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About the Role

Upwind is seeking a GTM Enablement hire to build playbooks, POV motions, and coaching systems that accelerate sales and expansion. This is the first GTM Enablement role, offering the opportunity to own the roadmap and grow the function as the team scales. The role involves close collaboration with RevOps and reporting to the Chief Business Officer, working across various GTM teams to equip them for success.

Responsibilities

Translate product, ICP, and competitive landscape shifts into rep-ready talk tracks, discovery guides, and value narratives.
Build enablement across the full GTM motion, including discovery, multi-threading, ROI modeling, POV/POC technical wins, adoption, expansion, renewal plays, and co-sell enablement for partners.
Develop Upwind's first formal GTM Playbook and a 30-60-90 onboarding program for AEs, SDRs, and SAs.
Conduct recurring enablement sessions on objection handling, multi-threading, competitive positioning, and closing.
Equip managers with frameworks and data for effective 1:1s and pipeline reviews, and establish feedback loops from the field.
Maintain and extend competitive battlecards for the CNAPP/CDR landscape.
Drive adoption of the GTM stack (Salesforce, Clari, Slack) and track leading indicators against lagging indicators.

Requirements

5+ years of experience in GTM/Sales Enablement, Revenue/Sales Operations, or Sales Engineering with direct experience building enablement programs, training content, or onboarding curricula.
Hands-on experience building programs from the ground up with limited resources and no existing infrastructure.
A track record of building programs from scratch and staying productive in ambiguous environments.
Ability to distill complex information into clear, actionable value propositions.
Analytical rigor to identify and fix funnel leaks, focusing on measurable outcomes.
Comfort with technical security sales and the POV motion, or the ability to acquire it quickly.
Executive-ready communication skills to present complex operational data for immediate action.
Experience mentoring teammates, raising the bar for others, or leading cross-functional initiatives without formal authority.
Familiarity with land-and-expand or PLG-adjacent GTM motions in a hyper-growth environment.
Direct exposure to competitive cloud security categories like CNAPP or CDR.

Skills

GTM Enablement
Sales Enablement
Revenue Operations
Sales Operations
Sales Engineering
Program Building
Training Content Development
Onboarding Curriculum Development
Competitive Analysis
Salesforce
Clari
Slack
Communication
Analytical Rigor

Location

Remote

Work Type

Full-time

Experience Level

5+ years

About the Company

Upwind is a next-generation Cloud Security Platform leveraging runtime context for risk identification and prioritization.
The platform offers precise insights and efficient cloud security management.
Upwind utilizes runtime data proactively for risk prioritization and posture insights.
Features include agentless cloud posture discovery, real-time threat protection, and integrated API security.
The company focuses on end-to-end, cost-effective cloud infrastructure protection.
Upwind offers opportunities for creative thinking, exploration of new ideas, and making a meaningful impact.

Equal Opportunity

Upwind is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, marital status, pregnancy, genetic information, citizenship status, or any other characteristic protected by applicable law.
Applicants with disabilities may also request reasonable accommodation at any stage of the hiring process.