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Director, GTM Acceleration

Weights & Biases

Weights & Biases

San Francisco, CA, USA
Posted on Saturday, August 26, 2023
At Weights & Biases, our mission is to build the best developer tools for machine learning. Weights & Biases is a series C company with $250 million in funding and a rapidly growing user base. Our platform is an essential piece of the daily work for machine learning engineers, from academic research institutions like FAIR and UC Berkeley to massive enterprise teams including iRobot, OpenAI, Toyota Research Institute, Samsung, NVIDIA, Salesforce, Blue Cross Blue Shield, Lyft, and more.
We are seeking a dynamic and experienced Sales Director to lead GTM enablement at Weights and Biases. The ideal candidate will bring a proven track record in enterprise software sales and GTM in a high-growth, high-velocity environment (ideally a PLG company), expertise in MEDDIC methodology, and a background in implementing Force Management concepts. The Sales Enablement Director will play a crucial role in equipping our GTM teams with the coaching, tools, training, and strategies necessary to excel in a fast-paced and competitive market. This role requires a high-energy individual with exceptional coaching skills, a deep understanding of the sales process, and a passion for driving revenue growth.


  • GTM Strategy: Develop and execute a comprehensive sales enablement strategy that aligns with the company's goals and objectives. Collaborate with sales leadership, marketing and product to identify areas for improvement and implement initiatives to enhance sales effectiveness and efficiency.
  • Training and Development: Design, develop, and deliver baseline and ongoing sales training programs that cover product knowledge, sales techniques, objection handling, value proposition communication, and competitive positioning. Ensure ongoing training to keep the sales team up-to-date with the latest industry trends and product updates.
  • MEDDIC Methodology: Leverage your expertise in MEDDIC methodology to drive a structured and systematic approach to sales qualification and deal progression. Coach the sales team in effectively implementing MEDDIC principles to increase win rates and deal velocity.
  • Force Management Concepts: Apply your knowledge of Force Management concepts to refine the sales process, develop effective sales playbooks, and enhance overall sales team performance. Provide guidance on opportunity management and pipeline development strategies.
  • Content Development: Collaborate with marketing and product teams to create compelling sales collateral, presentations, and objection-handling materials. Ensure that the sales team has access to resources that resonate with prospects and customers at different stages of the buying cycle.
  • Coaching and Mentoring: Serve as a mentor and coach to the sales team, providing personalized guidance to help them overcome challenges, improve their skills, and achieve their sales targets. Conduct regular one-on-one coaching sessions and provide constructive feedback.
  • Sales Performance Analysis: Monitor and analyze key sales performance metrics to identify areas of improvement. Use data-driven insights to make informed decisions regarding sales enablement strategies and tactics.
  • Cross-Functional Collaboration: Collaborate with cross-functional teams, including demand gen, product marketing, product management, and customer success, to ensure alignment on messaging, positioning, and customer feedback. Act as a liaison between sales and other departments to drive cohesive go-to-market strategies.


  • Proven background in enterprise software sales, with a minimum of 7-10 years of sales experience.
  • Certified in MEDDIC methodology; familiarity with other sales methodologies is a plus.
  • Implemented Force Management as part of a sales team.
  • High degree of curiosity and ideally intermediate to advanced knowledge of the Data and AI tools space
  • Exceptional coaching and mentoring skills, with a passion for helping individuals succeed.
  • High-energy, self-motivated, and results-oriented attitude.
  • Excellent communication and presentation skills.
  • Strong analytical and problem-solving abilities.
  • Ability to work collaboratively in a fast-paced, team-oriented environment.
  • Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.

Our Benefits:

  • 🏝️ Flexible time off
  • 🩺 Medical, Dental, and Vision for employees and Family Coverage
  • 🏠 Remote first culture with in-office flexibility in San Francisco
  • 💵 Home office budget with a new high-powered laptop
  • 🥇 Truly competitive salary and equity
  • 🚼 12 weeks of Parental leave (U.S. specific)
  • 📈 401(k) (U.S. specific)
  • Supplemental benefits may be available depending on your location
  • Explore benefits by country
We encourage you to apply even if your experience doesn't perfectly align with the job description as we seek out diverse and creative perspectives. Team members who love to learn and collaborate in an inclusive environment will flourish with us. We are an equal opportunity employer and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you need additional accommodations to feel comfortable during your interview process, reach out at careers@wandb.com.