Manager of Sales Enablement

Job Overview

C.H. Robinson is looking for a Manager, Sales Enablement to join our team. In this role you will 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. You will partner closely with Sales Leadership, Revenue Operations, Marketing, Product, and frontline managers to drive scalable selling behaviors and consistent execution across the customer lifecycle.

You are accountable for improving top‑of‑funnel rigor, pipeline creation quality, and early‑stage conversion performance across the sales organization.

If you possess a strong understanding of modern B2B sales execution, organizational leadership, seller workflows, and performance improvement within complex commercial environments, you may be a great fit for this position!

• 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 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

• Success in this role is measured through improvements in pipeline creation rates, conversion metrics, early‑stage velocity, seller productivity, and execution consistency across the sales organization

Required:

• 5+ years of experience in sales enablement, sales leadership, revenue operations, commercial…