Manager of Sales Enablement

C.H. Robinson is looking for a Manager, Sales Enablement, to join our team. In this role will lead a team of Sales Enablement Managers (SEMs) focused on improving frontline sales execution, seller productivity, manager effectiveness, and pipeline generation quality across the organization. You will partner closely with Sales Leadership, Revenue Operations, Marketing, Product, and frontline managers to drive scalable selling behaviors and consistent execution across the customer lifecycle.

You are accountable for improving top-of-funnel rigor, pipeline creation quality, and early-stage conversion performance across the sales organization.

If you possess a strong understanding of modern B2B sales execution, organizational leadership, seller workflows, and performance improvement within complex commercial environments, you may be a great fit for this position!

DUTIES AND RESPONSIBILITIES Lead & Develop the Sales Enablement Team Lead, coach, and develop a team of Sales Enablement Managers supporting frontline sales teams

Establish clear priorities, operating rhythms, and performance expectations across the SEM organization

Build a high-performing enablement culture focused on execution, accountability, continuous improvement, and field partnership

Develop talent and create scalable approaches that improve consistency across the organization

Top-of-Funnel & Pipeline Creation Accountability Own the operating framework for top-of-funnel execution, including outbound workflows, engagement strategy, and qualification standards

Drive measurable improvement in engagement-to-qualified pipeline and qualified-to-sales-accepted conversion rates

Improve early-stage pipeline velocity and opportunity quality across the sales organization

Partner with Sales Leadership to enforce consistent pipeline inspection, qualification rigor, and handoff quality

Standardize how pipeline is created, qualified, and progressed to ensure consistency and predictability of outcomes

Improve Seller Productivity & Revenue Execution Drive measurable improvement in pipeline generation quality, opportunity progression, and seller effectiveness across the sales organization

Identify operational friction points and simplify workflows, tools, and processes to improve seller productivity and execution speed

Partner with sales leadership to drive consistency in discovery, qualification, opportunity management, and customer engagement

Own and drive execution of scalable sales methodologies and frontline commercial disciplines (e.g., MEDDIC, stage criteria, cadence execution)
Operationalize Sales Strategy Translate organizational priorities into actionable execution frameworks, workflows, and manager cadences

Partner cross-functionally with Revenue Operations, Marketing, Product, and Sales Leadership to drive alignment and execution consistency

Leverage KPI trends, conversion metrics, seller feedback, and pipeline insights to identify execution gaps and improvement opportunities

Drive adoption and enforcement of standardized selling practices and operational standards

Improve Manager Coaching & Accountability Improve frontline manager coaching effectiveness, inspection quality, and performance management consistency

Define and implement leading indicators tied to pipeline creation, conversion, and revenue outcomes

Reinforce accountability systems that improve execution quality, pipeline discipline, and performance consistency without unnecessary complexity

Advance Modern Enablement Capabilities Support the integration of AI-enabled workflows, sales technologies, and customer intelligence capabilities into daily seller execution

Scale modern enablement practices that improve productivity, personalization, and customer engagement quality

Continuously evaluate opportunities to improve seller efficiency and execution consistency through process and technology improvements

Success Metrics Success in this role is measured through improvements in pipeline creation rates, conversion metrics, early-stage velocity, seller productivity, and execution consistency across the sales organizationQUALIFICATIONS

Required:

5+ years of experience in sales enablement, sales leadership, revenue operations, commercial operations, or related go-to-market functions2+ years of people leadership experience with demonstrated ability to coach and develop high-performing teams

Experience improving sales execution, pipeline generation, seller productivity, or opportunity management within a B2B sales environment

Strong understanding of modern sales methodologies, pipeline management, and commercial workflows

Experience leading cross-functional initiatives and influencing stakeholders across multiple functions

Strong communication, facilitation, organizational, and leadership skills

Analytical mindset with ability to leverage data and field feedback to drive continuous improvement

Experience driving adoption and behavioral change across sales organizations

Preferred:

Experience supporting large, distributed sales…