The Sales Enablement Manager is responsible for equipping sales teams with the training, content, tools, and processes they need to close deals faster and more consistently. This role works cross-functionally with Sales Leadership, Marketing, Product, and Customer Success to design and deliver effective onboarding, ongoing training, and just-in-time resources that drive quota attainment and shorten ramp times.
Key Responsibilities:
- Onboarding & Training
- Develop and maintain structured onboarding programs for new hires, including role-play workshops, e-learning modules, and certification tracks
- Facilitate ongoing sales training sessions on product updates, competitive positioning, and advanced sales methodologies
- Content & Playbook Development
- Create and update sales playbooks, battlecards, objection-handling guides, and ROI calculators that align with go-to-market strategies
- Manage a centralized content library in enablement platforms (e.g., Highspot, Seismic), ensuring all collateral is tagged, versioned, and easily discoverable
- Process & Tool Optimization
- Evaluate and implement enablement tools (learning management systems, content management, coaching platforms) to streamline workflows and measure engagement
- Partner with RevOps to integrate enablement processes into the CRM (Salesforce, HubSpot) for seamless content delivery and activity tracking
- Performance Measurement & Insights
- Define and track key enablement metrics (ramp time, content usage, training completion rates, win rates) via dashboards in Looker, Tableau, or equivalent
- Analyze skill gaps, content effectiveness, and training feedback to continuously iterate on programs and materials
- Cross-Functional Collaboration
- Liaise with Product Marketing to ensure messaging, positioning, and competitive intel are reflected in sales assets
- Work with Customer Success to capture post-sale insights and incorporate best practices into sales training
Success in this role is measured by reduced time-to-productivity for new hires, increased quota attainment, higher content adoption rates, and positive sales feedback on training relevance and impact. The ideal candidate combines strong instructional design skills, a strategic mindset, and the ability to translate complex information into engaging, actionable resources.