Manager of Sales Enablement

C.H. Robinson is looking for a Manager, Sales Enablement to lead a team of Sales Enablement Managers (SEMs) focused on improving frontline sales execution, seller productivity, manager effectiveness, and pipeline generation quality across the organization.

• Lead & develop the Sales Enablement Team.
• Lead, coach, and develop a team of Sales Enablement Managers supporting frontline sales teams.
• Establish clear priorities, operating rhythms, and performance expectations across the SEM organization.
• Build a high‑performing enablement culture focused on execution, accountability, continuous improvement, and field partnership.
• Develop talent and create scalable approaches that improve consistency across the organization.
• Own the operating framework for top‑of‑funnel execution, including outbound workflows, engagement strategy, and qualification standards.
• Drive measurable improvement in engagement‑to‑qualified pipeline and qualified‑to‑sales‑accepted conversion rates.
• Improve early‑stage pipeline velocity and opportunity quality across the sales organization.
• Partner with Sales Leadership to enforce consistent pipeline inspection, qualification rigor, and handoff quality.
• Standardize how pipeline is created, qualified, and progressed to ensure consistency and predictability of outcomes.
• Drive measurable improvement in pipeline generation quality, opportunity progression, and seller effectiveness across the sales organization.
• Identify operational friction points and simplify workflows, tools, and processes to improve seller productivity and execution speed.
• Partner with sales leadership to drive consistency in discovery, qualification, opportunity management, and customer engagement.
• Own and drive the execution of scalable sales methodologies and frontline commercial disciplines (e.g., MEDDIC, stage criteria, cadence execution).
• Translate organizational priorities into actionable execution frameworks, workflows, and manager cadences.
• Partner cross‑functionally with Revenue Operations, Marketing, Product, and Sales Leadership to drive alignment and execution consistency.
• Leverage KPI trends, conversion metrics, seller feedback, and pipeline insights to identify execution gaps and improvement opportunities.
• Drive adoption and enforcement of standardized selling practices and operational standards.
• Improve frontline manager coaching effectiveness, inspection quality, and performance management consistency.
• Define and implement leading indicators tied to pipeline creation, conversion, and revenue outcomes.
• Reinforce accountability systems that improve execution quality, pipeline discipline, and performance consistency without unnecessary complexity.
• Support the integration of AI‑enabled workflows, sales technologies, and customer intelligence capabilities into daily seller execution.
• Scale modern enablement practices that improve productivity, personalization, and customer engagement quality.
• Continuously evaluate opportunities to improve seller efficiency and execution consistency through process and technology improvements.

Required:

• 5+ years of experience in sales enablement, sales leadership, revenue operations, commercial operations, or related go‑to‑market functions.
• 2+ years of people leadership experience with demonstrated ability to coach and develop high‑performing teams.
• Experience improving sales execution, pipeline generation, seller productivity, or opportunity management within a B2B sales environment.
• Strong understanding of modern sales methodologies, pipeline management, and commercial workflows.
• Experience leading cross‑functional initiatives and influencing stakeholders across multiple functions.
• Strong communication, facilitation, organizational, and leadership skills.
• Analytical mindset with ability to leverage data and field feedback to drive continuous improvement.
• Experience driving adoption and behavioral change across sales organizations.

Preferred:

• Experience supporting large, distributed sales organizations.
• Experience with MEDDIC or similar sales methodologies.
• Experience integrating AI‑enabled workflows or sales technologies into commercial execution.
• Background in…