GTM Enablement Manager

Come and be yourself with us!
Being a Bobber means bringing your whole self to work - whether you're bubbly, shy, funny, bold, or something in between. We want you to feel confident to do your best work here.


About Us
HiBob is a fast-growing, global HR platform helping mid-sized businesses transform how they manage and engage with their workforce. Since 2015, we've supported over 3,000 companies worldwide, including Fulham FC, Airtasker, GoCardless, what3words and Fiverr. At HiBob, we pride ourselves on creating exceptional work experiences for our employees - who we affectionately call “Bobbers.”

About the TeamGTM Strategy & Enablement runs as one function with two lanes, sitting inside Product Marketing - close to where value narrative and positioning is born. Together this team exists to build seller excellence: turning GTM strategy into reps who execute with consistency, confidence, and commercial rigour across the customer journey. 


Role Summary
We are seeking an AI-Forward AE Enablement Manager to serve as the capability-building expert for our global New Business organisation. In this role, you will design, deliver, coach, and reinforce the programmes that improve opportunity progression, conversion performance, deal quality, forecast predictability, and sales cycle efficiency.

The purpose of this role is simple: to help AEs win more consistently by building smarter, faster, and more commercially effective sellers who position HiBob with confidence, reduce deal-stage stagnation, and improve conversion performance. You will act as both trainer and coach - helping Account Executives build the confidence, skills, and commercial judgement required to lead value-based customer conversations.

Core Responsibilities & Functional Ownership

A strong enablement rhythm already exists across the business and must continue uninterrupted. Alongside supporting critical business priorities, strategic initiatives, and field enablement needs, this role is responsible for continuously improving how Account Executives learn, execute, and win. The role is focused on four core pillars:

• Capability Development
• Sales Methodology & Execution Excellence
• Stakeholder Partnership & Programme Management
• AI-Powered Selling

Capability Development

• Design and deliver role-specific enablement programmes that improve conversion performance, deal quality, forecast accuracy, and sales cycle efficiency.
• Act as both trainer and coach, facilitating engaging learning experiences that develop practical selling capability and drive measurable behavioural change.
• Ensure learning is rooted in active opportunities, customer conversations, pipeline reviews, and real-world selling situations rather than hypothetical scenarios.
• Build confidence, commercial acumen, and customer-facing excellence across the AE organisation.
• Regularly participate in customer calls, deal reviews, forecast reviews, pipeline inspections, and leadership operating cadences to identify capability gaps, validate enablement priorities, and ensure programmes remain grounded in real customer conversations and active opportunities.

Success looks like:

• Capability gaps identified and prioritised
• Certification completion and pass rates
• Enablement programmes adopted and messaging used in real deals.

Sales Methodology & Execution Excellence

• Bring together the skills, methodologies, tools, customer insights, and value narratives required for AEs to successfully progress opportunities from discovery through close.
• Enable sellers to confidently articulate Why Change, Why HiBob, and Why Now across different buyer personas, industries, and customer situations.
• Develop capability across discovery, evaluation, stakeholder alignment, objection handling, commercial conversations, negotiation, and opportunity progression.
• Partner with Sales Leadership to operationalise and reinforce agreed sales methodologies, qualification frameworks, forecasting standards, and deal inspection practices.
• Build inspection, adoption, and reinforcement mechanisms that drive consistent execution of sales methodologies and identify opportunities for ongoing capability development.
• Partner with the Performance Coaching Manager to ensure methodology reinforcement, inspection, and coaching frameworks are embedded into the day-to-day operating rhythm of the sales organisation.

Success looks like:

• Methodology adoption increased
• Execution consistency improved
• Deal quality strengthened
• Customer-facing confidence and effectiveness

Stakeholder Partnership & Programme Management

• Own the AE enablement calendar, ensuring training, certifications, coaching sessions, methodology reinforcement, strategic initiatives, and campaign readiness activities are prioritised and delivered at the right time.
• Align enablement activities to business priorities, pipeline objectives, conversion goals, GTM initiatives, and identified capability gaps.
• Partner closely with Product Marketing, GTM Strategy, Revenue Operations, Sales Leadership, and regional stakeholders to deliver a cohesive enablement experience.
• Translate buyer insights, ICP evolution, industry trends, competitive positioning, and strategic initiatives into practical enablement programmes that support business outcomes.

Success looks like:

• Trusted stakeholder relationships built
• Business priorities supported
• Enablement impact demonstrated

AI-Powered Selling

• Drive adoption of AI-assisted selling workflows across the AE organisation.
• Train AEs on leveraging AI for account research, discovery preparation, stakeholder mapping, deal strategy, follow-up creation, and productivity improvement.
• Partner with GTM Strategy, AI Mind, and Product Marketing to embed AI skill packages and emerging ways of working into AE capability programmes.
• Ensure AI becomes an embedded part of how sellers operate, with adoption tied to measurable conversion, productivity, and forecast outcomes.

Success looks like:

• AI workflows adopted
• AI coaching maintained

How Overall Success Is Measured / Sales Performance Indicators

• Stage-to-stage conversion rates
• Qualified pipeline progression
• Reduced deal-stage stagnation
• Forecast hygiene and opportunity quality
• Win rate improvement
• Reduced sales cycle length

  
Key Partnerships
Success in this role depends on strong partnerships across the GTM organisation to ensure enablement priorities remain aligned to business objectives and commercial outcomes.

• Sales Leadership - capability priorities, performance improvement, and methodology adoption.
• Product Marketing & GTM Strategy - buyer insights, value narratives, strategic initiatives, and market priorities.
• Revenue Operations & Systems Teams - processes, reporting, methodologies, enablement systems, and AI workflows.
• Enablement & Coaching Teams - onboarding, capability development, manager coaching, and reinforcement.

Who You Are

• 8+ years of total experience across Sales, Sales Enablement, or other related GTM functions, including 3–5 years of dedicated experience in Sales Enablement, coaching, or capability development roles.
• Strong understanding of enterprise sales cycles, qualification, discovery, opportunity management, commercial conversations, negotiation, and forecasting.
• Experience delivering training, coaching, workshops, certifications, or capability-building programmes.
• Familiar with modern sales methodologies, AI-assisted workflows, and enablement technologies.
• Strong communicator, coach, and collaborator with the ability to influence stakeholders across multiple regions and functions.
• Passionate about developing people, improving performance, and helping sellers achieve commercial success.

Join Our Village

HiBob is a village filled with incredible people, and we’re proud of that. It’s a place where Bobbers can truly be themselves. We’re about fun, dreams, and ambition just as much as we’re about precision, growth, and high performance.

Becoming a Bobber means joining a company that values you as a whole person. You’ll receive competitive compensation, benefits, and pre-IPO equity - alongside all of this:

• Cash allowance for health insurance
• Annual vision allowance
• 25 days annual leave
• Annual UnMind subscription and wellness benefits
• Travel support (cycle scheme and season ticket loans)
• Hybrid working from day 1
• Work from home allowance - to get your home office set up!
• Temporary remote work from anywhere in the world for up to 2 months (after 6 months of employment)
• Bob balance days - Enjoy a company-wide long weekend at the beginning of each quarter
• 2 Social Impact days per year for volunteering
• Awesome employee referral program- $2,500 for each successful referral with an additional ambassador programme
• Pension scheme auto-enrolment from day 1
• Fun company and team social events (locally and virtually with our global teams)
• We love birthdays - take the day off and receive a special gift

If this sounds like something you’ve been looking for, we’d love to have you. Come on, join our village!


Belonging at HiBob

Our success depends on our people, and we want HiBob to be a workplace where everyone feels a sense of belonging and can thrive. We're committed to being proactive at all levels so that our workforce reflects the communities in which we live, work, and hire.

We are open to all talent. All qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colour, national origin, religion, gender, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other protected class.

Please contact us at [email protected] if you'd like to discuss any adjustments to our process. We want you to bring the best of you.