Sales Enablement Manager

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

📋 Description

• Establish the enablement framework and a twelve-month strategy that aligns with Revenue Operations objectives.

• Create and implement structured onboarding programs featuring ramp milestones and productivity timelines.

• Take ownership of continuous skill enhancement for the sales team.

• Develop playbooks tailored to various buyer types, including corporations, law firms, and government entities.

• Convert the revamped sales process, stage-gate criteria, MQL/SQL/SAL definitions, and lead-routing guidelines into daily materials for sellers.

• Manage MEDDPICC as the standard for qualification and integrate it into stage-gate criteria, deal assessments, and Salesforce opportunity fields.

• Create a Challenger Sale certification program, which includes commercial teaching, customized stakeholder pitches, leadership in pricing discussions, assessments, and coaching schedules.

• Collaborate with the Data & Systems division to establish Salesforce training and certification.

• Oversee CRM adoption analytics and provide targeted coaching where adoption is lacking.

• Work alongside Finance's Pricing and Deal Desk team to develop pricing, workflow, and approval-routing training materials.

• Establish and manage a centralized content repository for enablement materials while phasing out outdated content.

• Assess enablement tools like Highspot and advocate for their adoption where appropriate.

• Define and present an enablement scorecard that tracks ramp time, certification completion, playbook and CRM adoption, and changes in win rates.

• Build the sales enablement function from scratch and achieve key enablement results in the first year.

⛳️ Requirements

• A minimum of eight years in sales enablement, sales operations, or sales leadership roles.

• Proven experience in establishing an enablement function from the ground up at a sizable B2B organization.

• Strong preference for candidates with experience in eDiscovery, legal technology, or legal services.

• Background in professional services or B2B SaaS with complex, consultative sales cycles is encouraged.

• Proficient working knowledge of Salesforce from both adoption and training perspectives.

• Familiarity with enablement platforms like Highspot, Seismic, or Showpad.

• Experience with sales engagement tools such as Outreach, Salesloft, or Gong.

• Knowledge of LMS or curriculum design is essential.

• Sufficient BI literacy to interpret and act upon adoption dashboards.

• Certified or highly knowledgeable in MEDDPICC or the broader MEDDIC framework.

• Experience in developing certification programs, coaching rubrics, or deal-review frameworks around MEDDPICC/MEDDIC and Challenger Sale methodologies.

• Strong communication and facilitation skills.

• Data-driven mindset for evaluating the impact of enablement initiatives.

• Capability to work efficiently while upholding high standards for process discipline.

🏝️ Benefits

• Remote work opportunity (within the US).

• Full-time employment.