Sales Enablement Coach: MEDDPICC & Challenger Mastery

SUMMARY
We are seeking a dynamic and experienced Enablement Specialist & Sales Coach to join our Revenue Enablement team and drive sales excellence.

The Enablement Specialist - Sales Coach will work closely with front-line sales leaders, individual sellers, and new hires to enhance their skills, improve performance, and achieve quota attainment with a strategic focus on the 80/80 goal-ensuring 80% of reps are achieving 80% or greater of their quota. This role combines competency analysis, tailored skills training, role-playing, and ongoing 1:1 coaching to empower sales teams to reach their full potential.

A key focus will be on coaching sales teams in structured and value-driven selling methodologies, including MEDDPICC and Challenger Sales, to enable more strategic, consultative, and effective sales conversations that maximize customer value.

#### ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Collaborate with sales leaders and individual sellers to identify skill gaps and developmental needs through competency assessments.

• Develop and deliver targeted training sessions, workshops, and materials focused on MEDDPICC, Challenger Sales, and value-based selling strategies.
• Utilize role-playing exercises regularly to reinforce key skills, build confidence, and simulate real sales scenarios for more effective learning.
• Provide personalized, ongoing coaching to reinforce the application of these methodologies, ensuring reps can confidently navigate complex sales cycles and articulate value.
• Support sales onboarding by executing onboarding programs and ensuring new hires are equipped with the necessary tools and knowledge to apply sales methodologies from day one.
• Track and analyze performance metrics to measure the effectiveness of training and coaching initiatives, with a focus on advancing toward the 80/80 goal—80% of reps achieving 80% or more of their quota—and adjusting approaches as needed.
• Foster a culture of continuous improvement by encouraging feedback, self-development, peer learning, and realistic role-play scenarios within the team.
• Partner with sales leadership to ensure enablement activities align with strategic sales processes and revenue objectives.
• Provide coaching guidance to sales leaders to reinforce desired behaviors.
• Stay current on sales enablement best practices, industry trends, and techniques related to MEDDPICC, Challenger, and value-based selling to bring innovative approaches to the team.

• 7+ years experience as a seller, sales leader, sales trainer, or sales coach, with practical knowledge of MEDDPICC, Challenger Sales, and value-based selling methodologies.

• Demonstrated success in coaching and developing sales teams, especially in complex or target-driven sales environments.
• Strong facilitation and role-playing skills to reinforce learning and develop new sales behaviors.
• Excellent communication, presentation, and interpersonal skills.
• Analytical mindset with experience in measuring sales performance and coaching impact.
• Ability to adapt coaching and training approaches based on individual and team needs.
• Experience in onboarding and new hire training is highly preferred.
• A proactive, motivating, and energetic personality passionate about developing sales talent and achieving growth targets.