Sales Enablement Manager

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

📋 Description

• Evaluate won, lost, and stalled deals throughout the various funnel stages, aligning calls and messages with CRM history and utilizing AI to highlight unanswered questions, weak arguments, unaddressed objections, and absent next steps.

• Analyze discovery, qualification, value presentation, objection handling, negotiation, closing, and follow-up phases, including script adjustments and attainment of call objectives.

• Determine root causes of performance discrepancies and suggest targeted improvements.

• Conduct one-on-one and team call and deal reviews, role-plays, live call observations, and product knowledge assessments.

• Develop individual development plans and mentor sales representatives on specific sales behaviors.

• Guide team leaders in applying unified quality standards.

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

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

• Pilot and implement new standards, collect feedback, establish commercial rules, draft CRM change requirements, participate in acceptance testing, and train sales representatives.

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

• Create reusable AI workflows for sales representatives and team leaders, provide training, monitor usage, and rectify errors.

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

• Ensure that sales representatives review AI-generated messages or data updates before client communication or adjustments to deal information.

• Develop and maintain a skills map for the team, call and deal scorecards, a prioritized loss-reason list, and a repository of examples and exercises.

⛳️ Requirements

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

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

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

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

• Excellent call and deal review capabilities: providing specific feedback, structured practice, and confirming skill application in real work; experience coaching team leads to implement shared quality standards.

• Experience in drafting sales standards and promoting their adoption through team leads and sales representatives, without direct authority over the sales team; clear and concise writing; a strong collaborator.

• Proficient in CRM usage at the level of funnel management, stages, tasks, ownership, SLAs, and data integrity; capable of writing change requirements.

• Demonstrated hands-on experience using AI in sales, with at least one implemented workflow detailing specific tasks, data contributions, user involvement, and outcomes. Comfortable with AI tools, structured instructions, files, and knowledge bases, and able to train others; familiarity with any specific AI product is not mandatory.

• Strong analytical skills: capable of evaluating the impact of new tools and processes through before-and-after comparisons, assessing conversion rates on a like-for-like basis, recognizing when data is insufficient for reliable conclusions, and clearly articulating what the numbers demonstrate.

• Proficient in English (C1/C2).

🏝️ Benefits

• Competitive base salary plus performance-related bonuses.

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

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

• Practical engagement with AI in genuine sales processes, not just theoretical pilots.

• Opportunity to join a highly skilled and dynamic team.

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