Associate Director Sales Enablement
Job Summary
As an Associate Director, U.S. Sales Enablement, you will lead the strategy for equipping the sales organization with the information, content, and tools necessary to drive effective client interactions. You will be responsible for creating training programs, optimizing sales metrics, and collaborating with cross-functional teams to improve seller productivity and achieve business goals. This role focuses on scaling enablement initiatives, driving AI-enabled selling practices, and fostering professional development within the sales team.
Responsibilities
- Define U.S. sales enablement strategy
- Lead large-scale sales transformation initiatives
- Develop GTM and onboarding programs
- Manage sales content and messaging governance
- Drive adoption of AI and sales enablement tools
- Lead and mentor a high-performing enablement team
Required Skills
- 7+ years in sales/enablement strategy
- Enterprise sales cycle expertise
- Large-scale project leadership
- Consultative and account-based selling
- Technology services experience
- Cross-functional collaboration
Job Details
Responsibilities:
1. Enterprise Enablement Strategy & Transformation
- Define and lead the U.S. sales enablement strategy aligned with industry, account, and offerings-led go-to-market priorities.
- Drive enterprise transformation initiatives, including Customer Partner capability uplift, sales methodology standardization, and AI-enabled selling.
- Translate strategic business imperatives into scalable enablement programs and execution roadmaps.
- Identify systemic performance gaps across regions, industries, and roles to prioritize interventions.
- Develop and refine GTM Onboarding programs and assess program effectiveness based on revenue outcomes.
2. Customer Partner Capability
- Lead Customer Partner (CP) and account-facing capability programs focused on consultative selling, deal shaping, and client value articulation.
- Enable CPs to position differentiated services including cloud, core enterprise, digital workplace, and security.
- Partner with Sales leadership to embed performance rigor, including pipeline discipline, account planning, and opportunity progression.
3. Sales Content, Messaging & Offer Enablement
- Oversee creation and governance of industry- and offering-specific sales content, including proposals, value messaging, and competitive positioning.
- Ensure alignment of sales messaging to offerings portfolio and client buying journeys.
- Partner with Marketing and Offering teams to deliver integrated, client-centric campaigns.
4. Sales Tools, AI & Digital Enablement
- Lead adoption and optimization of sales enablement technologies (e.g., CRM, knowledge platforms, AI tools such as Copilot).
- Manage E2E sales tools improvement from deal intake to deal registrations.
- Drive AI-enabled selling practices (e.g., insights generation, account research, proposal drafting) to improve seller productivity.
- Establish governance and best practices for tool usage and adoption at scale.
5. Cross-Functional Alignment & GTM Integration
- Act as a strategic partner across Sales, Delivery, HR, Marketing, and Offerings to ensure alignment on capability building.
- Support integrated execution of industry-specific growth initiatives and strategic deals.
- Influence senior leadership on enablement priorities and investment decisions.
6. Talent Development & Leadership
- Lead and develop a high-performing sales enablement team across regions and functions.
- Partner with HR to embed enablement into talent lifecycle processes (onboarding, upskilling, career progression).
- Establish governance, operating cadence, and execution discipline across the enablement function.
Required Technical and Professional Experience:
- 7+ years of experience in sales, enablement, or go-to-market strategy within large, complex organizations.
- Proven experience working in technology services, consulting, or enterprise sales environments.
- Demonstrated leadership in driving large-scale transformation or capability-building initiatives.
- Strong understanding of enterprise sales cycles, account-based selling, and solution-led selling models.