Manager, Sales Enablement – Effectiveness

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

📋 Description

• Develop and implement the strategy for sales enablement and effectiveness in North America.

• Lead the deployment and acceptance of CTM's sales methodology, which includes MEDDICC, discovery, qualification, value selling, competitive positioning, account planning, and opportunity strategy.

• Integrate consistent selling practices, necessary activities, and coaching expectations throughout CRM sales stages.

• Oversee Gong's business strategy and adoption roadmap, which encompasses scorecards, coaching programs, call libraries, AI insights, best-practice identification, and adoption.

• Collaborate with Sales Systems, Sales Operations, and IT to configure, integrate, govern, and support sales platforms.

• Design and deliver a regional enablement curriculum that covers onboarding, sales methodology, discovery, executive selling, objection handling, negotiation, competitive selling, vertical expertise, and CTM solutions.

• Create 30/60/90-day onboarding and ongoing learning programs, reinforcement, and certification initiatives for BAS and sales leaders.

• Provide sales leaders with coaching frameworks, deal-review tools, scorecards, and insights for weekly management and pipeline cadences.

• Enhance qualification, pipeline velocity, stage progression, forecast discipline, win rates, and conversion through data-driven coaching.

• Establish frameworks for sales plans, key account acquisition plans, discovery sessions, pursuit strategies, and war rooms for priority Enterprise and Strategic opportunities.

• Translate CTM's value proposition, competitive intelligence, vertical strategies, product capabilities, and market insights into seller-ready plays, talk tracks, content, and buyer-facing messaging.

• Maintain a repository of sales plays, best practices, training resources, call examples, tools, and content mapped to buyer journeys and sales stages.

• Create a feedback loop for voice-of-the-field across Sales, Marketing, Product, Operations, and leadership.

• Define and report on enablement KPIs, including methodology adoption, Gong engagement, stage conversion, pipeline quality, sales cycle, win rate, ramp time, certification, and training effectiveness.

• Assess capability gaps for BAS and managers, and shape enablement programs using performance data, field feedback, and business priorities.

• Manage enablement initiatives, vendors, budgets, timelines, risks, and communications.

• Advise senior leadership regarding sales execution, capability, technology adoption, and performance enhancement.

• Provide direct leadership to the Sales Systems Manager and potentially additional direct or indirect reports, including performance management, hiring, training, coaching, feedback, and development.

• Prepare presentations and other necessary documents.

• Perform additional duties as assigned.

⛳️ Requirements

• Bachelor's degree in business, sales, organizational development, learning and development, marketing, or a related field, or equivalent relevant experience.

• 5+ years of progressive experience in B2B sales enablement, sales effectiveness, sales operations, sales leadership, or a related commercial role.

• Experience preferably supporting complex enterprise sales organizations.

• Familiarity with implementing and reinforcing structured sales methodologies such as MEDDICC/MEDDPICC, Challenger, Miller Heiman, Strategic Selling, Value Selling, or similar.

• Ability to design and facilitate sales training, onboarding, workshops, reinforcement programs, and manager-led coaching.

• Experience using conversation intelligence, CRM, and sales productivity platforms.

• Strong understanding of complex B2B and enterprise sales cycles.

• Proven experience leading cross-functional initiatives and driving measurable change across a geographically dispersed organization.

• Experience in the corporate travel, travel technology, or business services industry preferred.

• Prior experience in a quota-carrying sales or sales leadership role is strongly preferred.

• Strong commercial acumen and understanding of sales-performance behaviors, disciplines, and coaching.

• Excellent facilitation, presentation, coaching, and instructional design skills.

• Strong analytical skills connecting CRM, conversation intelligence, pipeline, and performance data.

• Proven program and change leadership skills.

• Working knowledge of sales methodologies, adult learning principles, coaching practices, and enablement measurement.

• Proficiency with Gong or similar conversation intelligence platforms, CRM systems, ZoomInfo, LinkedIn Sales Navigator, and Microsoft Office Suite.

• Ability to work independently and collaboratively with regional and global teams across time zones.

• Proficiency in Microsoft Office Suite.

• Professional written and verbal communication skills.

• Ability to meet deadlines and prioritize multiple requests.

• Ability to perform basic math and interpret information.

• Regular and reliable attendance is required.

• Domestic and global travel is necessary.

• Ability to work Monday through Friday, generally from 8:00 am to 5:00 pm in the local time zone.

🏝️ Benefits

• Company Paid Basic Life & AD&D Insurance.

• Company Paid Short-Term Disability.

• Voluntary Long-Term Disability Insurance.

• Comprehensive Wellness Program with incentives available to reduce your medical insurance premiums.

• Supplemental Life; Accident; Cancer; Critical Illness; Identity Theft Protection and Legal Coverage.

• Three medical plan options including a High Deductible Health Plan, HMO plan (available in select states), and a Co-Pay medical plan.

• Health Savings Account (HSA) with company core contribution and matching contributions, on a per pay period basis if enrolled in the HDHP medical plan.

• Flexible Spending Accounts.

• Dependent Care Savings Account.

• Dental Insurance Plan.

• Vision Insurance Plan.

• 9 Company Paid Holidays including the day after Thanksgiving.

• Generous paid time off programs for vacation and sick days.

• Employee Assistance Plan with access to Talk Space Therapy.

• Family Medical Leave.

• Paid Parental Leave (4 weeks).

• Maternity benefits utilizing company paid STD, plus Parental Leave (4 weeks).

• Bereavement Leave.

• 401(k) Retirement Plan with a generous match per pay period.

• Student Loan Payment Match.

• Flexible work environments.

• Domestic and global travel opportunities/requirements.