like and make it stick across the team. Candidates must be legally authorized to work in the United States without company sponsorship now or in the future, and must be eligible to obtain and maintain a U.S. government security clearance if required. ### What you’ll own — the three pillars ### **1. Enablement & onboarding** - Own the enablement lifecycle for the GTM org: onboarding, continuous development, and product/tool training that reduces ramp time and lifts productivity. - Build onboarding as the foundation, structured around the **customer journey** rather than by department, so new sellers learn the full motion instead of siloed pieces. - Blend delivery formats: bite-sized, on-demand digital training for the basics, reinforced by practical, in-person boot camps once sellers have real reps under their belt (roughly a month in the field). - Design and run our first GTM sales boot camp (targeted for November) and evolve it into a recurring program. ### **2. Execution — sales plays & playbooks** - Partner with leadership to design, roll out, and drive **structured sales plays and playbooks** standardized for our defense-tech motion and longer sales cycles. - Keep teams focused and disciplined around targeted campaigns instead of shifting priorities; help define and reinforce what a well-run deal looks like. - Run ongoing coaching calls and field reinforcement so playbooks are lived, not shelved. - Filter and **translate** updates from product, marketing, contracting, finance, and legal into clear field-facing messaging that spells out the value for sellers. ### **3. Systems & programs (LMS)** - Support the administration of a learning management system a learning management system (LMS) to reinforce training, track completion, and sustain retention across the revenue org. - Manage multiple cross-functional programs at once — coordinating SMEs, external agencies/contractors for specialized course design, and internal sales leaders. - Measure what matters (ramp time, participation, playbook adoption) and iterate quickly. ### What we’re looking for - **4–7 years** in sales enablement, sales operations, or GTM program management in high-growth technology environments — ideally having built or meaningfully scaled a function from the ground up. - **A doer, not a detached strategist.** You want to see your programs land — from the first training session to the lightbulb moment in a rep to deals closing on the floor. - **Generalist range.** Comfortable owning everything from program design and content creation to the operational and administrative execution that makes it real. - **Strong communicator.** Able to translate complex product and strategy into clear, actionable training and playbooks. - **Relationship-driven.** Skilled at earning sales-leader buy-in — you know adoption of mandatory training rides on leadership backing, not enablement mandates alone. - **High energy and resilience.** Patience and interpersonal savvy to support fast-moving sales teams through rapid growth and change. ### Nice to have - Experience selling into or enabling for the **defense / public sector** and its longer, more complex sales cycles. - Hands-on LMS administration and a track record standing up enablement tooling at an early-stage company. - AI company experience - 0-to-1 startup experience — thrives with ambiguity and little existing infrastructure. ### Why this role You’ll define how a high-growth defense-tech company sells — setting the standard for every seller who joins as we scale. Your first flagship project, the November boot camp, ships within your first weeks, and you’ll own the enablement engine from there.