Senior Manager, GTM Enablement Global Programs

The HubSpot Go-to-Market Enablement team is looking for an experienced Sr. Manager to lead our Global Programs team. In this role, you will lead a team of six Program Managers who are responsible for critical enablement initiatives including sales methodology optimization, sales play development and implementation, new hire onboarding, and manager enablement across our Sales and Customer Success organizations.

As the Sr. Manager of GTM Enablement Global Programs, you will be responsible for building and leading a best-in-class program management function that drives measurable sales excellence. You will establish the operating model, processes, and standards that enable your team to deliver high-impact enablement programs while developing your Program Managers to reach their full potential.

In this role, you will partner closely with Sales and CS Directors and VP-level leadership to understand business priorities, translate strategic objectives into enablement solutions, and ensure your team's programs directly impact revenue outcomes. You will be both a strategic leader and a hands-on coach, getting in the weeds with your Program Managers to ensure program quality and team development.

We are looking for a seasoned enablement leader with deep sales expertise, proven people management capabilities, strong sales methodology knowledge, and the ability to drive operational excellence across a complex global organization.

• Lead and develop a team of six Program Managers, providing coaching, mentorship, and hands-on support to help them deliver exceptional enablement programs and grow in their careers.
• Establish and optimize a best-in-class program management operating model, including processes, frameworks, governance structures, and success metrics that enable scalable, high-quality program delivery.
• Partner with Sales and CS Directors and VP-level leadership to understand business priorities, identify enablement needs, align on program strategies, and ensure enablement initiatives drive measurable revenue impact.
• Provide strategic direction and oversight for critical enablement programs including sales methodology optimization, sales play development and implementation, new hire onboarding, and manager enablement across the GTM organization.
• Drive sales excellence by ensuring enablement programs are grounded in sales best practices, methodology frameworks, and a deep understanding of what drives seller success in complex B2B environments.
• Build team capability and capacity by establishing clear expectations, providing ongoing feedback and development opportunities, and creating a culture of continuous improvement and accountability.
• Establish KPIs and measurement frameworks for the team's programs, tracking effectiveness through metrics such as program adoption, GTM team performance, sales velocity, win rates, revenue impact, and operational efficiency.
• Manage cross-functional relationships across product, product marketing, sales operations, and other enablement functions to ensure alignment, remove barriers, and secure resources needed for program success.
• Drive operational excellence by implementing best practices in project management, stakeholder communication, risk mitigation, and program governance across your team.
• Foster innovation and continuous improvement, staying current on enablement trends, sales methodologies, and emerging technologies (particularly AI) to ensure HubSpot's enablement programs remain cutting-edge.
• Represent the Global Programs team in leadership forums, consistently communicating program outcomes, business impact, team performance, and strategic recommendations to senior leadership.
  

• 5+ years of experience in GTM enablement (Sales or Customer Success), preferably within a SaaS or technology organization
• 2+ years of people management experience, with proven ability to lead, develop, and coach enablement professionals to high performance
• Deep sales expertise and methodology knowledge, including experience with sales methodology frameworks (e.g., MEDDIC, Challenger, SPIN, MEDDICC) and proven ability to drive sales effectiveness
• Prior GTM experience in Sales or Customer Success roles with deep understanding of what drives success in complex B2B selling environments
• Strong strategic thinking and business acumen, with ability to translate business objectives into enablement strategies and measure impact on revenue outcomes
• Exceptional stakeholder management skills, with demonstrated ability to influence and partner effectively with Sales and CS Directors, VP-level leadership, and cross-functional teams
• Proven track record developing and leading high-performing teams, with demonstrated ability to elevate team members through coaching, setting clear expectations, and driving accountability for results
• AI fluency and proficiency using AI tools (e.g., Claude, ChatGPT, Gemini) to work more efficiently and effectively, and ability to champion AI adoption across your team
• Outstanding communication and executive presence, with ability to present complex information clearly to senior leadership and drive alignment across diverse stakeholders
• Strong operational mindset, with experience establishing processes, frameworks, and governance structures that enable scalable program delivery
• Hands-on leadership style with willingness to get in the details and provide tactical support to your team while maintaining strategic oversight
• Comfort navigating ambiguity and driving change in fast-paced, dynamic environments while maintaining team morale and momentum
  

• Experience building or optimizing program management operating models, centers of excellence, or enablement functions
• Background leading enablement for emerging technologies, complex product launches, or transformational change initiatives
• Experience working in high-growth SaaS companies or scaling enablement functions through rapid growth
• Demonstrated success developing and implementing sales play frameworks that drive measurable revenue impact
• Familiarity with enablement platforms, learning management systems, and project management tools (Asana preferred)
• Experience managing geographically distributed or global teams