Director of GTM Enablement

About Adaptive:

Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks. In December 2025, the company announced an $81M Series B led by NVIDIA and Bain Capital Ventures, with participation from Capital One Ventures, Citi Ventures, and continued support from Andreessen Horowitz (a16z), the OpenAI Startup Fund, and Abstract Ventures. The round marked NVIDIA’s first AI cybersecurity investment.

Adaptive was founded by Brian Long and Andrew Jones, repeat entrepreneurs who have built and scaled category-defining companies. Brian and Andrew previously co-founded Attentive, which grew to more than $500M in annual revenue and a $10B+ valuation, and TapCommerce, which was acquired by Twitter. Together, they bring deep experience building high-growth, product-led businesses at massive scale as Adaptive builds the security layer for the AI era.

Trusted by leading banks, technology companies, and healthcare organizations, Adaptive protects teams from emerging threats like deepfakes, smishing, and AI-powered voice scams. With rapid enterprise adoption and a $200B+ market ahead, the company is just getting started.

The Role

We’re hiring a Director of GTM Enablement to lead and own the entire sales enablement function. Based in California or New York, you’ll be responsible for arming our go-to-market teams with the content, tools, training, and systems they need to close large, complex deals with speed and confidence.

You'll work closely with Sales Leadership, Marketing, Product, and RevOps to build scalable onboarding, craft compelling messaging, and ensure every AE can consistently execute a world-class sales process.

This is a strategic, high-leverage role that directly impacts our ability to scale revenue efficiently and win in the enterprise.

What You’ll Do

• Take Adaptive's existing sales enablement function - strategy, playbooks, training, and content, and transform it for scale

• Design and execute onboarding and ongoing development programs for AEs

• Develop scalable resources (decks, one-pagers, competitive battlecards, talk tracks, objection handling) that elevate rep effectiveness

• Partner with Sales Leadership to identify skill gaps and design targeted coaching initiatives

• Work with Product Marketing to translate features into value-driven messaging and narratives

• Own enablement KPIs: ramp time, win rates, average deal size, sales cycle velocity

• Act as the connective tissue across Product, Marketing, and Sales to ensure tight alignment and GTM execution

• Lead high-impact in-person onboarding for new AEs that make them customer ready in weeks

• Implement and optimize systems that support rep productivity / Improve rep effectiveness by optimizing the AE workflow throughout the sales technology stack, including Salesforce, Gong, Claude, and more

• Translate technical product capabilities into compelling business value narratives

Who You Are

• 3-8+ years of experience working in fast-paced GTM environments. Ideal backgrounds include experience in B2B tech sales, revenue enablement, GTM operations, consulting, VC, or startup operating experience

• Ideally you have worked 2 years in a customer-facing role (CSM, AM, AE, Solutions, or similar) with direct experience driving adoption, retention, and/or expansion and proven quota excellence

• Demonstrated ability to bring structure and agency to high-ambiguity environments

• World-class communicator with an ability to distill complexity into clarity

• Deep understanding of enterprise B2B sales cycles and how to support reps through them

• Highly collaborative, resourceful, and proactive, someone who builds systems that scale

• Experience building and scaling revenue functions is a major plus

• Comfortable working in-office in LA or NYC

What We Offer

• A leadership role in one of the most innovative cybersecurity companies in the world

• Equity in a rapidly scaling venture-backed business led by repeat founders

• Premium healthcare and wellness benefits

• Tight-knit team culture built on speed, ownership, and creativity

• A front-row seat to scaling a high-growth, category-defining company