GTM Change Enablement Senior Principal

Role Overview

The role involves leading change enablement for the GTM transformation program, defining the overall approach, sequencing, and readiness plan that aligns with the program’s milestones and business outcomes. The candidate will serve as a senior spokesperson and trusted advisor for change enablement to GTM leadership and Business Technology stakeholders, building formal networks with key decision makers to secure sponsorship and alignment.

What You Will Do

The candidate will exercise wide latitude in shaping objectives and approach for critical, often ambiguous GTM systems initiatives, determining the right methodology, sequencing, and engagement model rather than following a predefined playbook. They will define persona-based enablement campaigns tailored to distinct GTM audiences, champion the responsible use of AI in the enablement approach and GTM systems, and create high-quality, consumable enablement materials.

Why It Might Be a Fit

The candidate will have a track record of enabling complex GTM or CRM systems change, a sharp instinct for what will and won’t land with sales and customer-facing teams, and a strong point of view on how AI is transforming GTM workflows. They will have experience defining and leading enablement strategy for critical, ambiguous initiatives with wide latitude over approach and objectives.

Requirements

• 12+ years of experience in change management, GTM/CRM systems enablement, IT communications, or a related field
• Direct exposure to enablement for GTM systems (e.g., Salesforce/CRM, CPQ, quote-to-cash, or related GTM platform tooling)
• Demonstrated experience defining and leading enablement strategy for critical, ambiguous initiatives with wide latitude over approach and objectives
• Experience leveraging, or critically evaluating the use of, AI tools and technologies in work processes, decision-making, or problem-solving
• Expert-level knowledge of change management principles and methodologies
• Strong understanding of GTM functions (Sales, Customer Success, Marketing, RevOps) and how systems and process change affects their daily work
• Proven ability to build formal relationships with key decision makers and serve as a credible spokesperson for change enablement at senior and executive levels
• Experience designing persona-based enablement campaigns and curating success stories across varied audiences
• Excellent written and verbal communication skills, with the ability to translate complex GTM systems and process changes into clear, audience-specific messaging
• Comfort working with generative AI tools for content creation, drafting, and analysis, paired with sound judgment about when human review and nuance are essential
• Experience defining and tracking adoption or business-outcome metrics tied to revenue or GTM productivity
• Ability to operate with significant autonomy on high-visibility, ambiguous initiatives in a global organization

Benefits

• Annual refresh stock grants
• Workday Bonus Plan or a role-specific commission/bonus
• Comprehensive benefits package

Tagged as: Change Management