Manager, Sales Enablement

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

📋 Description

• Design and manage 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 areas where new representatives are encountering challenges and swiftly address those gaps.

• Develop and uphold a dynamic sales playbook segmented by AE, BDR, and partner activities, with quarterly updates or revisions based on product and market evolution.

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

• Manage the call coaching infrastructure through Apollo, establishing review cadences, scorecards, and feedback mechanisms that enhance managerial coaching effectiveness.

• Conduct role-specific enablement sessions (live, asynchronous, and AI-assisted) linked to genuine deal scenarios rather than generic training content.

• Advocate for and reinforce a unified sales methodology across AE and BDR teams, focusing on discovery, qualification, and multi-stakeholder navigation.

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

• Identify execution gaps within the sales funnel (such as drops in conversion rates, stage stalls, and variations in ACV) and develop targeted programs to address these issues.

• Oversee the sales enablement workstream for every new product launch, from pre-launch representative readiness and certification to post-launch reinforcement and feedback processes back to the product team; at Flex's current pace of product development, this is a fundamental, ongoing responsibility rather than a one-time project.

• Partner with the RevOps Director to strategize sequencing and outbound tooling (Clay, Apollo, Orum) to ensure BDR enablement aligns with GTM experiments.

• Define and take ownership of a core set of enablement KPIs, including ramp time, content adoption, adherence to methodology, win rates by segment, and pipeline conversion rates by representative cohort.

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

⛳️ Requirements

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

• Demonstrated ability to develop enablement programs from the ground up in a high-growth, resource-constrained environment.

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

• Practical experience with an LMS or knowledge management platform; capable of designing and delivering multi-modal learning experiences (asynchronous, live, self-paced).

• Proficient in using AI tools (Claude, ChatGPT, or equivalent) as an integral part of your workflow, including content creation, program design, and output acceleration.

• Experience in integrating structured qualification and discovery frameworks into a sales process—whether developed in-house or methodology-based—and the capability to ensure team utilization.

• Excellent written and verbal communication skills; able to create clear executive-facing materials and effectively translate insights from deal debriefs into program enhancements.

• Strong ownership mentality—proactively identify gaps and address them without awaiting consensus.

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

• Familiarity with Clay, Apollo, or Orum in the context of BDR enablement.

• Experience with partner or channel enablement initiatives.

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

• Comfortable with SQL or BI tools (Hex, Looker, or similar)—capable of extracting data independently rather than relying on analysts.

🏝️ Benefits

• Meaningful equity opportunities for those who contribute to building something substantial.