Senior Director of Sales Enablement

Job not on LinkedIn

🕒 2 days ago

🇺🇸 United States – Remote

💵 $205k - $353.1k / year

⏰ Full Time

🟠 Senior

📊 Sales Operations

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Johnson & Johnson

WebsiteLinkedInAll Job Openings

10,000+ employees

💊 Pharmaceuticals

🧬 Biotechnology

🧘 Wellness

Pharmaceuticals • Biotechnology • Wellness

<Johnson & Johnson> is a global healthcare company that researches, develops, manufactures and markets pharmaceuticals, medical devices and consumer health products. The company focuses on innovative medicines and therapies across oncology, immunology, neuroscience and cardiopulmonary areas, and develops MedTech solutions in cardiovascular, orthopaedics, surgery and vision. Johnson & Johnson also engages in health & wellness education, large-scale manufacturing, investor activities and global social-impact initiatives.

📋 Description

• Sales Tool Development & Content Ownership This is the primary mandate of the role. The Sr. Director owns end-to-end development of all sales tools for the capital sales team, including: Capital business case and ROI tools that enable hospital administrators, CFOs, and OR leadership to justify platform investment Procedure-based clinical selling tools that connect platform capabilities to surgical workflow, outcomes data, and procedure economics Competitive intelligence frameworks, rebuttal cards, and objection-handling guides Hospital and IDN access tools including value analysis committee (VAC) packages, health economics summaries, and payer/coverage briefs KOL and reference site activation guides to support peer-to-peer selling motions New hire onboarding content aligned to the capital sales process All tools are developed in close partnership with Medical Affairs (clinical evidence), Regulatory Affairs (claims review), HEMA, Marketing, and field sales leadership (rep usability testing). • Sales Technology Stack Ownership Owns strategy, vendor relationships, and performance of the commercial technology infrastructure supporting the capital sales team: E-detailing platform (administration, pipeline hygiene standards, dashboards, and rep adoption) Sales content management system (e.g., Showpad, Seismic) — governance, taxonomy, version control, and field access Sales intelligence and prospecting tools (e.g., ZoomInfo, LinkedIn Sales Navigator) Field communication and readiness platforms Analytics and reporting stack that measures tool usage, sales cycle velocity, and enablement ROI • Commercial Strategy Alignment Partner with Sales leadership to define capital sales process stages, buyer journey mapping, and milestone-based selling motions Translate corporate messaging and platform positioning into field-ready, rep-usable language Ensure all tools are aligned to current indication approvals, cleared claims, and regulatory guardrails Serve as a key voice of the field in commercial planning cycles, product launch readiness reviews, and go-to-market strategy • Team Leadership & Cross-Functional Influence Build, lead, and develop a high-performing sales enablement team Operate as a peer to Sales, Marketing, Medical Affairs, and Market Access leadership — not downstream of any single function Lead field advisory councils and rep feedback loops to continuously improve tool relevance and usability Present enablement strategy and performance metrics to executive leadership on a regular cadence

🎯 Requirements

• 10+ years of medtech commercial experience, with significant tenure in capital equipment sales, sales leadership, or commercial marketing for a surgical platform or device • Direct experience with soft tissue surgery, minimally invasive surgery (MIS), or surgical robotics strongly preferred • Demonstrated track record of building sales tools — not just managing a tools library — in a regulated medtech environment • Deep fluency in capital sales cycle dynamics: C-suite engagement, VAC navigation, hospital economics, and multi-stakeholder deal management • Experience with CRM and/or sales content management platform • Strong working knowledge of FDA-regulated promotional materials development and medical-legal-regulatory (MLR) review processes • Bachelor's degree required; MBA or advanced degree preferred • Preferred Experience at a company with a platform surgical robot (e.g., Intuitive Surgical, Stryker, Medtronic) in a field-facing or commercial content role • Familiarity with Challenger Sale or similar insight-based selling frameworks • Experience building enablement programs from early commercial stage through scale • Comfort operating in a matrixed, large-company environment while maintaining a builder/founder mindset.

🏖️ Benefits

• Subject to the terms of their respective plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)). • This position is eligible to participate in the Company’s long-term incentive program. • Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits: Vacation –120 hours per calendar year Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year Holiday pay, including Floating Holidays –13 days per calendar year Work, Personal and Family Time - up to 40 hours per calendar year Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year Caregiver Leave – 80 hours in a 52-week rolling period10 days Volunteer Leave – 32 hours per calendar year Military Spouse Time-Off – 80 hours per calendar year.