Aurigo Software Technologies  |  Austin, TX (Hybrid)  |  Reports to VP of Sales

The Role

Aurigo sells capital program management software to public agencies, federal clients, state DOTs, and facility owners. Our sales cycles are long, our buyers are sophisticated, and the domain is complex. We are building AI agents that handle lead triage, enrichment, scoring, and follow-up cadence. We need someone who defines the rules these agents run on and equips our GTM teams to sell effectively in this market.

You will own enablement across Sales, Marketing, Customer Success, and Partnerships. Your primary focus will be the public sector market, where the majority of our pipeline and federal expansion efforts are concentrated. You will build an enablement architecture designed to extend to our commercial verticals as that business scales.

Strategy and Methodology

• Define and coach sales methodology (Sandler, MEDDIC) across the GTM organization, adapted to the realities of government procurement and long enterprise cycles.
• Build sales playbooks, competitive battle cards, and vertical-specific talk tracks for public sector verticals (Federal, State DOT, Local Government) with a framework extensible to commercial verticals (Manufacturing, Energy/Utilities, Data Centers, Life Sciences).
• Design and deliver onboarding and continuous learning programs for all GTM roles, including quarterly readiness and annual Sales Kickoff.

Agent-Augmented Enablement

• Own the ICP scoring criteria, qualification rules, and disqualification triggers that power our inbound triage agent.
• Define stage progression logic and follow-up reasoning that the cadence agent uses to draft contextual outreach and flag stale leads.
• Train GTM teams on how to interpret and act on agent-generated lead briefs, follow-up recommendations, and escalations.
• Continuously refine agent rules based on win/loss data, pipeline patterns, and team feedback.

Measurement

• Track MQL-to-SQL conversion, speed to first touch, follow-up cadence adherence, and stage velocity.
• Report enablement ROI to GTM leadership tied to pipeline and revenue, not content produced or sessions delivered.

What You Bring

• 6-8 years in Sales Enablement or GTM Operations in enterprise B2B SaaS.
• Strong command of Sandler, MEDDIC, or equivalent with hands-on coaching ability.
• Experience designing enablement around AI-augmented workflows, or demonstrated ability to learn fast.
• Comfort with Salesforce, Outreach, and enablement platforms. You use them to drive outcomes, not maintain them.
• Data-driven mindset. Everything ties back to pipeline and revenue.
• Government, infrastructure, or public sector software experience is a strong plus.

Why This Role Is Different

Most enablement roles maintain tools and run training sessions. This one is different in two ways. First, you are enabling teams that sell into capital infrastructure, a domain where a single deal can span years and involve dozens of stakeholders across agencies, legislators, and procurement offices. Second, you are designing enablement for GTM teams that work alongside AI agents. You shape how the agents reason about leads, how teams respond, and how pipeline converts. If you want to define what sales enablement looks like in an agent-augmented, domain-complex world, this is the role.

About Aurigo

Aurigo builds AI-native capital program management software. Founded in 2003. FedRAMP and StateRAMP certified. Over $300 billion in capital programs under management. 20 years of longitudinal project data powering our AI capabilities. Customers include state DOTs, federal agencies, ports, transit authorities, and facility owners across seven verticals.