About the Role

The Senior Sales Enablement & Training Manager is responsible for defining and building the foundational enablement infrastructure that drives seller productivity and revenue performance. This role operates as a strategic partner to Sales Leadership, translating commercial priorities into scalable enablement frameworks, tools, and programs.

This individual will lead the development of core enablement systems-including sales process, playbooks, onboarding, and field guidance-and is expected to operate with a high degree of autonomy. The Sales Enablement Lead will play a critical role in establishing consistency, clarity, and accountability across the sales organization, ensuring sellers are equipped to execute effectively at every stage of the sales cycle.

This role will also play a key part in evolving our enablement approach by exploring AI-driven solutions that embed guidance directly into the seller workflow.

What You'll Do

Sales Enablement Strategy & Foundations

Build and scale the foundational elements required for a high-performing sales organization.

• Own and drive improvements in key sales performance metrics such as:
  • seller ramp time
  • pipeline progression
  • win rates
  • sales cycle efficiency
• Build enablement infrastructure from the ground up, establishing scalable processes, frameworks, and best practices
• Bring structure and clarity to an evolving enablement environment, creating repeatable systems that can scale with organizational growth
• Developing and maintaining sales playbooks that guide sellers through each stage of the sales cycle and eventually reimagining traditional sales playbooks into dynamic, AI-enabled guidance systems that provide sellers with real-time recommendations and next best actions
• Defining and documenting the sales process, including key activities, milestones, and exit criteria
• Creating standardized frameworks for discovery, deal progression, and account planning
• Aligning enablement priorities with commercial goals and sales leadership needs
• Identifying gaps in seller workflows and building solutions to improve efficiency and effectiveness

Sales Onboarding & Seller Readiness

Rebuild and launch a new sales onboarding process. Partner with a variety of teams to ensure effective onboarding and ramp.

• Building the structure and execution of sales onboarding programs
• Defining onboarding milestones, expectations, and readiness criteria
• Ensuring alignment across product training, sales skills, and tools

Cross-Functional Alignment

Serve as a key connector across teams to ensure consistency and clarity.

• Serve as a trusted advisor to Sales Leadership, providing recommendations on enablement strategy, seller effectiveness, and process improvements
• Influence senior stakeholders to align priorities, messaging, and execution approaches
• Partnering with Sales Leadership to understand field needs and priorities
• Collaborating with Product Enablement on product launches and messaging
• Working with Customer Success Enablement to ensure continuity across the customer lifecycle
• Aligning with Marketing on positioning, campaigns, and content

Enablement Programs & Communication

Drive awareness, adoption, and consistency across enablement initiatives.

• Building clear communication strategies for enablement programs
• Supporting rollout of new tools, frameworks, and initiatives
• Creating structured reinforcement strategies to sustain adoption

What You'll Bring

Experience

• 6-8 years of experience in Sales Enablement, Sales Operations, Revenue Operations, or related roles
• Experience building or scaling sales enablement programs, sales onboarding, playbooks, or sales processes
• Experience working closely with sales teams in a B2B environment

Skills

• Strong strategic thinking with the ability to operationalize ideas into actionable tools
• Excellent project management and organizational skills
• Strong communication and stakeholder management abilities
• Ability to simplify complex concepts into clear, practical frameworks
• Data-driven mindset with the ability to measure and improve effectiveness

Compensation and Benefits

The salary range for this position is $98,000 - $182,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual pay within this range will be determined based on factors such as relevant experience, skills, and qualifications.

Depending on the position, employees may also be eligible to participate in a company bonus or commission plan. All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage, unlimited paid time off, and participation in the company's 401(k) plan with employer contribution.

Why we love Definitive, and why you will too!

• Industry leading products
• Work hard, and have fun doing it
• Incredibly fast growth means limitless opportunity
• Flexible and dynamic culture
• Work alongside some of the most talented and dedicated teammates
• Definitive Cares, our community service group, gives all of us a chance to give back
• Competitive benefits package including great healthcare benefits and a 401(k) match

What our Employees are saying about us on Glassdoor:

"Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed."

-Business Development Manager

"Great team. Amazing growth. Employees are treated very well."

-Research Analyst

"I have waited 36 years to work at a dream job for a dream company and I am so happy to have finally got there."

-Profile Analyst

If you don't fit all of these qualifications, but believe you're still a great fit, feel free to apply and tell us why in your cover letter.

If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request.