Sales Enablement Manager

This is a fully remote position, open to applicants in Brazil, +5 more countries.

📋 Description

• Analyze successful, unsuccessful, and stalled deals throughout various funnel stages, correlating calls and messages with CRM records, and utilizing AI to identify overlooked questions, weak arguments, unaddressed objections, and absent next steps.

• Evaluate discovery, qualification, value demonstration, objection resolution, negotiation, closing, and follow-up phases, including script modification and achievement of call objectives.

• Determine underlying causes of performance deficiencies and propose targeted improvements.

• Conduct one-on-one and group call and deal assessments, role-playing, live call monitoring, and product knowledge evaluations.

• Develop personalized growth plans and mentor sales representatives on specific sales practices.

• Guide team leaders in applying shared quality standards.

• Monitor the implementation of new practices and AI workflows, assessing their impact on conversion rates, deal results, and time management.

• Review, draft, and revise sales benchmarks, scripts, objection handling guides, follow-up protocols, contact quality standards, product instructions, and CRM stage guidelines.

• Initiate and implement standards, collect feedback, establish commercial guidelines, write CRM modification specifications, take part in acceptance testing, and instruct sales representatives.

• Supervise adherence to CRM protocols, including overdue tasks, missed next steps, unverified stage transitions, reasons for losses, and quality of handovers.

• Create reusable AI workflows for call preparation, meeting summaries, follow-up communications, discovery planning, and proposal reviews.

• Maintain AI guidelines, templates, and knowledge-base resources; train teams and rectify workflow issues.

• Ensure sales representatives assess AI-generated messages and data modifications prior to client communication or deal information updates.

• Construct and sustain the team's skills map, call and deal scorecard, loss-reason database, examples, and training exercises.

⛳️ Requirements

• Proven experience in sales enablement, coaching, or development within a similar industry, with a personal track record of identifying performance gaps among sales representatives.

• Background with a complex physical product that has an extended sales cycle, preferably in architectural glass, interior systems, or an associated field.

• Comprehensive knowledge of the entire B2B/B2C sales cycle, encompassing negotiation, closing, and repeat sales.

• Strong grasp of both phone sales and in-person sales within a showroom environment.

• Excellent skills in call and deal evaluations: providing specific feedback, structured practice, and ensuring skill transfer to actual work; experience in coaching team leaders to apply shared quality standards.

• Experience in drafting sales standards and fostering their adoption through team leads and sales representatives without direct authority over the sales team; capability for clear and concise writing; strong team collaboration skills.

• Proficient use of CRM systems, including understanding funnel management, stages, tasks, ownership, SLAs, and data integrity; ability to articulate change requirements.

• Demonstrated hands-on experience with AI in sales contexts, including at least one implemented workflow showcasing a clear task, data, personal contribution, users, and outcomes. Familiarity with AI tools, structured instructions, documentation, and knowledge bases, with the ability to train others on their use; experience with specific AI products is not mandatory.

• Strong analytical capabilities: able to evaluate the effects of new tools and processes through before-and-after comparisons, compare conversion rates on a like-for-like basis (same funnel stage, period, and lead sources), identify when data is insufficient for reliable conclusions, and articulate what the metrics indicate and do not indicate.

• Proficient in English (C1/C2).

🏝️ Benefits

• Competitive base salary plus performance-based bonuses.

• Complete ownership of the sales enablement function within a rapidly growing U.S. company, with the autonomy to develop it effectively.

• Direct impact on the sales team's selling strategies, with results evident in conversion rates and deal outcomes.

• Practical engagement with AI in real sales operations, not merely theoretical pilots.

• Opportunity to join a highly skilled and dynamic team.

• Exciting experiences working with prestigious clients in the U.S. market.