Enablement Specialist, Public Sector

As the Enablement Specialist for Public Sector at TRM Labs, you will play a critical role in architecting and scaling a high-performing Public Sector sales organization during a period of rapid growth. With 20+ new Account Directors joining and increasing specialization across GTM, this role will define and drive the enablement strategy that ensures Public Sector sellers ramp quickly, execute with precision, and operate with the disciplined sales motions required for mission-focused government customers.

This is a strategic, high-ownership enablement role. You will translate Public Sector leadership’s priorities into a comprehensive, scalable enablement roadmap—designing the systems, programs, and operating rhythms that drive consistent execution and measurable performance improvement. You will serve as a trusted partner to Sales Leadership, shaping how we onboard, coach, inspect, and continuously elevate the Public Sector sales organization.

The impact you will have:

• Own the Public Sector enablement strategy and roadmap, aligning onboarding, training, content systems, and inspection rhythms to revenue goals, hiring plans, and market complexity.
• Design and continuously optimize a scalable onboarding architecture, accelerating new seller readiness while ensuring deep understanding of government procurement, mission alignment, and complex stakeholder navigation.
• Establish durable enablement systems—not just assets—including playbooks, certification paths, manager coaching frameworks, and inspection tools that reinforce qualification rigor and execution discipline.
• Proactively identify execution gaps through funnel analysis, win/loss insights, and manager feedback, and deploy targeted enablement interventions that improve deal quality, cycle efficiency, and forecast accuracy.
• Partner closely with Public Sector Sales Leadership to reinforce qualification standards, evaluation planning, procurement-path mapping, and multithreaded stakeholder strategies across the organization.
• Drive content governance and field adoption strategy, ensuring seller-facing resources remain current, differentiated, and highly utilized, while eliminating redundancy and drift.
• Influence cross-functional alignment with Product, PMM, and Revenue Leadership to ensure Public Sector messaging, competitive positioning, and product updates are effectively operationalized in the field.
• Define and track enablement KPIs, delivering regular insights to leadership on ramp speed, content adoption, early-stage conversion, deal progression, and overall program ROI.
• Serve as a strategic thought partner to leadership during periods of change (new segments, new products, hiring waves), proactively recommending enablement investments and sequencing.

What we’re looking for:

• 5–8+ years in sales enablement, sales leadership, or Public Sector sales, with demonstrated experience owning programs end-to-end and influencing senior stakeholders.
• Proven ability to design enablement strategies—not just execute trainings—including onboarding architecture, certification frameworks, coaching systems, and inspection rhythms.
• Experience supporting sales teams selling to federal, state, or local government—preferably in SaaS, cybersecurity, fintech, or mission-oriented technology.
• Strong understanding of complex government procurement cycles, qualification rigor, multithreading, evaluation plans, and stakeholder mapping within regulated environments.
• Demonstrated ability to translate GTM strategy into structured, repeatable sales motions that improve conversion rates and forecast accuracy.
• Experience leveraging enablement tools (e.g., Highspot, Salesforce, Gong, or equivalent) to build scalable workflows, track adoption, and measure performance impact.
• Analytical and business-oriented mindset, with the ability to connect enablement initiatives directly to revenue outcomes.
• Exceptional communication and executive presence, with the ability to influence managers and senior leaders while building credibility with frontline sellers.
• Comfort operating in a high-growth, fast-changing environment where ambiguity is high and proactive leadership is required.

Compensation:

• This role offers a competitive base salary range of $128,000–$137,000 USD, along with equity in TRM Labs. Total compensation is aligned with experience, level, and scope of the role.

About the Team:

• We operate as a fully remote and asynchronous-first GTM organization, using Slack (text, voice notes, and video messages) and Notion as primary communication channels.
• While globally distributed, most collaboration occurs between 11am–5pm EST, and all team members must maintain at least 6 hours of overlap with EST business hours.
• We meet in person a few times per year and encourage more frequent in-person collaboration for those near a hub.

Learn about TRM Speed in this position:

1. Update and Upload a Playbook Within 3 Days

When Public Sector leaders flag a recurring objection, procurement nuance, or messaging drift, the L2 updates the relevant playbook section and uploads it to Highspot within 3 business days, including a short manager brief.

2. Stand Up Onboarding Materials Within 1 Week

When new Public Sector hires are confirmed, the L2 assembles or refreshes core onboarding modules (slides, scenarios, exercises) within 7 days, enabling a ready-to-run, consistent onboarding experience.

3. Produce a Targeted Micro-Training Within 72 Hours

When managers identify an execution gap (e.g., weak discovery or poor qualification language), the L2 builds a focused resource—one-pager, talk track, or quick scenario practice—within 72 hours, and distributes it with measurable adoption tracking.