The Role
Lead Tsuga’s global GTM enablement function, building sales onboarding, ramp, certification, coaching, playbooks, competitive materials, and value messaging. Partner with Product and Marketing to teach observability, APM, BYOC, and AI-native positioning. Establish MEDDPICC-based sales practices, measure enablement impact through ramp and revenue metrics, and scale programs across the US, Europe, UK, and Middle East. The role includes travel for regional events and quarterly company offsites in France.
Summary Generated by Built In
👉 This role is based on the US East Coast, with a preference for candidates in New York. Employment will be through an Employer of Record (EOR).
👉 You don’t need to meet every requirement to apply. If you believe you’re a strong fit for the role, we’d love to hear from you.
🌟 We just raised $35M in Series A, if you join Tsuga you will experience a strong growth.
About the role & the team
You will lead go-to-market (GTM) enablement at Tsuga, supporting our sales teams across Europe, the UK, the Middle East and the USA.
Tsuga's BYOC (Bring Your Own Cloud) model helps companies manage observability costs while meeting the growing demands of AI-driven observability. Effective enablement is key to equipping our teams with the knowledge, tools and skills to communicate our value clearly and succeed in a rapidly evolving market.
Your first priority is to build, structure, deliver and maintain Tsuga's sales enablement program end to end, from onboarding and ramp to ongoing skills development, with input from our Marketing and Product teams. Over time, the program may expand to support other teams across the GTM business.
- Structure, deliver and maintain Tsuga's sales enablement program end to end, from onboarding and ramp to ongoing skills development.
- Embed MEDDPICC, Command of the Message and the 3 Whys across the sales motion: qualification standards, deal reviews, value messaging and manager coaching guides.
- Partner with product and marketing to turn observability, APM, our BYOC model and AI-native positioning into talk tracks, demo narratives and value/cost messaging.
- Build competitive enablement with marketing: battlecards, objection handling and positioning against incumbent observability vendors.
- Create the core sales playbooks: persona plays, discovery guides, and plays for long, multi-stakeholder enterprise cycles.
- Run a recurring certification and coaching cadence, including call reviews, role plays and skills assessments.
- Over time, extend the enablement program to other GTM teams working with their leadership on what they need.
- Run the lighter enablement programs every new Tsuga GTM hire goes through, and keep them current as the company grows.
- Design enablement that scales across the US, EMEA and the Middle East, mixing live sessions with async content.
- Define and report on enablement impact, including ramp time, stage conversion, win rate and quota attainment.
- Travel for regional kickoffs, events and our quarterly company offsite in France.
About you & what we are looking for
- 7+ years in B2B SaaS GTM, including 4+ years leading sales enablement, ideally in observability, DevOps, infrastructure or security tooling.
- Proven experience building enablement from the ground up at an early- or growth-stage company.
- Hands-on experience with MEDDPICC and Command of the Message, including the 3 Whys, and coaching managers to run them.
- Familiarity with modern cloud infrastructure (AWS, GCP, Azure), the software development lifecycle and application performance monitoring, and the ability to teach it to sellers.
- Experience enabling technical pre-sales teams such as Forward Deployed Engineers or Solutions Engineers is a plus.
- Experience enabling distributed teams across multiple regions and time zones, ideally the US and EMEA.
- Excellent facilitation, content-building and presentation skills, with a data-driven approach to measuring impact.
- Experience using CRM systems such as Salesforce or HubSpot.
Working at Tsuga
As an early-stage company, we optimize for speed, ownership, with fast feedback loops, and people who can adapt quickly as the company scales.
We believe in high trust, kindness towards each other, and blameless execution: when things break, we focus on solving the problem and improving the system rather than pointing fingers.
We are looking for people who are respectfully curious, direct in their communication, and comfortable asking questions early.
All employees gather at the French office once a quarter to celebrate together and get on board with the company's goals. It's a unique opportunity to get to know every coworker working from the USA, the Middle East, or every other European country!
Perks & benefits
- Competitive base salary and meaningful equity
- Healthcare, paid time off and parental leave aligned to your country of employment
- €5,000 employee referral bonus
- Quarterly team offsite in France - the whole company, every quarter
Skills Required
- 7+ years of experience in B2B SaaS go-to-market roles
- 4+ years of experience leading sales enablement
- Experience building sales enablement programs from the ground up at an early- or growth-stage company
- Hands-on experience with MEDDPICC, Command of the Message, and the 3 Whys
- Experience coaching managers on sales methodologies and enablement practices
- Familiarity with modern cloud infrastructure including AWS, GCP, and Azure
- Understanding of the software development lifecycle and application performance monitoring
- Experience enabling distributed teams across multiple regions and time zones
- Excellent facilitation, content-building, and presentation skills
- Data-driven approach to measuring enablement impact
- Experience using CRM systems such as Salesforce or HubSpot
- Experience in observability, DevOps, infrastructure, or security tooling
- Experience enabling technical pre-sales teams such as Forward Deployed Engineers or Solutions Engineers
- Experience supporting teams across the US and EMEA
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The Company
What We Do
Tsuga provides an enterprise observability and monitoring platform for developers and engineering teams. Its bring-your-own-cloud architecture runs inside a customer’s AWS environment, keeping telemetry in the customer’s cloud and under its encryption keys and governance controls. The platform supports logs, metrics, traces, and application performance management, while providing dashboards, alerts, AI-powered workflows, infrastructure monitoring, and operational support without the burden of self-hosting.
