Sales Enablement Lead

🔥 8 minutes ago

🇺🇸 United States – Remote

💵 $115k - $135k / year

⏰ Full Time

🟠 Senior

📊 Sales Operations

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U.S. Green Building Council

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Founded 1993

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🏥 Healthcare

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U. S. Green Building Council is a leader in promoting sustainable building practices and minimizing climate impacts through its innovative LEED (Leadership in Energy and Environmental Design) rating system. By advocating for environmentally responsible construction and development, the USGBC enhances the well-being of individuals, communities, and the planet. The council unifies a global community to advance sustainable construction and encourage energy-efficient, eco-friendly building practices.

📋 Description

• Build and lead a consistent, scalable global sales enablement program for USGBC and GBCI commercial teams • Assess role-based capability needs using manager input, field observations, customer and partner feedback, and performance data • Develop and execute a global sales enablement plan aligned with organizational priorities and regional capability gaps • Design, implement, and maintain onboarding and ongoing learning programs for market leads, customer account managers, channel partner account managers, and assigned partners • Create training covering product portfolio knowledge, consultative selling, discovery, value communication, qualification, account planning, opportunity management, and escalation procedures • Translate product knowledge, value propositions, and commercial processes into learning modules, sales playbooks, discovery guides, objection-handling resources, and job aids • Establish content ownership, version control, review cycles, and retirement procedures • Facilitate workshops, demonstrations, role-playing exercises, peer learning, and manager coaching resources • Assess skill application and provide targeted reinforcement with regional and functional leaders • Deliver training through virtual, live, and self-paced formats • Partner with product, product marketing, client solutions, and market development on product launches, campaigns, processes, and technology changes • Coordinate global enablement rollouts and adapt approved materials to local market conditions, customer needs, languages, and partner requirements • Monitor training participation, proficiency, field application, content utilization, process adoption, and enablement effectiveness • Establish performance indicators and report on program effectiveness, adoption, and improvement opportunities • Collaborate with sales operations, regional directors, market leads, account management, product, marketing, client solutions, technology, and HR/learning teams • Coordinate Salesforce process learning, adoption, and consistent use of approved sales tools • Develop system training, user guides, and adoption resources for CRM, learning, and sales enablement platforms • Own program governance, readiness assessments, reinforcement or remediation recommendations, and content lifecycle processes • Report to the Director of Sales Operations

🎯 Requirements

• Minimum of five years of experience in sales enablement, sales training, commercial learning and development, or related business-to-business commercial roles • At least three years designing, delivering, and evaluating enablement programs for sales teams, account managers, or channel partners • Experience developing onboarding programs, sales playbooks, learning materials, practice activities, and reinforcement initiatives • Practical understanding of consultative selling, account planning, opportunity qualification, partner-assisted selling, and commercial handoffs • Experience leading cross-functional programs, influencing stakeholders, and managing competing priorities across multiple products, regions, or audiences • Experience developing or supporting sales enablement programs for geographically distributed or multinational teams • Experience implementing scalable learning and enablement initiatives supporting consistent sales processes and regional business requirements • Bachelor's degree in business administration, marketing, communications, organizational development, education, human resources, or a related field required • Proficiency with Salesforce or a comparable CRM platform, including sales pipeline processes, opportunity management, and user adoption • Experience with learning management systems or sales enablement platforms • Proficiency with Microsoft 365 applications, including PowerPoint, Excel, Word, Teams, and SharePoint, or comparable tools • Experience using virtual training, webinar, and digital collaboration platforms • Ability to use CRM reporting, learning analytics, and performance dashboards • Strong facilitation, instructional design, content development, and coaching-support skills • Ability to translate complex products, services, and commercial processes into clear, accurate, practical learning resources • Strong program leadership, stakeholder management, prioritization, and change-management skills • Analytical ability to evaluate readiness and adoption using qualitative and quantitative evidence • Excellent written, verbal, and interpersonal communication skills • Strong organizational and project management skills across global time zones • Ability to balance standardized global sales processes with regional market needs and cultural considerations • Commitment to the missions of USGBC and GBCI and interest in advancing sustainability in the built environment • Professional certifications in sales enablement, instructional design, learning and development, or Salesforce preferred • LEED Green Associate or LEED AP credential preferred • Candidates advancing in the interview process must complete an assessment • Ability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone, with flexibility for international time zones

🏖️ Benefits

• Competitive compensation • 401(k) with employer matching • Professional development reimbursement • Healthcare plan through Cigna including medical, dental, vision, and prescription drugs • 100% of healthcare premiums covered by USGBC • HRA assistance toward the in-network medical deductible • Generous paid time off, including 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks PTO based on career level • Operations closed for a full week between Christmas and New Year’s • 6 weeks paid renewal leave after 7 years of continuous service • Remote work arrangement • Purpose-driven, inclusive culture • Opportunities to grow your career and take ownership of meaningful work • Chance to make a measurable impact on global sustainability efforts

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