Sales Enablement Manager

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

📋 Description

• Analyze won, lost, and stalled deals across various funnel stages, aligning calls and messages with CRM history while utilizing AI to uncover missed questions, weak arguments, unaddressed objections, and absent next steps.

• Evaluate the discovery, qualification, value presentation, objection handling, negotiation, closing, and follow-up phases, including script modifications and the achievement of call objectives.

• Identify underlying causes of performance discrepancies and propose targeted solutions.

• Conduct individual and team call and deal evaluations, role-playing sessions, live call monitoring, and product knowledge assessments.

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

• Guide team leads in implementing shared quality standards.

• Monitor the application of new behaviors and AI processes and their effects on conversion rates, deal results, and time management.

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

• Test and implement standards, collect feedback, establish commercial guidelines, draft CRM change requests, engage in acceptance testing, and train sales representatives.

• Oversee CRM compliance, including overdue tasks, absent next steps, unconfirmed stage transitions, missing loss explanations, and handover quality.

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

• Collaborate with AI agents and bots; manage instructions, templates, and knowledge base resources.

• Ensure sales representatives review AI-generated messages and data updates prior to client communications or significant deal modifications.

• Develop and maintain the team skills matrix, call and deal scorecard, loss-reason archive, and a collection of examples and exercises.

⛳️ Requirements

• Proven experience in sales enablement, coaching, or development within a similar market, with direct accountability for identifying performance gaps among sales representatives.

• Background with a complex physical product featuring a lengthy sales cycle, preferably in architectural glass, interior systems, or a related field.

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

• Strong familiarity with both phone and in-person sales methodologies in a showroom environment.

• Excellent skills in call and deal review: providing specific feedback, structured practice, and ensuring skill application in real-world scenarios; experience coaching team leads to adhere to shared quality benchmarks.

• Experience in drafting sales standards and fostering their adoption through team leads and sales representatives, without direct authority; clear and concise writing; exceptional team player.

• Proficient in CRM usage at the funnel, stage, task, ownership, SLA, and data quality levels; capability to draft change requests.

• Demonstrated, hands-on experience with AI in sales operations, with at least one implemented workflow showcasing a clear task, data, personal involvement, users, and outcomes. Comfortable with AI tools, structured instructions, documents, and knowledge bases, and capable of training others in their use; experience with any specific AI product is not mandatory.

• Strong analytical abilities: capable of measuring the impact of new tools and processes through before/after comparisons, contrasting conversion rates on a like-for-like basis (same funnel stage, period, and lead sources), identifying when insufficient data exists for reliable conclusions, and articulating what the data does and does not substantiate.

• Proficient in English (C1/C2).

🏝️ Benefits

• Competitive base salary with performance-based bonuses.

• Full responsibility for the sales enablement function in a rapidly growing U.S. company, with the autonomy to establish it effectively.

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

• Engaging hands-on experience with AI within actual sales processes, rather than theoretical pilots.

• Opportunity to join a highly skilled and dynamic team.

• Exciting experience collaborating with prestigious clients in the U.S. market.