Manager, Sales Enablement & Effectiveness

Summary of Position

The Sales Enablement & Effectiveness Manager, North America is responsible for advancing sales effectiveness and execution across CTM North America by equipping the sales team with the methodologies, skills, content, technology, coaching, and insights required to win. The role will lead the regional sales enablement strategy, including sales methodology and process adoption, BAS onboarding and development, manager-led coaching, strategic opportunity planning, sales technology adoption, and performance measurement.

Working closely with Sales Leadership, Sales Support, Marketing, Product, and other cross-functional partners, this position will translate CTM's go-to-market strategy into consistent, repeatable seller behaviors. The role will leverage platforms including Gong, CRM, Zoom Info, and Linked In Sales Navigator to identify performance opportunities, strengthen coaching, and improve sales productivity, pipeline quality, conversion, and revenue outcomes.

Salary. General expectation:
Monday through Friday 8:00am - 5:00pm (local time zone acceptable).

• Develop and execute the North America sales enablement and effectiveness strategy aligned with CTM's regional and global go-to-market priorities.
• Lead implementation and ongoing adoption of CTM's sales methodology, including MEDDICC, discovery, qualification, value selling, competitive positioning, account planning, and opportunity strategy.
• Embed consistent selling practices, required activities, and coaching expectations across CTM's defined CRM sales stages.
• Own the business strategy and adoption roadmap for Gong, including scorecards, coaching programs, call libraries, AI insights, best-practice identification, and seller and manager adoption.
• Partner with the Sales Systems Manager, Sales Operations, and IT to ensure sales platforms are configured, integrated, governed, and supported in alignment with enablement priorities.
• Design and deliver a structured regional enablement curriculum covering onboarding, sales methodology, discovery, executive selling, objection handling, negotiation, competitive selling, vertical expertise, and CTM solutions.
• Develop a formal 30/60/90-day onboarding program and ongoing learning, reinforcement, and certification programs for BAS and sales leaders.
• Equip sales leaders with coaching frameworks, deal-review tools, scorecards, and insights that embed enablement into weekly management and pipeline cadences.
• Partner with sales leadership to improve qualification, pipeline velocity, stage progression, forecast discipline, win rates, and conversion through data-driven coaching and targeted interventions.
• Establish repeatable frameworks for sales plans, key account acquisition plans, discovery sessions, pursuit strategy, and war rooms for priority Enterprise and Strategic opportunities.
• Partner with Marketing and Sales Support to translate CTM's value proposition, competitive intelligence, vertical strategies, product capabilities, and market insights into seller-ready plays, talk tracks, content, and buyer-facing messaging.
• Develop and maintain a scalable repository of sales plays, best practices, training resources, call examples, tools, and content mapped to buyer journeys and sales stages.
• Establish a voice-of-the-field feedback loop across Sales, Marketing, Product, Operations, and leadership to identify buyer objections, competitive trends, content gaps, and emerging market needs.
• Define and report enablement KPIs, including methodology adoption, Gong engagement, stage conversion, pipeline quality, sales cycle, win rate, ramp time, certification, and training effectiveness.
• Continuously assess BAS and manager capability gaps and use performance data, field feedback, and business priorities to shape enablement programs.
• Manage assigned enablement initiatives, vendors, budgets, timelines, risks, and communications to ensure effective delivery and measurable business impact.
• Act as a trusted advisor to senior leadership on sales execution, capability, technology adoption, and performance improvement opportunities.
• Create presentations and other documents as needed.
• Other duties as assigned.
• * Domestic (and global) travel is a requirement for this position. An accommodation may be considered under the Americans with Disabilities Act, but a bona fide reason must exist. The company will engage in the interactive process as necessary.

• This position is expected to provide…