Senior GTM Strategy & Enablement Manager

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Location:
San Francisco, CA. This role is based 2 days per week out of our San Francisco, HQ and is not eligible for full-time remote work.

Role Details
Location:
San Francisco, CA. This role is based 2 days per week out of our San Francisco, HQ and is not eligible for full-time remote work.
Compensation
The annual salary range for this role is 162,000-180,000 in addition to equity & benefits.
The range displayed on this job posting reflects the minimum and maximum compensation. Factors including location, level, job-related knowledge, skills, and experience will determine compensation.
About Gem
Gem is the only AI-first all-in-one recruiting platform. Over 1,000 industry leaders including Anthropic, Reddit, Figma, Zillow, Robinhood, and Doordash trust Gem to fuel their growth and recognize Gem as one of the highest-satisfaction products on G2 with a 4.8/5.0 rating. The company has raised $148M from renown investors including Accel, Greylock, ICONIQ, Sapphire, and Meritech.
With Gem, You Can Experience The Power Of a Truly Connected Recruiting Platform — One Consistent Interface, Unified Data, Smarter AI Recommendations, And Simplified Permissions. Our Customers Achieve Remarkable Results

• Cut costs through consolidation: Replace your scattered recruiting tools with one AI-powered platform for ATS, CRM, sourcing, scheduling, and analytics. Reduce spend on expensive sources of talent and eliminate redundant point solutions.
• Maximize recruiter productivity: Get up to 5x efficiency gains with AI built into every workflow — from sourcing talent and reviewing applications to scheduling interviews and managing candidates. With all products working better together, recruiters spend less time switching systems and more time building relationships.
• Unlock data-driven recruiting: Get access to analytics across the recruiting funnel without complex BI tools. From pipeline metrics to hiring forecasts, Gem helps you make data-driven decisions and demonstrate impact.
• Use AI that actually works: Get better results from AI that learns from all your recruiting data. With insight into every candidate touchpoint and interaction, Gem AI makes smarter decisions about who to engage and how.
• Work with software built for recruiters: Use a platform designed around how recruiters actually work, not a collection of technical features. Quick implementation, intuitive workflows, and clear analytics make Gem the solution teams actually use and trust.
  

Just As We Strive To Help Our Customers Find Great Talent, We Also Invest In Our Own People And Culture. We Are Proud Of The Culture We’ve Built And Have Recently Been Recognized As

• Forbes America's Best Startup Employers 2024
• Great Place to Work Certified, 2024 - And we landed at number #13!
• Fortune Best Workplaces for Millennials, 2023
  

The company has raised $148M in funding from Accel, Greylock, ICONIQ, and more.
The Team & Role
We're looking for a Senior GTM Strategy & Enablement Manager who thrives on transforming how teams sell, support, and succeed. You'll be the architect of our go-to-market excellence, designing and implementing the playbooks, processes, and programs that turn new hires into top performers and good reps into great ones.
This isn't your typical "training and content" enablement role. You'll be the GTM quarterback, partnering with Product, Product Marketing, RevOps, and frontline teams to ensure every rep can confidently execute our consolidation narrative and navigate our rapidly evolving product suite. With weekly feature releases and an expanding AI-first platform, you'll bridge the critical gap between what Product builds and what GTM teams can confidently demo, position, and support. You get energized by the challenge of making complex products simple to sell, scattered knowledge systematic, and technical capabilities accessible to every customer-facing team member.
Role
If you've ever been frustrated by outdated enablement materials, generic onboarding programs, or watching great features die in demos because reps don't understand them – this role is your chance to fix it. You'll own both strategic enablement (playbooks, processes, performance) AND product enablement (demos, positioning, technical confidence). You'll have the autonomy to:

• Reimagine how a 50-person GTM org operates
• The strategic influence to drive real change
• The satisfaction of directly impacting win rates, ramp times, and revenue growth
  

What You’ll Do Day-to-Day
Transform new hire onboarding from basic to best-in-class

• Design role-specific onboarding paths that cut ramp time by 30%+ for AEs, AMs, and CSMs across SMB, MM, and ENT segments
• Build the TA industry knowledge foundation that helps reps from outside recruiting tech contribute value from day one
• Partner with RevOps to establish ramp benchmarks and track progress with data, not just gut feel
  

Build the playbook library that actually gets used

• Extract tribal knowledge from top performers and codify it into searchable, actionable playbooks ("in situation X, do Y")
• Map the entire customer journey with CS managers and document exactly how to handle common challenges at each stage
• Create the "Wikipedia of winning" that reps actually reference during live calls, not just during training
  

Drive content strategy that moves the needle

• Audit and revolutionize our Highspot instance – sunset the outdated, organize the valuable, and make finding answers intuitive
• Lead a cross-functional content committee to ensure messaging stays fresh and aligned with market reality
• Measure what matters: content usage, impact on deal velocity, and actual behavior change
• Segment training needs by role and segment – because SMB objection handling differs vastly from Enterprise discovery
  

Own product enablement excellence in a high-velocity environment

• Partner with Product and Product Marketing to develop talk tracks and objection handling for weekly feature releases that reps can actually remember and use
• Partner with PMM and Technical Support to ensure every launch has enablement materials ready before the #newfeatures Slack post
• Implement micro-certifications that verify reps can demo new features, not just click through a deck
  

Win against the competition

• Partner with Product Marketing to translate competitive intelligence into actionable battle cards and talk tracks
• Enable teams on positioning for key competitors and emerging players
• Create "trap-setting" questions and objection handling for common competitive scenarios
• Maintain a dynamic competitive resource center that reps actually reference during deals
  

About You
You bring the strategic mindset we need:

• 5+ years of experience with at least 3 years in enablement, GTM strategy, or customer-facing roles
• Proven track record of designing and implementing enablement programs that measurably improve win rates and reduce ramp time
• Experience as a seller, CSM, or in strategic GTM roles – you've walked in the shoes of the teams you'll support
• Data-driven approach to enablement with experience tracking ROI and presenting impact to leadership
  

You Have The Technical And Product Acumen To Succeed

• Comfortable learning complex B2B SaaS products and translating technical features into customer value
• Experience with enablement platforms (Highspot, Workramp, Glean etc.) and CRM/sales tools (Salesforce, Gong, etc.)
• Ability to partner with Product and Engineering teams to stay ahead of the release cycle
• Strong understanding of MEDDPICC or similar enterprise sales methodologies
  

You excel at the "how" as much as the "what":

• Exceptional ability to synthesize complex information into simple, actionable guidance
• Natural teacher who can design curricula that maximize learning and retention, not just information transfer
• Cross-functional leadership skills – you can influence without authority and align diverse stakeholders
• Strategic thinker who also rolls up sleeves to execute when needed
  

Bonus Points If You Have

• Experience in recruiting tech, HR tech, or talent acquisition industry
• Background in product marketing, management consulting, customer success, solutions consulting, or as Chief of Staff to sales leadership
• Track record of building enablement from scratch or transforming underperforming programs
• Experience managing enablement through rapid growth phases (Series B to D)
  

Benefits

• Highly competitive salary & equity
• 10-year window to exercise your stock options
• Supportive Flexible Time Off program
• 16 paid holidays, including regular company-wide wellness days
• Best-in-class medical, dental & vision insurance
• $1,200 annual stipend for learning and development opportunities
• 16 weeks of Paid Parental Leave for birthing and non-birthing parents
• New Parent Perks totaling $1,500 and flexibility upon return to work
  

Gem is an equal opportunity employer. We celebrate our inclusive work environment and encourage folks of all backgrounds and perspectives to apply. At Gem, we’re committed to having an inclusive and transparent environment where every voice is heard and acknowledged. We embrace our differences, and know that our diverse team is a strength that drives our success.
Gem is committed to developing a barrier-free recruitment process and work environment. If you require any accommodation, please email us at we’ll work with you to meet your accessibility needs.
Gem’s Candidate Privacy Notice
By clicking “Submit Application”, you acknowledge and agree that you have read and understand Gem’s Candidate Privacy Statement, including the information provided on how Gem processes your personal data and your related rights as set forth therein.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Marketing Services

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