GTM Enablement Specialist

The GTM Enablement Specialist - Prospecting Acceleration Specialist is a high-impact, field-facing role focused on improving the productivity and performance of Zendesk’s regional Sales Development teams.

This role is designed for a proven prospecting expert who can partner closely with regional SDR/BDR leaders to identify performance gaps, optimize outbound execution, and accelerate pipeline and bookings generation per rep.

Whether you are a high-performing Zendesk BDR ready to expand your impact, or a seasoned sales development professional who thrives on turning insight into measurable results, this role offers the opportunity to shape how prospecting excellence scales across the organization.

In this role, you will own the strategy and execution of programs that improve prospecting effectiveness — from onboarding and ongoing skill development to messaging optimization and field coaching. You will be expected to build trust with the field, use data and AI-enabled tools to identify opportunities, and drive measurable improvements in SDR/BDR productivity and output. This is a high-visibility role with direct accountability for helping teams produce stronger pipeline outcomes.

Success in this role will be measured by improvements in prospecting productivity, pipeline output, conversion rates, ramp effectiveness, and the scalable use of AI to improve individual and team performance.

• Partner with regional SDR/BDR leaders to identify opportunities to improve rep productivity, pipeline generation, and bookings per head.
• Translate field performance data into practical action plans that improve execution across teams.
• Use AI-enabled tools to surface insights faster, identify patterns in prospecting behavior, and enable faster, better decisions.
• Track and report on the impact of prospecting programs and coaching interventions.

• Deliver in-person and virtual onboarding programs that help new BDRs ramp quickly and perform with confidence.
• Ensure new hires are equipped with the messaging, tools, behaviors, and habits needed to achieve productivity targets early.
• Leverage AI tools to streamline onboarding content development, personalize learning support, and scale ramp resources across the organization.

• Analyze prospecting data and collaborate with Sales Ops, Marketing, Enablement, and regional leaders to optimize cadences, messaging, talk tracks, and channel mix.
• Identify what is working across regions and scale those best practices to improve performance.
• Use AI to accelerate content iteration, improve analysis of sequence and message performance, and generate scalable prospecting resources.

• Work directly with SDR/BDR managers to diagnose skill gaps and coach reps on prospecting fundamentals, objection handling, qualification, and conversion.
• Reinforce high-impact behaviors through field coaching, call reviews, and tactical training.
• Use AI-powered tools to summarize call insights, identify coaching themes, and develop more efficient, targeted reinforcement.

• Serve as a trusted partner to regional leaders by understanding local performance trends, market conditions, and execution challenges.
• Adapt global programs to regional needs while maintaining consistency in core standards.
• Use AI-informed analysis to compare trends across regions and scale successful experiments more effectively.

• Work closely with Marketing, Enablement, Business Operations, and Product teams to ensure the SDR/BDR organization has the content, tools, and insights needed to improve results.
• Share voice-of-the-field feedback to influence programs, tooling, and messaging strategy.
• Help identify and pilot AI-enabled workflows that can improve efficiency and scale learning, coaching, and execution across the organization.

• 2 - 4+ years in Sales Development, preferably in a high-growth SaaS environment
• Experience as a high-performing BDR/SDR, ideally with demonstrated success in prospecting, pipeline creation, and conversion
• Familiarity with the realities of frontline sales development and the ability to coach from experience
• Motivated to train and enable others in sales development (experience is a plus but not mandatory)
• Deep understanding of outbound prospecting tactics and modern sales engagement tools such as Salesforce, Gong, Sales Nav, Outreach, Salesloft or ZoomInfo
• Strong analytical mindset with the ability to use data and AI-enabled tools to identify trends, diagnose issues, and measure impact
• AI fluency and curiosity; comfortable using AI-powered tools to improve personal productivity and to scale learning, coaching, and enablement resources for the broader team
• Excellent communication and facilitation skills, with the ability to influence both reps and leaders
• Strong cross-functional collaborator who thrives in a fast-moving, performance-driven environment
• Passion for building repeatable systems that improve productivity and help teams produce stronger pipeline outcomes
• Availability to work 2 days a week at the Lisbon office

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Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

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