Senior Sales Enablement & Training Manager

About the Role

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.

This individual 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 role will play a critical part in establishing consistency, clarity and accountability across the sales organization, ensuring sellers are equipped to execute effectively at every stage of the sales cycle.

It also involves evolving our enablement approach by exploring AI-driven solutions that embed guidance directly into the seller workflow.

Build and scale the foundational elements required for a high-performing sales organization.

• 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 that guide sellers through each stage of the sales cycle and reimagine traditional playbooks into dynamic, AI-enabled guidance systems that provide 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 a variety of teams to ensure effective onboarding and ramp.

• Build the structure and execution of sales onboarding programs.
• 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.

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

• 6–8 years of experience in Sales Enablement, Sales Operations, Revenue Operations, or related roles.
• Experience building or scaling sales enablement programs, sales onboarding, playbooks, or sales processes.
• Experience working closely with sales teams in a B2B environment.

• Strong strategic thinking with the ability to operationalize ideas into actionable tools.
• Excellent project management and organizational skills.
• Strong communication and stakeholder management abilities.
• Ability to simplify complex concepts into clear, practical frameworks.
• Data‑driven mindset with the ability to measure and improve effectiveness.

The salary range for this position is $98,000 - $182,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual pay within this range will be determined based on factors such as relevant experience, skills and qualifications.

Employees may also be eligible to participate in a company bonus or commission plan. All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage, unlimited paid time off, and participation in the company’s 401(k) plan with employer contribution.

Definitive Healthcare is an equal‑opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. We encourage you to apply.