Job Summary:The Commercial Enablement Program Manager owns the sales enablement program for the Surescripts commercial organization. This is an individual contributor role reporting to the Director, Sales Operations. The Program Manager will transform siloed training into a single unified program for the commercial team - including new sales, account management, and sales development - orchestrated across cross-functional stakeholders. The role designs the playbooks, competency standards and KPIs, and facilitates training in close alignment with commercial leadership. Success is measured by adoption, demonstrated capability and commercial outcomes. The role depends on influence rather than authority to get standards adopted.
Responsibilities:Enablement Strategy, Charter & Program Design- Establish the enablement charter and operating model, with published priorities, clear decision rights and an intake process.
- Design each program from a defined business outcome with baselined KPIs, and prioritize the roadmap against commercial impact.
- Partner with Marketing, Product, Strategy, Sales, Account Management and Sales Operations to source content and subject-matter expertise.
- Own the curriculum architecture across five fluency areas: Surescripts' role in healthcare; segment knowledge; solution value and differentiators; systems and process; and sales skills.
- Build and maintain two foundational tracks: new-hire onboarding with gated progression, and continuing education released on a cadence aligned to product launches, messaging changes and quarterly priorities.
- Keep the curriculum current as products, messaging, segments and the commercial operating model change.
- Own the four-stage ramp framework - Onboard, Foundation, Proficient, Mastery - for every new commercial hire, define completion criteria, and equip hiring managers to run it.
- Pilot the onboarding program, run a 60-90 day optimization period, and reduce time to productivity cohort over cohort.
- Develop role-based tracks once the foundational tracks are deployed, prioritized to published business priorities.
Sales Methodology, Playbook & Stage Discipline- Establish a sales methodology with commercial leadership and align the go-to-market framework and supporting tools to it.
- Write and maintain Sales Development, Sales, Account Management and Coaching playbooks aligned to that methodology across segments and products.
- Partner with Marketing to train the ideal customer profile for each segment and product.
- Build and deliver soft-skill tracks: discovery, objection handling, pitch and demo, multi-threading across buyers and influencers, executive presence, and selling value rather than price.
- Differentiate content by audience: prospecting and pipeline creation for new sales; account planning, retention, expansion and renewal forecasting for account management; outreach, qualification and handoff quality for sales development.
- Enable the field on the Salesforce commercial stack - Sales Engagement, Momentum and Pipeline Inspection - with Sales Operations, which owns systems fluency training.
Delivery, Platforms & Applied AI- Establish a multi-modal delivery model: live training supported by asynchronous modules, AI coaching, in-workflow guidance, a recurring newsletter and manager-led reinforcement.
- Jointly own Highspot with Marketing as the learning platform - content library, track assignments, gated progression, assessment delivery and competency reporting - and maintain governed content across Highspot and Salesforce Knowledge with named ownership, approval controls and freshness checks.
- Deploy and configure Agentforce Sales Coach against the playbooks for facilitator-free practice, and use Momentum conversation data to identify coaching themes and curriculum gaps.
- Apply AI to the enablement function with human-in-the-loop review: curriculum drafting, content generation, assessment authoring and feedback synthesis.
Competency Standards, Measurement & Program Governance- Partner with Commercial Analytics to define enablement measures, set baselines and build reporting across the learning platform, Salesforce and campaign systems.
- Co-create fluency rubrics, assessment methods and coaching scorecards, applied at 30, 60 and 90 days for new hires and quarterly thereafter. Commercial leadership owns the standards; managers coach against them.
- Connect the program to the three commercial outcomes by audience: bookings for new sales, revenue and transaction expansion for account management, and qualified pipeline creation for sales development.
- Own and report out on the integrated program roadmap, weekly status reporting, risk log and decision tracker, and run the standing implementation cadence.
- Run feedback loops with the field and commercial leadership, and retire or redesign programs that are not moving the measure.
Qualifications:Basic Requirements:- Bachelor's degree or equivalent experience
- 8+ years in sales enablement, designing and delivering programs for a commercial organization
- Instructional design grounded in adult learning principles, with facilitation and executive presence in live and virtual sessions for senior audiences
- Ownership of an onboarding or ramp program with measurable effect on time to productivity
- Experience building competency standards and assessment instruments: rubrics, roleplay scoring, coaching scorecards
- Program management discipline across multi-stakeholder programs
- Fluency in a sales methodology (MEDDPICC, MEDDIC, BANT or comparable) and experience writing sales or account management playbooks against it
- Experience with enablement and learning platforms (Highspot, Seismic or Showpad), including assessment delivery and content governance at scale
- Applied AI fluency with generative AI and AI coaching tools in the enablement workflow, including validation and guardrails
- Experience standing up an enablement function from scratch in a growing commercial organization, landing standards across Sales, Marketing, Product and Operations
- Clear written and verbal communication, and the executive presence to present programs and results to commercial leadership
Preferred Qualifications:- Healthcare, digital health, Health IT, life sciences or pharmaceutical experience
- Experience enabling long, relationship-led enterprise sales cycles of 12 months or more
- Experience enabling multiple distinct commercial audiences - new sales, account management and sales development - from a shared curriculum
- Experience with Salesforce Agentforce Sales Coach, Sales Engagement, Momentum or Pipeline Inspection, and with Salesforce Knowledge
- Certification in a sales methodology, coaching discipline or instructional design
#LI-REMOTE
Surescripts embraces flexibility through its Flexible Hybrid Work model for most positions. This model allows employees to work virtually while still utilizing our offices as collaboration centers. With alignment and agreement from your leadership, you can come and go from the office as needed.
Physical and Mental Requirements While performing duties of this job, an employee may be required to perform any, or all of the following: attend meetings in and out of the office, travel, communicate effectively (both orally and in writing), and be able to effectively use computers and other electronic and standard office equipment with, or without, a reasonable accommodation. Additionally, this job requires certain mental demands, including the ability to use judgement, withstand moderate amounts of stress and maintain attention to detail with, or without, a reasonable accommodation.
