GTM Value Enablement Manager – Discovery

Job Description
About Us
HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we've achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 3000 midsize and multinational companies.
Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively.
Come and be you with us
Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that's bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we're waiting with open arms. Come join us.
About You
This role is about owning how HiBob shows up in the earliest, most critical moments of a buyer's journey. As the GTM value enablement manager for discovery, you are responsible for how our commercial teams move from interest to meaningful opportunity .
That means shaping not only outbound and qualification, but the quality of the first real conversations that happen after a prospect is engaged - the conversations that determine whether a deal deserves to move into evaluation.
You are a strategic, hands-on partner to BDRs, AEs, AMs and their leaders. You spend time with the field, listen to calls, join live sessions, support QBRs and work directly with managers to raise the standard of discovery execution across regions and segments.
This is not a behind-the-scenes enablement role - your impact shows up in conversations, pipeline quality and deal momentum. You own how teams apply ICP, buyer and segment insights in real customer interactions.
You help sellers move beyond surface-level qualification into confident, value-led discovery that uncovers real business context, stakeholder priorities and reasons to change.
Why this role is exciting
Discovery is where deals are won or quietly lost.
In this role, you have the opportunity to shape how HiBob is understood at first contact, influence which opportunities move forward, and raise the confidence and capability of commercial teams at scale. You will have visibility, ownership and impact - and you will see the results of your work directly in stronger conversations, better-qualified pipeline and smoother progression into evaluation.
Why join now
This is an opportunity to shape how HiBob shows up in the market at the most critical moment - the first conversation. You'll have real ownership, strong executive support and the chance to make a visible impact on pipeline quality, conversion and sales confidence as the business scales.
Job Requirements
Skills and experience

• 5-6 years' experience in sales enablement, BDR leadership, early-funnel sales or a similar GTM role.
• Background supporting global sales teams, ideally in SaaS or high-growth environments.
• Strong understanding of prospecting and discovery motions across BDR, AAE, AE and AM roles.
• Skilled facilitator able to deliver engaging training across levels and regions.
• Ability to translate GTM strategy, ICP and persona insights into practical, role-ready programmes.
• Confident in analysing sales data and converting insights into coaching and programme improvements.
• Strong communication, organisation and cross-functional collaboration skills.

Job Responsibilities
What you will you manage in value management
You will have clear ownership for discovery-stage value enablement, including:

• How customer facing teams use value led messaging to drive stronger pipeline through prospecting
• How early-stage value conversations are structured, delivered and reinforced across the business.
• The transition from qualification into strong discovery conversations that progress opportunities into evaluation.
• Training teams to uncover business pain, strategic priorities and decision context - not just requirements.
• Enabling sellers to connect buyer challenges to HiBob's value in a way that feels relevant, credible and consultative.
• Coaching BDRs, AEs and AMs through live sessions, call reviews, role plays, deal clinics and QBRs.
• Partnering with sales and BDR leadership to define what "great discovery" looks like by segment and role.
• Embedding discovery standards into onboarding and ongoing field readiness.
• Using AI call analysis and working with RevOps and the AI team to embed value-led discovery guidance into the AI coach and supporting workflows.
• Using call insights, pipeline data and conversion patterns to continuously improve discovery execution.
• Acting as the discovery voice within the broader GTM value enablement team, shaping how early-stage needs are addressed globally.

What you will NOT be responsible for
This role is intentionally focused on value execution, not operational mechanics. You will not need to own:

• Sales process design, CRM stages or tooling.
• Outreach platforms, sequencing tools or activity targets.
• Core sales methodology, forecasting or inspection cadence.
• Creation of ICP definitions, personas or core messaging from scratch.

Instead, you work in close partnership with revenue enablement, RevOps and product marketing - taking what they own and making it land where it matters most: in real buyer conversations.
Benefits
HiBob is a village filled with amazing people and we're especially proud of that. It's a place where Bobbers can be themselves. We're about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you'll receive competitive compensation, benefits, and pre-IPO equity alongside all of this:

• Company share options plan - every employee can eventually become a shareHolder
• Cash allowance for health insurance
• Annual vision allowance
• Annual Headspace 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!
***Learn about HiBob's hybrid working model ***
BELONGING AT HIBOB
Our success depends on our people, and we want HiBob to be a workplace where everyone can feel a sense of belonging and thrive, so 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 federal, state or local protected class*(*US only).
Please contact us if you'd like to discuss any adjustments to our process which might help you demonstrate your strengths and capabilities. We want you to bring the best of you. You can email [email protected] or speak to the recruiter when they arrange a call with you.
We will ask you to share some voluntary personal information as you apply. We want to have an opportunity to consider a diverse pool of qualified candidates. This information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. Please take a few moments to complete it. Hiring Managers do not have access to this information, and we will treat your information confidentially.