Manager, Sales Enablement

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Design and take charge of comprehensive onboarding programs for AE, BDR, and partnership roles — encompassing product knowledge, sales processes, tool proficiency, and Flex's Ideal Customer Profile (ICP).

• Create role-specific certification pathways and establish 30/60/90-day ramp benchmarks; monitor and report on the time-to-productivity for each new hire.

• Collaborate with sales managers to pinpoint where new representatives are struggling and quickly address those gaps.

• Develop and sustain an evolving sales playbook by segment — addressing AE, BDR, and partner motions — with quarterly updates or as the product and market change.

• Build and oversee a content library: including battle cards, objection-handling guides, competitive positioning, case studies, and discovery frameworks.

• Manage the call coaching infrastructure via Apollo — establishing review cadences, scorecards, and feedback loops that enhance the effectiveness of managers as coaches.

• Conduct enablement sessions (live, asynchronous, and AI-assisted) that are tailored to specific roles and connected to real deal scenarios, rather than generic training content.

• Advocate for and reinforce a consistent sales methodology across AE and BDR teams — including discovery, qualification, and navigation among multiple stakeholders.

• Collaborate with RevOps to ensure that Salesforce stages, fields, and dashboards accurately reflect the team's selling practices.

• Identify execution gaps in the sales funnel (such as drops in conversion rates, stalls in stages, and variances in Annual Contract Value) and develop targeted programs to mitigate these issues.

• Oversee the sales enablement workstream for each new product launch — from pre-launch representative readiness and certification to post-launch reinforcement and feedback loops back to the product team; given Flex's current pace of product development, this is an essential and ongoing responsibility, not a one-time project.

• Collaborate with the RevOps Director on sequence strategy and outbound tooling (including Clay, Apollo, and Orum) to ensure BDR enablement aligns with Go-To-Market (GTM) experiments.

• Define and manage a core set of enablement KPIs: ramp time, content adoption, adherence to methodology, win rate by segment, and pipeline conversion by representative cohort.

• Regularly report on program effectiveness to sales leadership and utilize that data for continuous improvement.

⛳️ Requirements

• 4–6 years of experience in sales enablement, revenue enablement, or a closely related role within a B2B company — ideally with experience in fintech or financial services.

• Proven ability to create enablement programs from the ground up in a high-growth, resource-limited environment.

• Proficient in Salesforce — comfortable generating reports, understanding stage hygiene, and collaborating with administrators on configuration needs; familiarity with Apollo and ZoomInfo as part of the GTM stack is advantageous.

• Hands-on experience with a Learning Management System (LMS) or knowledge management platform; capable of designing and delivering multi-modal learning (asynchronous, live, self-paced).

• Proficient in using AI tools (such as Claude, ChatGPT, or equivalent) as an integral part of your workflow — for content creation, program design, and accelerating outputs.

• Experience in developing structured qualification and discovery frameworks within a sales process — whether they are homegrown or methodology-based — and the ability to ensure team adoption.

• Strong written and verbal communication skills; capable of producing concise executive-level materials and also participating in deal debriefs to translate insights into program enhancements.

• Demonstrated ownership mentality — identifying gaps proactively and addressing them without waiting for consensus.

• Nice to Have: Experience supporting both an outbound BDR motion and a consultative AE motion simultaneously.

• Familiarity with Clay, Apollo, or Orum in relation to BDR enablement.

• Experience with partner or channel enablement initiatives.

• Previous experience at a company that underwent rapid scaling of AE headcount (2x–4x within a 12–18 month period).

• Comfort with SQL or Business Intelligence (BI) tools (such as Hex, Looker, or similar) — ability to extract your own data rather than relying on analysts.

🏝️ Benefits

• Meaningful equity for contributing to the creation of something significant.