DescriptionHubSpot - Sales Enablement CRM Manager12 month contract assignmentPOSITION DETAILSLocation: Hybrid, based at our Westlake Village, California headquarters
Type: Full-time, consulting engagement
Travel: 5-10% to operating companies during the rollout, reducing afterward
Reports to: Chief Information Officer
SUMMARYThe HubSpot Sales Enablement CRM Manager will lead the implementation of HubSpot as the single CRM across the Sperber family of companies, with a primary focus on sales enablement, project management, and designing the pipelines, workflows and automation that support how our teams actually sell. This role will own the effort end to end to drive the sales process design, configuration, and adoption, and overseeing the data migration and integrations. It is a project management role with an unusual amount of sales enablement and change management in it. The general managers and sales leaders at our operating companies do not report to this position. Ideal candidates are organized, credible with field and branch leadership, experienced in HubSpot CRM implementations, and comfortable translating sales processes into practical workflows, automation and tools. Excellent writing skills are required for the development of clear and well-documented processes, requirements, sales enablement and training material.
After launch, this position continues through Phase 2 of HubSpot - including additional sales roles and Construction - until all business unit sales and marketing employees are working effectively in HubSpot and the core sales pipelines, workflows and automation are operating as designed.
ESSENTIAL DUTIES AND RESPONSIBILITIESSALES ENABLEMENT & IMPLEMENTATION - In partnership with our Implementation Partner:- Own the HubSpot rollout end to end - discovery, sales process design, configuration, testing, launch and post-launch support
- Lead design sessions with sales leaders and users and document requirements for a pipeline architecture that fits how we actually sell: new customers, recurring maintenance contracts and renewals, enhancement and upsell work, irrigation and water management projects, and construction bids
- Design and help configure the deal stages, properties, workflows, automation, quote templates, tasks, notifications and dashboards that make the sales process easier to follow and that branch leaders and sellers will genuinely use - not the ones that merely look complete in a demo
- Manage the project plan and run a phased launch: align stakeholders, track decisions and dependencies, prove the model with a pilot company, then roll out in waves
SALES ENABLEMENT, ADOPTION AND CHANGE MANAGEMENT- Partner with RSLs, sales leaders, account managers and estimators across all operating companies to understand how they sell, identify friction in the process, and translate their needs into practical HubSpot processes; this runs on credibility rather than authority
- Enable and train salespeople and field-based users to use HubSpot effectively in the flow of their work.
- In conjunction with the implementation partner, create the sales enablement material - process guides, pipeline and workflow documentation, quick reference guides, office hours and refresher sessions - and keep it current through all phases
- Work with leadership and users to establish sales process and adoption KPIs; measure and report on pipeline usage, workflow effectiveness and adoption, and fix what is lagging
DATA AND INTEGRATIONS - Working with Sperber corporate Subject Matter Experts:- Consolidate customer, property and contract data from whatever company uses today, and get it clean enough to trust
- Set and enforce the data standards: naming conventions, deduplication, and how accounts, properties and contracts relate to each other
- Scope and manage integrations between HubSpot and our operational systems - landscape business management software, fleet, and accounting - coordinating vendors and internal stakeholders while ensuring integrations support the intended sales workflows and user experience
ONGOING OWNERSHIP- Complete knowledge transfer once all implementation phases are complete, including the documented sales processes, pipelines, workflows, automation and administration practices
- Build a repeatable acquisition onboarding playbook, so each new Sperber company has a clear path into the CRM, its sales pipelines and the standard enablement model
- Create an enhancement roadmap: gather sales and user requests, prioritize improvements to pipelines, workflows and automation, and hand off in knowledge transfer
- Perform other job duties as assigned
MEASURES OF SUCCESSWhat we would want to be able to say twelve months in:
- Every operating company is live on HubSpot, each with a named internal champion and a clearly defined sales process
- New business is logged and actively managed in HubSpot through defined pipeline stages before it closes, not reconstructed afterward
- Leadership runs operating reviews off HubSpot pipeline data and trusts what it says, while sales teams use the system to manage next steps and follow-up
- Renewal dates and contract values are current across the maintenance book, with appropriate workflows and reminders supporting timely action
- An acquisition onboarding playbook exists in writing, and has been used at least once
- If it does not work on an iPhone, iPad or laptop between site walks, it does not work
QUALIFICATIONS/REQUIREMENTSTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
REQUIRED- Minimum 4-5 years managing CRM, sales enablement or business systems implementations, including at least one carried from discovery and process design through live rollout
- Hands-on HubSpot experience - configuring Sales Hub, not just using it - including pipelines, deal stages, properties, workflows and automation; Sales Hub administration certifications strongly preferred
- Demonstrated ability to work with sales leaders and frontline users to map sales processes, identify friction, and turn business requirements into practical CRM pipelines, workflows and automation
- A track record of driving sales adoption among people who did not ask for new software, using enablement, communication, training and process improvement rather than authority
- Strong project management skills - able to organize cross-functional work, manage implementation partners, track decisions and dependencies, and move multiple operating companies through a phased rollout
- Data migration experience - mapping, cleansing, deduplication and validation at real volume
- Strong written communication - this position writes sales process documentation, requirements, workflow documentation and training material
- Valid California driver's license with a clean driving record
PREFERRED- HubSpot Sales Hub, Sales Software, Revenue Operations or related HubSpot certifications
- Experience in sales operations, revenue operations or sales enablement, particularly in a multi-location or field-based sales organization
- Experience with landscape or field service management platforms (such as Aspire from ServiceTitan)
- Prior work inside an acquisitive, multi-brand or private-equity-backed organization
- Experience managing API or middleware integration projects with outside vendors
- Conversational Spanish is a plus
PHYSICAL DEMANDSThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to talk or hear and to use hands to finger, handle, or feel. The employee is frequently required to sit and to operate a computer for extended periods. The employee is occasionally required to stand, walk and travel to operating company offices and active job sites, where uneven terrain and outdoor conditions may be present. The employee must occasionally lift and/or move up to 25 pounds.
