Sales Enablement Lead

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

📋 Description

• Develop and manage a robust, scalable global sales enablement initiative for the USGBC and GBCI commercial teams.

• Analyze role-specific capability requirements through insights from managers, field observations, customer and partner feedback, and performance metrics.

• Create and implement a global sales enablement strategy that aligns with organizational goals and addresses regional capability gaps.

• Design, execute, and sustain onboarding and continuous learning programs for market leads, customer account managers, channel partner account managers, and designated partners.

• Deliver training focused on product portfolio knowledge, consultative selling techniques, discovery processes, value communication, qualification, account planning, opportunity management, and escalation protocols.

• Convert product insights, value propositions, and commercial processes into educational modules, sales playbooks, discovery resources, objection-handling tools, and job aids.

• Set up content ownership, version control, review cycles, and procedures for content retirement.

• Lead workshops, demonstrations, role-playing sessions, peer learning opportunities, and coaching resources for managers.

• Evaluate skill application and offer targeted reinforcement in collaboration with regional and functional leaders.

• Conduct training sessions through virtual, live, and self-paced formats.

• Collaborate with product teams, product marketing, client solutions, and market development on product launches, campaigns, processes, and technology updates.

• Oversee global enablement implementations and tailor approved materials to meet local market conditions, customer needs, languages, and partner specifications.

• Track training participation, proficiency, practical application, content usage, process adoption, and overall effectiveness of enablement initiatives.

• Define performance metrics and report on program effectiveness, adoption rates, and areas for improvement.

• Work closely with sales operations, regional directors, market leads, account management, product teams, marketing, client solutions, technology, and HR/learning departments.

• Manage Salesforce process learning, fostering consistent use of approved sales tools.

• Create system training, user manuals, and adoption resources for CRM, learning, and sales enablement platforms.

• Oversee program governance, readiness assessments, reinforcement or remediation recommendations, and content lifecycle management.

• Report directly to the Director of Sales Operations.

⛳️ Requirements

• A minimum of five years’ experience in sales enablement, sales training, commercial learning and development, or similar B2B commercial roles.

• At least three years of experience in designing, delivering, and evaluating enablement programs for sales teams, account managers, or channel partners.

• Proven experience in developing onboarding programs, sales playbooks, educational materials, practice activities, and reinforcement strategies.

• Solid understanding of consultative selling, account planning, opportunity qualification, partner-assisted selling, and commercial handoffs.

• Demonstrated ability to lead cross-functional initiatives, influence stakeholders, and manage competing priorities across various products, regions, or audiences.

• Experience in developing or supporting sales enablement programs for distributed or multinational teams.

• Experience with implementing scalable learning and enablement initiatives that support consistent sales processes and regional business needs.

• Bachelor's degree in business administration, marketing, communications, organizational development, education, human resources, or a related field is required.

• Proficient in Salesforce or a similar CRM platform, including sales pipeline processes, opportunity management, and user adoption.

• Familiarity with learning management systems or sales enablement platforms.

• Proficient in Microsoft 365 applications, including PowerPoint, Excel, Word, Teams, and SharePoint, or equivalent tools.

• Experience with virtual training, webinar, and digital collaboration tools.

• Ability to utilize CRM reporting, learning analytics, and performance dashboards.

• Strong skills in facilitation, instructional design, content development, and coaching support.

• Skillful at translating complex products, services, and commercial processes into clear, accurate, and practical learning materials.

• Excellent program leadership, stakeholder management, prioritization, and change management abilities.

• Analytical skills to assess readiness and adoption through qualitative and quantitative evidence.

• Exceptional written, verbal, and interpersonal communication skills.

• Strong organizational and project management capabilities across global time zones.

• Ability to harmonize standardized global sales processes with regional market needs and cultural considerations.

• Commitment to the missions of USGBC and GBCI and a passion for promoting sustainability in the built environment.

• Preferred professional certifications in sales enablement, instructional design, learning and development, or Salesforce.

• LEED Green Associate or LEED AP credential is preferred.

• Candidates progressing through the interview process must complete an assessment.

• Must be available to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone, with flexibility for international time zones.

🏝️ Benefits

• Competitive salary.

• 401(k) plan with employer matching contributions.

• Reimbursement for professional development expenses.

• Healthcare coverage through Cigna, including medical, dental, vision, and prescription drug benefits.

• 100% of healthcare premiums covered by USGBC.

• HRA assistance for in-network medical deductibles.

• Generous paid time off policy, which includes 12 paid holidays, 9 personal sick days, and 2 to 3 weeks of PTO based on career level.

• Operations are closed for an entire week between Christmas and New Year’s.

• Six weeks of paid renewal leave after 7 years of continuous service.

• Flexible remote work arrangements.

• A purpose-driven and inclusive workplace culture.

• Opportunities for career growth and the chance to take ownership of impactful work.

• The opportunity to contribute to significant global sustainability initiatives.