Role Description We're looking for a GTM Enablement Manager who builds and owns the enablement function at Guardz from the ground up. This person is a natural coach and builder - someone who earns trust across Business Development Representatives, Account Executives, Customer Success Managers, and Technical Support teams through expertise and follow-through, not through a reporting line. As a senior individual contributor, you will own the enablement function from the ground up - building the programs, playbooks, and coaching cadences that translate GTM strategy into consistent, confident front-line performance. Responsibilities - Build structured 30/60/90-day onboarding programs by role, including technical certifications that mirror what our customers learn. - Build, maintain and deliver enablement training, playbooks, talk tracks, scripts, and deck templates that drive repeatable sales, onboarding, and renewal motions. All in close partnership with GTM Leadership. - Manage the GTM knowledge base (internal resources + competitive intel) and own internal tool training across the stack. - Act as the go-between for GTM and Product - ensuring all teams are fully equipped before launches. - Partner with PMM on battle cards and messaging, owning field translation, training, and adoption. - Build a structured field feedback loop - capturing objections, adoption blockers, and conversion gaps - and continuously feed signals back into content and to relevant teams. - Run weekly coaching cadences, report enablement impact monthly, and own content refresh cycles (monthly updates, quarterly playbook revisions, annual re-certifications). Qualifications - 5+ years in Sales Enablement or a closely adjacent GTM role at a SaaS company. - Proven ability to train on a technical product with genuine depth - credible to Business Development Representatives, Account Executives, Customer Success Managers, and Technical Support. - Demonstrated experience building structured learning paths end-to-end. - Strong pre-sales or post-sales background - cold call, discovery, demo motions or Customer Support onboarding, retention, and expansion. - Data-driven, collaborative, and a clear communicator across all levels. - Cybersecurity or MSP market experience - a strong advantage.

• Partner closely with Program Leads and functional leaders to drive cross-functional alignment and execution of development programs from early development through clinical execution and commercialization. • Lead integrated program planning and execution, including development strategy, clinical development plans, timelines, budgets, resource planning, risk management, and scenario planning. • Provide program leadership and oversight for multiple R&D programs, balancing strategic priorities, resource planning, risk management, and execution across the portfolio. • Direct and coordinate cross-functional teams (clinical, regulatory, CMC, manufacturing, commercial, statistics, preclinical) to deliver programs on time and within budget. • Identify critical path activities, anticipate risks and opportunities, develop mitigation strategies, and facilitate timely decision-making through team and governance forums. • Monitor program performance, prepare and deliver clear, concise program updates, recommendations, dashboards, and decision packages for governance committees and senior leadership. • Facilitate cross-functional meetings, drive accountability, and ensure timely resolution of actions and challenges. • Develop and present program scenarios, risks, timelines, costs, and strategic options to support executive decision-making. • Lead problem-solving, contingency planning, and issue resolution for complex development challenges. • Partner with the VP, Program Management and other team members as needed, championing program management best practices, governance standards, process improvements, and organizational effectiveness.

• Serve as the primary point of contact with CMS on Program Integrity operations, including status reporting, project initiation within required timelines (10 business days), issue escalation, and delivery of Initial and Final Project Reports per SOW requirements; notify CMS within 24 hours prior to engaging external stakeholders in the absence of a Joint Operating Agreement. • Own and administer the quality assurance and inter-rater reliability process for all Program Integrity medical record reviews, including development of QA protocols, peer review assessments, and corrective action procedures; maintain a 95% or greater accuracy score each month. • Direct clinical reviewers to identify potential FWA indicators in medical records, including falsified documentation, altered records, billing pattern anomalies, medically unnecessary services, and evidence of patient harm; ensure review findings are documented consistent with CMS and FIG standards. • Directly supervise and manage the clinical review team (RN, LPN, coder, and support staff), including hiring, onboarding, performance management, workload distribution, and ongoing training. • Analyze Medicare claims data and medical record documentation to identify FWA patterns, billing anomalies, provider-specific trends, and program vulnerabilities; develop lead recommendations and supporting data for submission to CMS for consideration of additional review projects or referrals. • Maintain current working knowledge of Medicare coverage rules, CMS Program Integrity Manual (IOM 100-8), Unified Case Management (UCM) system procedures, UPIC coordination protocols, and applicable law enforcement referral standards governing fraud-focused medical review activities. • Lead the Program Integrity medical review workstream, including coordination with UPICs, law enforcement agencies, state agencies, and other external stakeholders as directed by CMS; ensure all referrals, overpayment recoupments, and field work are executed in compliance with SOW requirements and FIG protocols.

• Lead the development of price strategies, pricing models, and cost volumes for proposals ranging from $10K to over $8B. • Support cradle-to-grave pricing lifecycle, from requirements analysis to pricing submission and negotiation. • Analyze BOEs, labor mixes, escalation factors, and subcontractor pricing inputs for accuracy and compliance. • Develop Price-to-Win (PTW) scenarios and competitive assessments using intelligence gathered from previous proposals and market research. • Ensure alignment with FAR, DFARS, CAS, and TINA regulations. • Collaborate with capture managers, contracts, HR, technical leads, and partners to produce compliant and compelling cost proposals. • Create and maintain pricing templates, rate libraries, and internal workflows • Support ongoing contracts by analyzing and reporting on program financial performance, including EACs, ETCs, burn rates and variance analysis. • Participate in monthly reviews (IPRs), forecasting, and financial status reporting. • Maintain data integrity between pricing baselines and program execution. • Partner with program managers to ensure financial goals align with operational performance. • Support transition from proposal to execution phases to ensure pricing assumptions translate effectively.