Commercial Enablement Manager
Listed on 2026-11-05
-
Business
Operations Management, Sales & Marketing, Change Management
Commercial Enablement Manager
Company:
Norstella
Location:
Remote, United States
Date Posted:
Oct 30, 2026
Employment Type:
Full Time
Job : R-2220
Description
Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers. By providing critical proprietary data supporting AI-driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella’s investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs.
Job description:
The Commercial Enablement Manager is a commercially grounded performance partner responsible for translating Business Unit and portfolio priorities into field-ready execution while strengthening the skills, confidence, and productivity of Norstella's revenue-generating teams. This role owns the design, execution, and continuous improvement of enablement across Sales, Customer Success, Solution Consulting, Account Management, and Sales Development, with a focus on measurable commercial outcomes.
Reporting to the VP, Commercial Enablement, this role works across GTM strategy, field execution, and commercial readiness. The Manager partners directly with BU commercial leaders and cross-functional stakeholders to identify performance needs, shape the right enablement response, and ensure programs are adopted and reinforced in the field. The role also contributes to enterprise capability priorities, including commercial skills frameworks, certification, coaching, AI fluency, onboarding, and continuous learning.
The ideal candidate brings a revenue lens, strong business judgment, and the credibility to challenge requests that will not improve performance. They understand what good looks like in the field, can diagnose what is getting in the way, and can turn complex strategies into practical sales motions, tools, and development experiences that commercial teams trust and use.
Responsibilities:
Commercial Performance Partnership & BU Alignment
Act as the primary Commercial Enablement partner to assigned Business Units, portfolios, or commercial functions, building trusted relationships with CROs, sales leaders, and functional leaders while following enterprise enablement standards.
Partner with commercial leaders to identify the business problem, performance gap, target audience, and desired outcome before committing enablement resources.
Surface field insights, capability gaps, adoption risks, and execution barriers using performance data, field observation, and direct conversation with commercial teams.
Participate in commercial planning, pipeline reviews, QBRs, talent discussions, and operating rhythms where enablement can materially improve execution and results.
Protect seller time by prioritizing work that is practical and tied to real commercial needs.
GTM Strategy & Field Execution
Translate GTM strategy into executable sales motions, value narratives, playbooks, messaging, tools, and role-specific guidance that support pipeline generation, deal progression, account growth, retention, and expansion.
Lead field readiness for product launches, portfolio changes, strategic initiatives, and process updates so commercial teams know what is changing, why it matters, and how to act.
Own the enablement plan from intake and scoping through build, delivery, reinforcement, adoption, and measurement, working within the Commercial Enablement operating model.
Partner with Product Marketing, Revenue Operations, Solution Consulting, Customer Success, Sales Development, and business leaders to align content, process, systems, and manager reinforcement.
Represent the voice of the field in GTM planning and post-launch retrospectives and translate feedback into clear recommendations and continuous improvement actions.
Commercial Readiness, Skills & Certification
Apply and evolve Norstella's Commercial Skills Framework within assigned teams so role expectations are clear, measurable, and specific to how each commercial function creates value.
Build skills development into active enablement efforts and decide what should be addressed through practice, coaching, certification, content, process, or manager reinforcement.
Support the design and operation of commercial certification programs so certification reflects demonstrated field capability.
Design practical workshops, practice experiences, coaching…
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