GTM Enablement Manager

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.   Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.   Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary We are seeking a high-impact, execution-focused GTM Enablement Manager, Americas to support the effectiveness, readiness and performance of Sophos’ Americas sales organization. This role will partner closely with regional sales leadership, GTM Enablement, Product Marketing, Sales Engineering, Channel, Sales Operations and other cross-functional teams to ensure Americas sellers are equipped to execute priority sales plays, adopt modern selling motions and apply Sophos’ sales methodology consistently in the field. This role requires a strong enablement professional who can operate at both a strategic and highly detailed execution level. The successful candidate will design, develop and deliver practical enablement programs that improve seller capability, manager coaching, pipeline execution and field adoption. They will be expected to produce polished deliverables, manage competing priorities, facilitate high-quality learning experiences, and use data to identify execution gaps and measure business impact. The role also requires strong practical fluency in AI-enabled selling and AI-assisted enablement. This person must understand how sellers can use AI tools to perform core sales activities more effectively and be able to translate that understanding into future-state enablement programs, training, role plays, coaching resources and practical field guidance. They should also be confident using AI tools themselves to accelerate content development, improve learning design, create scalable enablement assets and support continuous improvement across the Americas sales organization. 

What You Will Do: Regional GTM Enablement Partner

  Serve as a consultative enablement partner to Americas sales leadership, aligning enablement priorities with regional GTM strategy, sales execution needs, pipeline development, territory priorities and business outcomes. This role should bring a strong point of view, challenge constructively where needed and act as a true advisor to regional leadership rather than an administrative support role.

Sales Execution and Methodology Enablement

Operationalize Sophos’ sales methodology and priority GTM motions across the Americas region, ensuring sellers and managers understand how to apply methodology, sales plays, discovery, qualification, value messaging, objection handling and deal execution in real customer conversations.

AI-Enabled Sales Readiness

Develop enablement that helps Americas sellers understand and adopt the future-state way of selling with AI. This includes showing sellers how to use AI tools to prepare for customer conversations, research accounts, build stronger messaging, improve follow-up, support pipeline creation, strengthen deal strategy and become more effective, efficient and insight-led sellers.

AI-Assisted Enablement Design and Content Development

Use AI tools and prompt-led workflows to accelerate training design, content production, role plays, manager coaching guides, simulations, call practice scenarios, job aids and reinforcement assets. Maintain strong human review, source traceability, brand alignment and quality control to ensure AI-assisted deliverables are accurate, useful and fit for field use.

Program Management and Detailed Execution

Own the detailed planning, coordination and delivery of Americas enablement programs. This includes building project plans, managing timelines, aligning stakeholders, tracking dependencies, preparing communications, coordinating SMEs, resolving blockers and ensuring deliverables are completed to a high standard in a fast-paced environment.

Enablement Content Strategy and Deliverables

Create and maintain polished, field-ready enablement assets including playbooks, slide decks, facilitator guides, seller resources, manager toolkits, role-play scenarios, dashboards, and reinforcement materials. Partner with SMEs, Product Marketing, Sales Engineering, Channel and Sales Operations to ensure content is accurate, relevant and aligned to business priorities.

Facilitation, Coaching and Reinforcement

Facilitate engaging workshops, live training, virtual sessions, simulations, deal clinics, manager briefings and coaching conversations that help sellers apply learning in practical ways. Reinforce learning through follow-up activities, manager enablement, role plays and field coaching resources.

Learning Design and Adult Learning Principles

Apply adult learning theory, instructional design principles and skills-based enablement frameworks to ensure programs are practical, engaging and outcome-focused. Design learning that is easy to consume, easy to apply and appropriate for a regional sales audience with varied experience levels and roles.

Data, Reporting and Dashboards

Use CRM, enablement platform data, learning metrics, field feedback and business performance indicators to identify capability gaps, track adoption and measure enablement impact. Build dashboards and executive-ready reporting that help leadership understand readiness, participation, progress, risks and opportunities for improvement.

Cross-Functional Collaboration

Work closely with Product Marketing, Product Management, Sales Engineering, Channel, Sales Operations, Regional Sales Leadership and GTM Enablement colleagues to ensure enablement is integrated, consistent and relevant to Americas field priorities.

Content Governance and Continuous Improvement

Maintain strong governance for enablement content, including version control, ownership, review cycles, source accuracy, SME validation, brand alignment and publication readiness. Use feedback and adoption data to improve content quality, reduce duplication and ensure sellers have access to the right resources at the right time.

What You Will Bring: Strong experience in sales enablement, GTM enablement, sales operations, field sales, technical sales or learning and development

Proven ability to partner with senior sales leaders as a trusted, consultative advisor with a clear point of view and the confidence to challenge constructively.

Strong understanding of sales execution, sales methodology, pipeline management, account planning, discovery, qualification and value-based selling.

Practical fluency in AI tools for sales, including a clear understanding of how sellers can use AI to improve productivity, customer preparation, messaging, follow-up, deal strategy and overall sales effectiveness.

Hands-on experience using AI tools to support enablement content development, role-play creation, training design, content transformation, coaching resources and quality review.

Strong understanding of adult learning theory, instructional design, content design and skills-based enablement approaches.

Demonstrated ability to design, develop and facilitate practical enablement programs, workshops, simulations, role plays, deal clinics and manager coaching sessions.

Excellent content development skills, with the ability to produce polished, executive-ready and field-ready deliverables including presentations, playbooks, guides, dashboards and communications.

Strong program management capability, including planning, prioritisation, stakeholder management, dependency tracking and detailed execution in a fast-moving environment.

Data-driven mindset with the ability to use CRM insights, enablement platform data, learning metrics and field feedback to identify gaps, track adoption and demonstrate enablement impact.

Strong facilitation and coaching skills, with the ability to engage sellers and managers in practical, outcome-focused learning.

Ability to manage conflicting priorities, operate with urgency, stay organised and deliver high-quality work with limited oversight.

Strong working knowledge of Salesforce, reporting dashboards, enablement platforms and learning tools such as Mindtickle, LMS/LXP platforms, content management tools and AI-assisted productivity tools.

Excellent written, verbal and presentation skills, with the ability to communicate clearly with sales teams, managers, executives and cross-functional stakeholders.

PREFERRED QUALIFICATIONS  

Experience supporting an Americas sales organisation or large regional sales team.

Experience in cybersecurity, SaaS, enterprise technology or managed services.

Experience enabling both direct and channel sales teams.

Experience building manager enablement, coaching frameworks and reinforcement plans.

Experience creating dashboards or reporting views that show enablement adoption, readiness and performance impact.

Experience applying AI-assisted learning, content operations or enablement workflows to improve speed, quality, personalisation and scale.

Familiarity with MEDDPICC or similar enterprise sales methodologies.

Experience working in a matrixed global organisation with multiple stakeholders, regions and competing priorities.

In the United States, the base salary for this role ranges from $109,000 to $181,000. In addition to base salary, we offer additional  compensation including bonus eligibility and a comprehensive benefits package.  A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.    #li-remote #b2 #li-ND2

Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.   What's Great About Sophos? ·   Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. ·   Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit ·   Employee-led diversity and inclusion networks that build community and provide education and advocacy ·   Annual charity and fundraising initiatives and volunteer days for employees to support local communities ·   Global employee sustainability initiatives to reduce our environmental footprint ·   Global fitness and trivia competitions to keep our bodies and minds sharp ·   Global wellbeing days for employees to relax and recharge  ·   Monthly wellbeing webinars and training to support employee health and wellbeing   Our Commitment To You We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.    Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos