Designed the operational foundation for GTM Enablement at Muck Rack, building the systems, programs, and infrastructure that took the function from zero to a fully operating team serving Sales and Customer Success and supporting the broader GTM motion.
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When I started as Associate Director of GTM Enablement & Customer Education in early 2024, there was no formal Enablement function. There were smart, motivated GTM teams, but no consistent onboarding, no shared coaching frameworks, and no repeatable process for translating product changes into rep-ready training.
My first job wasn't to build a great program. It was to build the conditions in which great programs could exist.
The GTM org was growing, but foundational enablement infrastructure hadn't kept pace. New hire onboarding varied by manager. Knowledge lived in scattered docs, Slack threads, and the memory of individual contributors. There was no mechanism for ensuring that what reps learned in training translated into consistent behavior in the field.
Compounding this: the team was fully remote, cross-functional alignment between Sales, CS, RevOps, and Marketing was inconsistent, and the company was simultaneously navigating product release cycles that needed coordinated training support.
The charge was to build something real — not just a training calendar, but a system.
I started with visibility. Before building programs, I mapped the GTM motion end-to-end — understanding where knowledge gaps lived, where onboarding broke down, and where managers were compensating with informal coaching because no formal structure existed.
From there, I established the operational foundation: a quarterly planning process to align enablement priorities with business goals and a content governance system to keep learning resources accurate across the knowledge base, internal academy, and other channels. We stood up a weekly newsletter to keep all teams informed on the latest news across functions, which ran successfully for over 100 editions.
On the onboarding side, I led the development of a structured revenue onboarding program, shifting facilitation from frontline managers (who were inconsistent by nature of their competing priorities) to a dedicated Enablement Specialist for efficiency and consistency.
To support ongoing education, I designed and delivered four remote GTM Kickoff experiences (2H 2024, 1H 2025, 2H 2025, 1H 2026), each scoped end-to-end from agenda design through facilitation.
For coaching, I developed a manager-facing toolkit — playbooks, discussion guides, and inspection resources that gave frontline leaders a consistent language for developing their reps.
The operational backbone was a quarterly planning process that aligned GTM Enablement priorities to business milestones before each quarter, keeping programs proactive while leaving room for the reactive. Underneath it ran a high-level map of the Go-to-Market motion, used to align stakeholders, identify enablement gaps, and sequence program investment against where it would have the most impact.
On top of that foundation, I designed and delivered four remote GTM kickoff experiences across two years – each scoped, facilitated, and iterated on year-over-year with cross-functional stakeholders.
To scale the team's reach beyond live moments, I built a modular content strategy that repurposed webinar content across customer and internal channels, plus an auditing and maintenance system spanning in, Help Center, and internal tools – with active exploration of AI-assisted content management to grow capacity without growing headcount.
Established a content governance system covering 4 active learning channels and provided the planning backbone for a team that improved GTM performance during a period of significant product and commercial change.
The most valuable thing I built in that first year wasn't a program — it was the operating system underneath it. The planning cadence, governance model, and onboarding architecture made every subsequent program faster to launch, more consistent in delivery, and clearer in business intent.
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