About the Role
This is a senior individual contributor role with high visibility and influence across the GTM organization, focused on accelerating seller ramp and improving in-seat performance through live deal coaching, high-impact training, and data-driven enablement.
What you will do
- Coach and mentor new hires, in-seat sellers, and managers through live deal support, call reviews, and targeted feedback to improve execution, deal progression, and win rates.
- Design, refine, and deliver in-person and virtual enablement programs through Abnormal University that drive consistent application of sales methodology and value selling.
- Partner to deliver world-class onboarding for new GTM hires that accelerates time to productivity and builds confidence in Abnormal’s core sales motions, process, MEDDIC, and value framework.
- Partner with Sales, Enablement L&D, Marketing, and Product Marketing to prioritize and deliver sales plays, product assets, competitive intelligence, and case studies aligned to the sales cycle.
- Use performance data and field insights to identify gaps, prioritize enablement investments, and drive measurable improvements.
- Work cross-functionally with Sales, SDRs, Field Marketing, Channel, and ecosystem partners to strengthen team-based selling and territory execution.
- Expand just-in-time enablement by delivering best practices, content, and coaching to the field through the right channels at the right moments.
- Collaborate with GTM leadership to identify enablement gaps across the funnel and translate them into clear, actionable enablement roadmaps.
Must Haves
- 5–10+ years in sales and/or a sales-supporting role with a demonstrated track record of individual success and/or developing others (for example, sales enablement, sales leadership, product marketing).
- Experience coaching or enabling enterprise or upper mid-market sellers, with credibility to influence experienced, high-performing sales teams.
- A genuine, innate desire to help others succeed, and a sense of accomplishment tied to the field’s performance as much as your own.
- Experience with sales methodologies and qualification frameworks such as Force Management and MEDDIC (or similar), and a practical understanding of how to apply them in live deals.
- A strong analytical mindset. You use data to diagnose performance, identify patterns (for example, stage conversion, ramp productivity, POV outcomes), and prioritize enablement efforts. You can clearly describe past examples of how you have used data to drive change.
- Outstanding communication and facilitation skills, including front of room presentations, editing, and writing, with high attention to detail. You are equally comfortable building enablement materials and delivering them live.
- Experience using modern sales and AI tools, with the ability to quickly learn and adopt new technologies.
- Willingness to travel approximately 20–30% to support in-person bootcamps at our Las Vegas training center and occasional offsite enablement needs.
Nice to Have
- Experience working in a fast-paced, high-growth (pre-IPO) environment, thriving in ambiguity and wearing multiple hats.
- Comfort working with BI and analytics tools to interpret performance data and inform decision-making.
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Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
