Sales Enablement Manager

About the Opportunity

Our EHS & ESG business unit sells complex, high-value solutions to Fortune 500 companies navigating environmental reporting mandates, process safety, and operational risk. We are executing a commercial transformation, rebuilding our go-to-market engine with a clear mandate and executive sponsorship. A critical enabler of that transformation is this role.

A Divisional Enablement function exists and is beginning to mobilize, but its output has had minimal impact at the business unit level to date. This role is the last mile: taking what the Divisional team provides, delivering it with context and relevance to our Sales and BDR teams, and building the BU‑specific enablement layer that the Division cannot. Our product and GTM strategy will evolve significantly over the next three years.

The person in this role must build an enablement framework that can travel that journey with the business, flexible enough to absorb change, durable enough to drive consistently. If you are energized by building in motion and owning the enablement function end‑to‑end, this role is for you.

• Design and own a structured, role‑specific onboarding curriculum for Sales and BDR hires, building on Divisional resources where available and developing BU‑specific content where gaps exist.
• Define onboarding milestones and readiness criteria tied to measurable competencies; continuously refine based on performance data to shorten time‑to‑productivity as the GTM motion matures.

• Build the BU’s sales play capability from the ground up, this is a muscle the organization has never developed and must build quickly. Design, deploy, and iterate on plays tied to specific accounts, segments, use cases, and campaign moments.
• Develop and maintain Sales and BDR playbooks covering ICP, personas, discovery, objection handling, competitive positioning, and deal progression, translating GTM strategy into practical, executable field guidance.
• Design an enablement framework built for change: as product offerings evolve from point solutions toward an integrated platform with AI orchestration, the framework must absorb that evolution with minimal friction and maximum field continuity.
• Partner with Marketing and Product to ensure messaging stays current and differentiated; govern content quality and relevance within Highspot so materials are findable, up to date, and actively used.

• Design and deliver a continuous learning program, skills training, product and messaging updates, GTM motion reinforcement and build coaching frameworks that equip Sales managers to sustain it in the field.
• Support tactical enablement programs including call blitzes, targeted sales campaign tests, and grassroots initiatives, acting as a nimble resource that keeps the field moving while broader product, marketing, and GTM strategy continues to develop.
• Partner with the Rev Ops Manager (Top of Funnel) to align BDR enablement to the account‑based operating model; partner with the Rev Ops Manager (Pipeline to Bookings) to ensure Sales teams execute quoting and forecasting processes with accuracy.

• Serve as the key BU stakeholder and point of contact for the Divisional Enablement team, influencing their roadmap, representing BU needs, and acting as an extension of that central resource at the business unit level.
• Work cross‑functionally with Marketing, Product, and GTM leadership to stay ahead of strategic shifts and translate them into enablement programs before the field feels the gap.
• Leverage AI tools to scale enablement output, content creation, personalization, training delivery, and reinforcement, with a hands‑on, curious approach to emerging tools and a focus on making the team more efficient and effective.

• Define and track enablement KPIs, onboarding ramp time, content utilization, training completion, and correlation to pipeline and win rate, using data to continuously optimize programs and demonstrate impact.

• 5+ years in Sales…