- Build and own the sales enablement strategy and playbook, including methodology, qualification standards, discovery, messaging, objection handling, deal strategy, competitive positioning, and closing practices.
- Establish a repeatable sales process and analyze the sales motion to identify gaps in process, skills, messaging, pipeline management, tools, and execution.
- Develop and implement structured sales onboarding, ramp, training, and coaching programs.
- Partner with Sales leadership to establish expectations for pipeline generation, opportunity management, forecasting, conversion, and quota attainment.
- Coach sales managers and individual contributors using call reviews, deal reviews, role plays, and pipeline reviews.
- Work with Marketing, Product, Customer Success, RevOps, and Leadership to align positioning, messaging, and sales processes with the market and customers.
- Develop and maintain sales collateral, talk tracks, competitive intelligence, case studies, and battlecards.
- Use data to identify performance trends and bottlenecks and prioritize coaching, training, and process improvements.
- Build the processes, technology, metrics, and operating cadence for a scalable sales enablement function.
- Partner with Sales leadership on GTM initiatives and organizational development.