Key Responsibilities and Required Skills for Sales Enablement Manager

🎯 Role Definition

Are you passionate about unlocking the full potential of a world-class sales organization? We are searching for a strategic and results-driven Sales Enablement Manager to join our dynamic team. In this pivotal role, you will be the architect of our sales success, responsible for equipping our global sales force with the knowledge, skills, tools, and content they need to exceed their targets. You will act as a critical bridge between sales, marketing, and product, ensuring our go-to-market strategy is flawlessly executed in the field. If you excel at creating impactful training, developing compelling sales content, and measuring the success of your programs, we want to hear from you.

📈 Career Progression

Typical Career Path

Entry Point From:

Senior Sales Representative / Account Executive
Product Marketing Manager
Corporate Trainer / Instructional Designer

Advancement To:

Senior Sales Enablement Manager
Director of Sales Enablement
Head of Revenue Operations (RevOps)

Lateral Moves:

Product Marketing Director
Sales Operations Manager

Core Responsibilities

Primary Functions

Design, develop, and manage a comprehensive sales onboarding program to accelerate the ramp-up time for new sales hires and ensure they are productive from day one.
Create, maintain, and govern a centralized sales content library (e.g., sales playbooks, case studies, battle cards, pitch decks) using a content management platform like Highspot or Seismic.
Develop and deliver a continuous learning curriculum, including ongoing training sessions on product updates, advanced sales methodologies, and competitive intelligence.
Partner closely with Product Marketing to translate complex product features and updates into clear, compelling value propositions and sales-ready messaging.
Collaborate with front-line Sales Leadership to identify performance gaps, assess skill needs, and develop targeted coaching and enablement initiatives to drive improvement.
Implement, manage, and optimize our sales enablement technology stack, including our Learning Management System (LMS), content repository, and conversation intelligence tools.
Establish and track key performance indicators (KPIs) to measure the effectiveness and business impact of all enablement programs, reporting on metrics like quota attainment, win rates, and content utilization.
Conduct regular needs analyses and feedback sessions with the sales team to gain a deep understanding of their day-to-day challenges and evolving requirements.
Plan, coordinate, and execute major sales events, including the annual Sales Kick-Off (SKO), quarterly business reviews, and specialized training workshops.
Manage the entire lifecycle of sales enablement content, from initial creation and stakeholder review to strategic distribution, performance analysis, and archival.
Facilitate engaging, interactive workshops and role-playing scenarios to reinforce critical sales skills, processes, and best practices in a practical setting.
Serve as a key liaison between Sales, Marketing, and Product teams to ensure tight alignment on go-to-market strategies, campaigns, and product launches.
Develop and administer skill certification programs to formally validate sales team members' proficiency in product knowledge, sales methodology, and core competencies.
Own and execute a multi-channel communication strategy to keep the global sales team informed and engaged with new content, training opportunities, and process changes.
Analyze sales performance data, pipeline metrics, and win/loss reports to uncover actionable insights and identify opportunities for targeted enablement interventions.
Coach and empower sales managers on effective coaching techniques, helping them reinforce training concepts and drive accountability within their teams.
Build and maintain a robust library of competitive intelligence materials, empowering sales reps to effectively position our solutions against key competitors.
Support the successful rollout of new sales tools and technologies by developing comprehensive training materials and driving user adoption across the team.
Create and continuously refine detailed sales playbooks that provide clear guidance for different buyer personas, industries, and use cases.
Partner with the Revenue Operations (RevOps) team to ensure sales processes are clearly documented, optimized, and seamlessly integrated into all enablement programs.

Secondary Functions

Evaluate and manage relationships with third-party training vendors, content providers, and technology partners to enhance our enablement offerings.
Support field marketing and demand generation teams by equipping the sales team to effectively follow up on event leads and marketing campaigns.
Collaborate with the Customer Success team to build a cohesive customer journey and ensure consistent messaging from pre-sale to post-sale.
Participate in deal reviews and pipeline calls to gather real-world insights and identify opportunities for just-in-time enablement.

Required Skills & Competencies

Hard Skills (Technical)

CRM Proficiency: Deep experience with CRM platforms, particularly Salesforce, including reporting and dashboard creation.
Sales Enablement Platforms: Hands-on expertise with tools like Highspot, Seismic, Showpad, or similar content management systems.
Learning Management Systems (LMS): Experience administering and creating content for LMS platforms such as Lessonly, Docebo, or WorkRamp.
Sales Methodologies: In-depth knowledge of and ability to train on various sales methodologies (e.g., MEDDPICC, Challenger Sale, Value Selling, Sandler).
Instructional Design: Proven ability to design and develop engaging and effective training curricula for adult learners, both virtual and in-person.
Project Management: Strong project management skills, with experience using tools like Asana, Monday.com, or Jira to manage complex initiatives.
Data Analysis: Ability to analyze sales and enablement data to derive actionable insights and measure program ROI.
Content Creation: Excellent content development skills, with proficiency in creating presentations (PowerPoint, Google Slides), documents, and videos.

Soft Skills

Exceptional Communication: World-class verbal, written, and presentation skills, with the ability to articulate complex concepts clearly and persuasively.
Stakeholder Management: The ability to build strong relationships and influence cross-functional stakeholders at all levels, from individual contributors to executive leadership.
Strategic Thinking: A strategic mindset with the ability to connect enablement activities directly to broader business objectives and revenue goals.
Empathy & Coaching: A natural coach with a deep sense of empathy for the challenges sellers face and a passion for helping them succeed.
Adaptability: Thrives in a fast-paced, high-growth environment and can effectively manage competing priorities.
Collaboration: A team-player attitude with a proven track record of working effectively with sales, marketing, product, and operations teams.

Education & Experience

Educational Background

Minimum Education:

Bachelor's degree or equivalent practical experience.

Preferred Education:

Bachelor's or Master's degree in a relevant field.

Relevant Fields of Study:

Business Administration or Management
Marketing or Communications
Education or Organizational Development

Experience Requirements

Typical Experience Range:

5-8 years of combined experience in roles such as Sales Enablement, Sales, Product Marketing, or Corporate Training.

Preferred:

At least 3+ years in a dedicated Sales Enablement role within a B2B SaaS or technology company.
Direct, quota-carrying sales experience is highly desirable.