Senior Sales Enablement & Training Manager

About Definitive Healthcare

At Definitive Healthcare (NASDAQ: DH), we’re passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact. Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011.

We’re also a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In’s 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India. We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like Definitive Cares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

The Senior Sales Enablement & Training Manager is responsible for defining and building the foundational enablement infrastructure that drives seller productivity and revenue performance. This role operates as a strategic partner to Sales Leadership, translating commercial priorities into scalable enablement frameworks, tools, and programs. The role will lead the development of core enablement systems—including sales process, playbooks, onboarding, and field guidance—and is expected to operate with a high degree of autonomy.

The Sales Enablement Lead will establish consistency, clarity, and accountability across the sales organization, ensuring sellers are equipped to execute effectively at every stage of the sales cycle. The role will also evolve our enablement approach by exploring AI-driven solutions that embed guidance directly into the seller workflow.

• Own and drive improvements in key sales performance metrics such as: seller ramp time, pipeline progression, win rates, and sales cycle efficiency
• Build enablement infrastructure from the ground up, establishing scalable processes, frameworks, and best practices
• Bring structure and clarity to an evolving enablement environment, creating repeatable systems that can scale with organizational growth
• Develop and maintain sales playbooks guiding sellers through each stage of the sales cycle and reimagine playbooks into dynamic, AI-enabled guidance systems with real-time recommendations and next best actions
• Define and document the sales process, including key activities, milestones, and exit criteria
• Create standardized frameworks for discovery, deal progression, and account planning
• Align enablement priorities with commercial goals and sales leadership needs
• Identify gaps in seller workflows and build solutions to improve efficiency and effectiveness

• Rebuild and launch a new sales onboarding process; partner with multiple teams to ensure effective onboarding and ramp
• Define onboarding milestones, expectations, and readiness criteria
• Ensure alignment across product training, sales skills, and tools

• Serve as a trusted advisor to Sales Leadership, providing recommendations on enablement strategy, seller effectiveness, and process improvements
• Influence senior stakeholders to align priorities, messaging, and execution approaches
• Partner with Sales Leadership to understand field needs and priorities
• Collaborate with Product Enablement on product launches and messaging
• Work with Customer Success Enablement to ensure continuity across the customer lifecycle
• Align with Marketing on positioning, campaigns, and content

• Drive awareness, adoption, and consistency across enablement initiatives
• Build clear communication strategies for enablement programs
• Support rollout of new tools, frameworks, and initiatives
• Create structured reinforcement strategies to sustain adoption

What You ll Bring

• 6–8 years of experience in Sales Enablement, Sales Operations,…