What are the responsibilities and job description for the GTM Enablement Manager position at Ivo?
ivo.ai is a leading legal technology company transforming how legal teams review, negotiate, and manage contracts. Our AI-native platform accelerates contract workflows for in-house legal, procurement, and sales teams at some of the world's most innovative companies. We move fast, ship often, and are obsessed with turning complex legal processes into competitive advantages for our customers.
As we scale our go-to-market motion, we're building a world-class enablement function to ensure every revenue-facing team member can execute with precision, confidence, and consistency.
The Role
We are looking for a GTM Enablement Manager to design, build, and run the systems, content, and programs that make our Sales, Customer Success, and SDR teams exceptional. This is a high-impact, high-visibility role at the intersection of strategy and execution. You will own the full enablement lifecycle — from new hire onboarding to ongoing skills development — and ensure our GTM teams are fluent in our sales methodology, our product, and our buyer.
You will work closely with Sales Leadership, Revenue Operations, Product Marketing, Legal Engineering and Customer Success to drive measurable improvements in ramp time, win rates, pipeline health, and quota attainment.
What You'll Do
Sales Methodology & Skills Development
What You'll Bring
As we scale our go-to-market motion, we're building a world-class enablement function to ensure every revenue-facing team member can execute with precision, confidence, and consistency.
The Role
We are looking for a GTM Enablement Manager to design, build, and run the systems, content, and programs that make our Sales, Customer Success, and SDR teams exceptional. This is a high-impact, high-visibility role at the intersection of strategy and execution. You will own the full enablement lifecycle — from new hire onboarding to ongoing skills development — and ensure our GTM teams are fluent in our sales methodology, our product, and our buyer.
You will work closely with Sales Leadership, Revenue Operations, Product Marketing, Legal Engineering and Customer Success to drive measurable improvements in ramp time, win rates, pipeline health, and quota attainment.
What You'll Do
Sales Methodology & Skills Development
- Own and operationalize our sales methodology (MEDDIC/MEDDPICC, Challenger, SPIN, or equivalent) across all GTM roles, ensuring consistent adoption and measurable behavior change.
- Design and deliver methodology reinforcement programs including certifications, deal reviews, and coaching frameworks for AEs, SDRs, AMs and CSMs.
- Partner with Sales leadership to run structured call review and feedback cycles using Gong, translating insights into targeted coaching interventions.
- Build role-based competency frameworks and playbooks aligned to each stage of the ivo.ai sales motion.
- Develop, curate, and maintain a robust library of sales plays, competitive battle cards, objection-handling guides, ROI tools, and persona-specific messaging on our enablement platform.
- Manage the full content lifecycle across enablement tools (Letter AI, Highspot, or Seismic), ensuring materials are current, discoverable, and mapped to pipeline stage.
- Collaborate with Product Marketing to translate product launches and positioning updates into field-ready assets and just-in-time training.
- Design and own a structured, role-specific onboarding program with clear milestones, assessments, and 30/60/90-day ramp plans.
- Build and manage a continuous learning curriculum including live workshops, async e-learning, and skills certification tracks.
- Champion a culture of learning, feedback, and skills mastery across the revenue organization.
- Define and track enablement KPIs including ramp time, content utilization, methodology adoption scores, win/loss trends, and quota attainment correlation.
- Use Gong analytics and CRM data to identify skill gaps, coaching opportunities, and program effectiveness.
- Present regular enablement impact reports to GTM leadership with data-driven recommendations.
What You'll Bring
- 5 years of experience in Sales Enablement, GTM Enablement, or Revenue Enablement in a B2B SaaS environment; legal tech or highly regulated industry experience a strong plus.
- Demonstrated success building and scaling enablement programs at a growth-stage company (Series B–D preferred).
- Prior experience in a quota-carrying sales role (AE, SDR, or similar) is a meaningful plus.
- Deep, hands-on expertise in one or more formal sales methodologies — MEDDIC/MEDDPICC, Challenger Sale, SPIN Selling, or Command of the Message — with a proven track record of driving org-wide adoption.
- Ability to coach reps and managers on methodology application in live deals, not just classroom settings.
- Experience designing methodology-aligned certification programs and deal inspection frameworks.
- Gong — proficient in conversation intelligence analysis, scorecard creation, deal risk identification, and coaching workflow design. Ability to build call libraries and coaching tracks aligned to methodology.
- Enablement Platform — hands-on admin-level experience with at least one of: Letter AI, Highspot, or Seismic. Ability to architect content taxonomies, manage governance workflows, and measure content effectiveness.
- CRM (Salesforce preferred) — comfortable pulling pipeline and activity data to inform enablement priorities.
- Familiarity with additional GTM tools such as Outreach, Salesloft, ZoomInfo, or similar is a plus.
- Exceptional communication and facilitation skills — you can command a room of skeptical AEs or present to a CRO with equal confidence.
- Strong project management instincts with the ability to run multiple programs simultaneously without sacrificing quality.
- Data-driven mindset: you measure what matters and can connect enablement activity to revenue outcomes.
- Collaborative by default — you know enablement only works when it's built with the field, not imposed on it.
- Intellectual curiosity about AI, contract lifecycle management, and the legal technology landscape.
- Experience enabling teams to sell to legal, procurement, or finance buyers.
- Familiarity with contract review, CLM, or legal workflow concepts.
- Experience with instructional design or adult learning principles (ATD, Kirkpatrick model).
- Certifications in Force Management, Challenger, or similar methodology programs.
- Competitive salary and meaningful equity in a high-growth legal AI company.
- Fully remote, async-first culture with optional in-person team offsites.
- Comprehensive health, dental, and vision coverage.
- Generous PTO and flexible working hours.
- Annual learning & development stipend — including sales methodology certifications.
- The opportunity to build a world-class enablement function from the ground up at a category-defining company.