The Role

As Director of GTM & AI Enablement, you are a senior leader and key partner to the VP Customer Excellence, responsible for driving two critical growth levers at Lucanet: a high-performance internal GTM enablement function and a thriving, delivery-ready partner ecosystem. You lead above two established functional teams — each with their own lead in place — providing strategic direction, cross-functional alignment, and organizational coherence across both domains. You connect capability building inside the sales organization with capability building across our partner network, ensuring Lucanet and its partners operate from a shared standard of excellence. This global role reports directly to the VP Customer Excellence and partners closely with Sales, Marketing, Customer Success and other Customer Excellence teams, Revenue Operations, Product, and Support.

What you'll do

• Serve as the senior leader overseeing both the GTM Enablement and Partner Success functions, setting strategic direction and ensuring alignment with Lucanet's GTM and revenue goals.
• Act as a trusted advisor to the VP Customer Excellence, surfacing risks, recommending priorities, and translating strategy into execution across both functions.
• Create coherence and synergy between internal and partner enablement — ensuring consistency in methodology, tooling, content, and standards.
• Lead, develop, and empower the functional leads of each team, fostering ownership, high performance, and continuous improvement in a hands-on matter.
• Oversee the design and delivery of a high-performance GTM enablement system, standardizing processes, methodologies, and execution across the sales organization.
• Ensure adoption and mastery of enterprise sales methodologies (e.g., MEDDPICC), including certification and consistent field application to improve winrates.
• Champion structured onboarding programs that accelerate time-to-productivity and drive behavior change through coaching frameworks and targeted training.
• Partner with RevOps to align your enablement approach with CRM, tech stack, and territory infrastructure.
• Lead the strategic embedding of AI across GTM and partner functions — identifying use cases, driving adoption, and building AI fluency across teams to increase productivity.
• Measure enablement effectiveness using data-driven frameworks (e.g., Kirkpatrick Model), with clear linkage to ramp time, win rates, and quota attainment.
• Oversee the full partner lifecycle — from onboarding and certification through performance management and, where necessary, offboarding.
• Drive partner delivery excellence, ensuring partners are enabled to implement Lucanet's CFO solution platform to a high standard, with SaaS migration enablement as a key priority for 2026.
• Own partner NPS and customer satisfaction metrics, driving analysis and action on partner-delivered outcomes.
• Lead yearly Business Development Reviews and represent partner needs at the executive level within Lucanet.
• Oversee escalation management for partner customers and define delivery quality standards in collaboration with Support leadership.
• Drive alignment across Sales, Marketing, Customer Success and other Customer Excellence Teams, Partners, Product, and Operations — ensuring shared messaging, competitive positioning, and GTM coherence.
• Influence pipeline generation and deal execution through outbound skills training, competitive enablement, and partner-facing playbooks.
• Use AI and data-driven insights as a primary lever for program optimization, impact measurement, and competitive intelligence across both functions.

What you bring to the table

• 10+ years of progressive experience in Sales Enablement, Partner Success, Revenue Strategy, or Sales Leadership within B2B SaaS environments.
• Proven track record leading both internal enablement and external partner programs, ideally concurrently.
• Experience leading leaders — you know how to empower functional leads while maintaining strategic oversight and accountability.
• Deep expertise in enterprise sales methodologies (preferably MEDDPICC) and partner ecosystem management.
• Strong understanding of implementation methodologies, delivery quality standards, and customer adoption strategies.
• Exceptional stakeholder management and executive communication skills, with the ability to build trust across all levels and functions.
• Systems thinker with the ability to design, implement, and sustain high-performance frameworks across multiple teams.
• Familiarity with tools like Salesforce, Clay, Gong, and LinkedIn Sales Navigator; practical experience applying AI in sales and enablement operations.
• Trainer attitude, showing what good looks like and not afraid to step in to train, guide, lead and motivate the teams.
• Experience in financial software or enterprise SaaS is a plus. Fluent in English; additional languages are a bonus.
• A leadership style that reflects Lucanet's culture: resilience, urgency, curiosity, humility, ownership, and a growth mindset.

Perks at work

• LucaFlex – We acknowledge that every individual has different working styles and preferences. Our flexible working model allows you to plan your working hours and location according to your needs and professional responsibilities.
• Work from Abroad – Sometimes a change of scenery can boost creativity and productivity, you can work up to 90 workdays outside your home country with the support from our partner Workflex.
• Sabbatical – Take the time you need for personal pursuits, family time, travel, or any other activities that suit you with our sabbatical options.
• Team Spirit – We value teamwork and celebrate our achievements. That’s why we take many opportunities to get together, learn together, and cherish our successes together.
• Learning & Development – We encourage you to shape your own development with the support of dedicated time, resources, and budget provided by us.
• LucaNet Engage – Our feedback process is designed to support your personal and professional development in a targeted manner through regular dialogue.
• LucaNet Do Good– As a company we want to give back and support you in taking the time to do some good, individually or as a team, with paid volunteer time.
• Health & Wellbeing – Your overall wellbeing is important to us, which is why we offer tailored health and wellbeing programs, including company-wide initiatives, subsidies for sports activities, mental health support, and counseling through our external partners.
• Generous leave policy – We encourage you to take time off to relax, travel, and recharge.
• Compensation & Company Pension Plan – We are committed to equal pay and supporting you for your future by offering a company pension plan and/or pension allowances.
• JobRad – Find your dream bike, with financial support from us.
• Discounts – Enjoy a whole bunch of discounts from our external corporate benefits partner.