GTM Enablement Manager (Technical)

Overview

At Apollo GraphQL, we're on a mission to make it radically easier for engineering teams to ship fast, reliable products and services on top of the world's data, powering everything from web to mobile to agentic experiences.

We're looking for a GTM Enablement Manager who enjoys translating technical concepts into language the field can use with confidence - someone who's as comfortable in a room with engineers as they are building the materials an AE needs to navigate a tricky customer conversation. This is a builder role - you'll own the strategy, content, and delivery that get our field (AEs, SEs, and CSMs) equipped to sell and support Apollo's current customers and future customers.

Reporting to the Head of Sales, you'll partner closely with Product, Engineering, Product Marketing, and Field leadership - so the work you do shows up directly in how fast the team ramps and how well we retain customers.

What You'll Do

• Design and own our enablement strategy end-to-end, building role-based learning paths for AEs, SEs, and CSMs across self-directed learning, just-in-time delivery, micro-learning, and major learning events.
• Partner with RevOps to define field productivity baselines and the leading indicators - ramp time, certification engagement, time-to-first-value - that connect enablement work to business outcomes, and track whether training is actually landing over time.
• Build a new-hire onboarding program from scratch, focused on minimizing ramp time and time-to-productivity for new field ICs.
• Lead go-to-market readiness for major product releases, working closely with Product Marketing to take their messaging and turn it into use-case narratives, competitive intelligence, and customer-facing materials the field can actually use - then own getting it into their hands and taught.
• Act as the connective tissue between engineering and the field, translating what's shipping and why it matters into language non-technical AEs and CSMs can use with confidence in front of customers.
• Deliver training that actually lands - not just build the content, but leading the sessions, measuring impact and effectiveness, and adjusting as needed.
• Bring AI into how the field works, using it to speed up content creation, mine tools like Gong for field insights, and track how reps are positioning Apollo with customers - while coaching AEs and CSMs on how to use AI in their own workflows.
• Drive alignment across teams that don't report to you, pulling input and buy-in from Product, Engineering, Marketing, and Field leadership to get assets built and adopted.

Who You Are

You sit comfortably at the intersection of technical credibility and commercial fluency - equally at home talking API architecture with an engineer and coaching an AE on how to position it to a VP of Engineering. You think of enablement as part of the go-to-market engine, not a support function on the side of it. Your goal isn't to run a training calendar - it's to make the field measurably better at their jobs.

Minimum Requirements

• Experience operating in a fast-moving, high-growth environment, where you're helping shape the playbook rather than following one.
• Hands-on experience building and delivering enablement programs - not just managing or orchestrating other people's content.
• Real technical fluency: you understand the API layer and can converse credibly with engineers, with familiarity with GraphQL a plus (though not required at expert level).
• Commercial acumen: you understand how enterprise buyers (VPs of Engineering, platform leaders, CTOs/CIOs) evaluate and buy infrastructure and developer tooling, and can convert technical capability into business value language a non-technical field IC can use with confidence. Familiarity with sales methodologies like MEDDPICC and Command of the Message, and the ability to reinforce them through enablement content.
• A proven track record of live delivery - not just content creation. You can teach a technical concept to a non-technical audience, read whether it's landing in real time, and adjust.
• Demonstrated ownership in ambiguous environments: you've built something from scratch before, set your own priorities, and been accountable for the result.
• Strong cross-functional influence skills: you've driven alignment and gotten things built by pulling in people who don't report to you.
• Practical, hands-on AI fluency, not just familiarity - you've used AI as a force multiplier to get more out of your own work, and you can teach non-technical teammates to do the same.