lorikeet - Sales Enablement and Operations Lead

• Own onboarding and training for every new GTM and Forward Deployed hire. Design a ramp program that gets AEs, BDRs, and Forward Deployed team members confident in front of customers in weeks, not quarters • Build and maintain the sales playbook: ICP and personas, discovery frameworks, qualification criteria, objection handling, competitive positioning, and vertical-specific plays for fintech, healthtech, marketplaces, and delivery • Turn product launches and customer wins into enablement: talk tracks, demo flows, case studies, and battlecards reps actually use • Own the CRM as the source of truth: pipeline stages, required fields, deal hygiene, and the automations that keep it clean without nagging • Run the pipeline and forecasting cadence with sales leadership: weekly pipeline reviews, dashboards, and the metrics that tell us where deals stall and why • Manage the GTM tool stack (CRM, sequencing, call recording, enrichment, etc.) and decide what we add, cut, or build ourselves • Partner with our GTM Engineer to build AI-powered workflows with Claude Code: deal summaries, call insights, account research, automated CRM updates, rep coaching • Use call recordings and win/loss data to spot patterns, coach to them, and feed what you learn back into product and marketing • Support territory planning, quota setting, and comp plan mechanics as the team scales • YOU MIGHT BE A FIT IF YOU: • Understand what it takes to sell, whether from a sales role yourself or from working closely alongside reps in enablement or ops (ideally in B2B SaaS) • Have experience building an enablement program from the ground up • Are equally at home running a training session and building a pipeline report. You like both the people side and the systems side • Get genuinely annoyed by messy data and broken processes, and fix them rather than work around them • Can take a complex, technical product and make it simple for reps to explain (and for buyers to understand) • Are already using AI to automate parts of your work and want to go much further (bonus points if you've built something for yourself or your team) • Are comfortable owning things end-to-end without a playbook, because you'll be writing it • Earn trust with reps by making their lives easier, not by adding process for its own sake • Nice to have: experience selling into or enabling teams that sell to customer support / CX leaders, or into fintech, healthcare, or other regulated industries.