Sales Enablement Manager

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

📋 Description

• Take charge of ensuring the quality of sales execution throughout the entire sales process, from initial contact and needs assessment to closing deals and order handover.

• Analyze won, lost, and stalled deals at various stages of the funnel, correlating calls and messages with CRM records while utilizing AI to pinpoint overlooked inquiries, weak arguments, unresolved objections, and absent next steps.

• Evaluate discovery, qualification, value demonstration, objection handling, negotiation, closing, and follow-up, ensuring client adaptation and the achievement of call objectives.

• Identify fundamental causes of performance deficiencies and suggest targeted improvements.

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

• Develop individual growth plans and mentor sales representatives on specific sales techniques.

• Guide team leads in implementing shared quality benchmarks.

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

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

• Test and implement new standards, create CRM change requirements, engage in acceptance testing, and train sales representatives post-implementation.

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

• Develop reusable AI workflows for sales representatives and team leaders, train teams, monitor usage, and correct errors.

• Collaborate with AI agents and bots, maintaining instructions, templates, and knowledge-base documents.

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

• Create and maintain the team skills inventory, call and deal scorecard, prioritized loss-reason library, and examples/exercises repository.

⛳️ Requirements

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

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

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

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

• Exceptional call and deal review capabilities: providing specific feedback, structured practice, and ensuring skill transfer to real-world applications; experience coaching team leads to uphold shared quality standards.

• Experience in developing sales standards and fostering their adoption through team leads and sales representatives, even without direct authority over the sales team; strong writing skills; a collaborative team player.

• Proficient use of CRM systems at the level of funnel management, stages, tasks, ownership, SLAs, and data integrity; capability to draft change requirements.

• Demonstrated, practical use of AI in sales operations, with at least one implemented workflow showcasing a clear task, data, individual contribution, users, and outcomes. Proficient with AI tools, structured instructions, files, and knowledge bases, and able to train others in their use; experience with specific AI products is not mandatory.

• Strong analytical abilities: capable of assessing the impact of new tools and processes through before/after comparisons, evaluating conversion rates on a like-for-like basis (same funnel stage, period, and lead sources), recognizing when data is insufficient for reliable conclusions, and articulating what the metrics validate.

• Proficient in English (C1/C2 level).

🏝️ Benefits

• Competitive base salary along with performance-driven bonuses.

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

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

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

• Opportunity to join a highly skilled and dynamic team.

• Exciting opportunities to work with prestigious clients in the U.S. market.