GTM Value Enablement Manager – Discovery

About Us 

HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we’ve achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 3000 midsize and multinational companies.

Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively. 

Come and be you with us 

Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that’s bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we’re waiting with open arms. Come join us.

About You 

This role is about owning how HiBob shows up in the earliest, most critical moments of a buyer’s journey. As the GTM value enablement manager for discovery, you are responsible for how our commercial teams move from

That means shaping not only outbound and qualification, but the quality of the first real conversations that happen after a prospect is engaged — the conversations that determine whether a deal deserves to move into evaluation.

You are a strategic, hands-on partner to BDRs, AEs, AMs and their leaders. You spend time with the field, listen to calls, join live sessions, support QBRs and work directly with managers to raise the standard of discovery execution across regions and segments. 

This is not a behind-the-scenes enablement role - your impact shows up in conversations, pipeline quality and deal momentum. You own how teams apply ICP, buyer and segment insights in real customer interactions. 

You help sellers move beyond surface-level qualification into confident, value-led discovery that uncovers real business context, stakeholder priorities and reasons to change.

Why this role is exciting

Discovery is where deals are won or quietly lost.

In this role, you have the opportunity to shape how HiBob is understood at first contact, influence which opportunities move forward, and raise the confidence and capability of commercial teams at scale. You will have visibility, ownership and impact - and you will see the results of your work directly in stronger conversations, better-qualified pipeline and smoother progression into evaluation.

Why join now

This is an opportunity to shape how HiBob shows up in the market at the most critical moment - the first conversation. You’ll have real ownership, strong executive support and the chance to make a visible impact on pipeline quality, conversion and sales confidence as the business scales.

Skills and experience

• 5–6 years’ experience in sales enablement, BDR leadership, early-funnel sales or a similar GTM role.

• Background supporting global sales teams, ideally in SaaS or high-growth environments.

• Strong understanding of prospecting and discovery motions across BDR, AAE, AE and AM roles.

What you will you manage in value management 

You will have clear ownership for discovery-stage value enablement, including:

• How customer facing teams use value led messaging  to drive stronger pipeline through prospecting

• How early-stage value conversations are structured, delivered and reinforced across the business.

• The transition from qualification into strong discovery conversations that progress opportunities into evaluation.

• Training teams to uncover business pain, strategic priorities and decision context — not just requirements.

What you will NOT be responsible for

This role is intentionally focused on value execution, not operational mechanics. You will not need to own:

• Sales process design, CRM stages or tooling.

• Outreach platforms, sequencing tools or activity targets.

• Core sales methodology, forecasting or inspection cadence.

• Creation of ICP definitions, personas or core messaging from scratch.
  

Instead, you work in close partnership with revenue enablement, RevOps and product marketing — taking what they own and making it land where it matters most: in real buyer conversations.

HiBob is a village filled with amazing people and we’re especially proud of that. It’s a place where Bobbers can be themselves. We’re about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you’ll receive competitive compensation, benefits, and pre-IPO equity alongside all of this:

• Company share options plan - every employee can eventually become a shareHolder

• Cash allowance for health insurance

• Annual vision allowance

• Annual Headspace subscription and wellness benefits

If this sounds like something you’ve been looking for, we’d love to have you. Come on, join our village!

***Learn about  HiBob's hybrid working model ***

BELONGING AT HIBOB
Our success depends on our people, and we want HiBob to be a workplace where everyone can feel a sense of belonging and thrive, so we’re committed to being proactive at all levels so that our workforce reflects the communities in which we live, work, and hire.

We are open to all talent. All qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colou