Director, Commercial Enablement

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement commercial processes for account strategy and planning, opportunity and deal evaluations, forecasting schedules, and ongoing training.

• Create and manage account strategy and planning frameworks, encompassing segmentation, whitespace/growth analysis, and stakeholder mapping.

• Construct account planning templates, documentation, and standards to ensure high-quality plans.

• Establish and oversee account planning review schedules, including quarterly business reviews (QBRs), renewal planning, and strategic account assessments.

• Define and guide opportunity review and deal strategy processes from qualification through to closure.

• Develop deal qualification frameworks and scorecards, such as MEDDPICC, and provide training for teams on their usage.

• Lead or coach managers during deal strategy sessions, identifying risks and creating close plans.

• Manage the forecast and pipeline review schedule, including organizing, setting agendas, preparing materials, and ensuring follow-through on action items.

• Collaborate with Commercial Operations to align Salesforce dashboards with process design; maintain responsibility for the process while Commercial Operations manages systems and data.

• Act as the primary contact for questions regarding processes and adoption, directing tooling requests to Commercial Operations.

• Design, initiate, and oversee onboarding, ramp-up, and ongoing sales/account management training programs.

• Take ownership of the certification and enablement roadmap, measuring completion, retention, and business impact.

• Select and manage enablement content and tools, including Learning Management Systems (LMS) and playbook repositories.

• Mentor frontline managers and representatives through live deal coaching, call evaluations, and skill development in discovery, negotiation, and account strategy.

• Establish a manager-as-coach framework and create coaching routines such as shadowing, deal clinics, role-playing, and peer learning.

• Collaborate with B2B marketing on campaign planning, launches, messaging, talk tracks, follow-up processes, sales strategies, battlecards, and objection-handling materials.

• Document, standardize, and continuously enhance commercial processes and playbooks for new-logo sales, upselling/cross-selling, and renewals.

• Maintain a centralized repository of enablement content, templates, and playbooks.

• Define and report on enablement KPIs, including ramp time, quota attainment, win rate, forecast accuracy, and process adoption.

⛳️ Requirements

• Over 7 years of experience in sales enablement, commercial enablement, sales operations, or sales/account management leadership, preferably in B2B SaaS or healthcare/health tech sectors.

• Proven experience in designing and executing account planning frameworks, opportunity/deal review processes, and forecasting schedules.

• A demonstrated history of building and delivering sales training, onboarding, and continuous education programs.

• Strong coaching skills, with experience coaching individual representatives and frontline managers both one-on-one and in group settings.

• Experience collaborating with marketing to support campaigns and translating them into pipeline opportunities.

• Excellent facilitation, written communication, and cross-functional influence abilities; capable of driving adoption without direct authority.

• Familiarity with Salesforce and enablement or conversation-intelligence tools such as Gong.

• Preferred: experience in health tech, digital health, healthcare payer/provider, or telehealth sectors.

• Preferred: knowledge of formal sales methodologies such as MEDDPICC, Challenger, or Command of the Message.

• Preferred: certification in coaching or sales methodologies.

🏝️ Benefits

• Remote-First Company

• Unlimited PTO

• Flexible & remote location

• Healthcare Coverage (Medical, Dental, Vision)

• 401k & bonus

• Registered Dietitian Sessions