Director, Global Field Enablement

The Global Field Enablement team equips every customer-facing function — Sales, Business Development, Customer Success, and Partnerships — to hit revenue and retention targets through consistent execution. The Director, Global Field Enablement owns enablement strategy and the operating model across the full GTM and post-sale lifecycle, from pipeline generation through renewal and expansion, and is accountable for measurable outcomes: faster ramp, higher productivity, stronger attainment, and consistent adoption of Klaviyo's sales and customer engagement methodologies.

This role partners closely with GTM Operations, Sales, Business Development, Customer Success, Partnerships, Product, Product Marketing, and RevOps, increasingly leveraging AI-enabled tools to keep GTM teams faster, more effective, and always learning. It also aligns with adjacent enablement teams — Channel & Partner Enablement, ProServe Enablement, and Learning & Development — to drive unified standards, embedding core processes deeply enough into daily behavior that they scale reliably as Klaviyo grows.

Strategy & GTM alignment

• Own the enablement KPI framework (ramp time, quota/goal attainment, win rate, pipeline conversion, multi-product adoption) and partner with GTM, Product, and Marketing leaders to build a shared roadmap and prioritize investment against the highest-leverage gaps.

Sales, pipeline, and post-sale enablement

• Design and deliver enablement across the full customer lifecycle — outbound/inbound pipeline generation (BDR/SDR), AE selling, account management/expansion, and post-sale onboarding, adoption, retention, and expansion — including certification and manager-led coaching.
• Build and maintain playbooks, prospecting/qualification frameworks, battlecards, objection-handling guides, and talk tracks that extend the Klaviyo Sales Methodology, and ensure consistent value messaging from first engagement through renewal.

Product launches & Field Kickoff

• Lead planning and execution of product launches, developing launch plans, GTM enablement materials, and training to drive adoption and revenue.
• Own end-to-end program management of Field Kickoff — timeline, workstreams, logistics, executive alignment, messaging, and content — as the connective tissue across Sales, Marketing, Product, and CS.

Technology, AI, and change management

• Own the global enablement tech stack (content/knowledge management, conversation intelligence, LMS) and the standards for its use.
• Lead evaluation and adoption of AI-driven tools for coaching, content delivery, deal inspection, and productivity, with a clear point of view on where AI helps versus adds noise.
• Build reinforcement and manager-coaching systems that make new behaviors stick, rather than deliver one-time training.

Process, operations, and market intelligence

• Partner with Marketing, Sales, Partner, and CS Ops to streamline GTM processes and co-develop frameworks for pipeline management and forecasting accuracy.
• Drive training, certification, and manager reinforcement so standard processes (Sales Process, Customer Engagement Process, core systems) get embedded in daily behavior, not just documented — building a consistent operating standard that scales with headcount, segments, and geography.
• Partner with Competitive Intelligence and Product Marketing to keep content current with market and competitive trends, and cascade that intelligence into enablement materials and field communications.

Global operating model & leadership

• Design an operating model balancing central standards with regional autonomy, and align a unified enablement approach with peer teams (Channel & Partner Enablement, ProServe Enablement, L&D) without direct authority over them.
• Lead and develop a high-performing, globally distributed enablement team, providing coaching, mentorship, and clear growth paths.

• 10+ years in enablement, L&D, PMM, or related roles spanning at least two customer-facing functions (e.g., sales and CS, or sales and business development).
• 5+ years managing and developing high-performing teams, ideally across multiple regions.
• 5+ years in subscription/SaaS, preferably a hyperscale cloud-native platform, with a proven record scaling enablement for GTM orgs of meaningful scale.
• Comfortable owning enablement for both top-of-funnel/pipeline generation (BDR/SDR) and closing/post-sale motions, recognizing these require distinct coaching and content approaches.
• Strategic leader with a vision for global field enablement, able to set and own enablement strategy across the full customer lifecycle and influence cross-functional VPs.
• Globally minded, balancing central and regional decision-making and creating space for regional autonomy.
• Strong relationship-builder able to lead and influence in a highly matrixed organization (Sales, Business Development, Marketing, Product, Partnerships, CS), including driving alignment with peer enablement teams without direct authority.
• Exceptional coach committed to the professional development of team members and leaders.
• Strong point of view on GTM methodology and how CS, Sales, Business Development, Marketing, and Partnerships work together.
• Fluent with modern GTM/enablement technology (conversation intelligence, content/knowledge platforms, LMS) and a working point of view on where AI can responsibly improve productivity; experience piloting or scaling AI-enabled tools is a strong plus.
• Experience partnering with Revenue/GTM Operations to align enablement with systems, process, and data.
• Change-oriented, data-driven, and action-biased, with a track record of making new behaviors stick rather than delivering one-time training.
• Values soft skills (relationship building, stakeholder management, leadership) as much as hard skills (enablement best practices, quantitative acumen, project management), with strong time management, analytical, and prioritization skills, and the ability to perform well in a fast-paced environment.