Enablement Specialist, Public Sector

As the Enablement Specialist for Public Sector at TRM Labs, you will play a critical role in 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 ensures Public Sector sellers ramp quickly, execute consistently, and maintain the disciplined sales motions required for mission-focused government customers.

This is an execution-focused enablement role. You will translate Public Sector leadership’s strategy into repeatable onboarding, training, and content programs—delivered with speed, quality, and precision. You’ll own onboarding materials, playbooks, micro-trainings, and content systems, ensuring sellers always have up-to-date, accurate, and accessible resources. You will also partner closely with managers to reinforce qualification, procurement navigation, multithreading, and deal execution fundamentals through structured coaching support.

The impact you will have:

• Stand up a consistent, ready-to-run Public Sector onboarding experience by assembling or refreshing core modules within 7 days of new hire confirmation and accelerating new seller readiness by 25–30%.
• Update playbooks and core content within 3 business days when Public Sector leadership flags messaging drift, procurement nuance, or recurring objections.
• Design and deliver sector-specific training and micro-enablement—including one-pagers, talk tracks, scenarios, or short practice sessions—within 72 hours of execution gaps identified by managers.
• Reinforce disciplined sales execution through structured deal-support collaboration with managers (qualification rigor, evaluation plans, procurement-path mapping, stakeholder strategy).
• Maintain an organized, high-adoption Public Sector content system (e.g., Highspot) with >90% usage, ensuring pitch, discovery, and competitive materials remain current and easy to find.
• Track and analyze onboarding, adoption, and early-funnel metrics, sharing insights and adjustments that improve deal quality, consistency, and forecast accuracy.
• Partner cross-functionally with Product, PMM, and Sales Leadership to ensure Public Sector messaging is consistent, mission-aligned, and reinforced across all seller-facing resources.

What we’re looking for:

• 3–5 years in sales enablement, sales training, or Public Sector sales/sales leadership—with demonstrated ability to coach or enable Public Sector sellers.Public Sector sales/sales leadership—with demonstrated ability to coach o
• Proven ability to rapidly build and update sales content, onboarding modules, and training resources in a fast-paced environment.
• Experience supporting sales teams that sell to federal, state, or local government—preferably in SaaS, cybersecurity, fintech, or mission-oriented technology.
• Strong understanding of qualification, procurement cycles, multithreading, evaluation plans, and government buying processes.
• Hands-on experience with sales enablement tools (e.g., Highspot, Salesforce, or equivalent) and the ability to quickly implement workflows that improve consistency and adoption.
• Exceptional communication and facilitation skills, with the ability to translate complex concepts into simple, repeatable, frontline-ready guidance.
• Analytical mindset with the ability to track program impact, measure adoption, and identify execution gaps early.
• Demonstrated ability to collaborate across Product, PMM, and Sales Leadership, responding quickly to shifting priorities and emerging field needs.
• Experience operating in a high-growth, fast-changing environment where speed, clarity, and iteration matter more than process.

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.