Director of Sales Enablement - Learning & Development

Position Summary

The Director of Sales Enablement - Learning & Development is responsible for driving the success, effectiveness, and continuous improvement of the sales organization through technology training for onboarding, training, coaching, and overall sales process optimization, while also supporting Sales Enablement projects. This role participates in all New Hire Onboarding, Salesforce and process training, and sales enablement initiatives to strengthen individual and team performance. In addition, the Director monitors and coordinates with Sales Leaders regarding the lead and opportunity management activities to promote adherence to sales standards, CRM best practices, and pipeline management expectations.  By partnering closely with sales leadership, this position fosters a culture of accountability, continuous learning, and operational excellence to maximize sales productivity and business growth.

Serve as Inside Sales Manager, responsible for managing expectations and developing business solutions for assigned territories.  They oversee creating effective business plans to generate new account revenue, obtain goals, increase brand loyalty, and driving a proactive prospecting strategy in a remote environment.  Primary duties include brainstorming with other business development staff, branch leadership and regional sales director to define the scope of the project, review requirements, and approve timeframes.  The Inside Sales Manager will work closely with other company departments to oversee the progress of business development.

Key Responsibilities

Sales Onboarding & Training

• Design and manage comprehensive onboarding programs for new sales team members in coordination with Sales Leaders.
• Facilitate Salesforce training to ensure accurate and consistent CRM utilization.
• Conduct training on sales processes, organizational standards, and best practices.
• Develop learning materials, job aids, playbooks, and training documentation.
• Partner with sales leadership to accelerate ramp-up time and improve new hire effectiveness.

Ongoing Learning & Development

• Develop and execute ongoing sales training programs for individuals, small groups, and full sales teams.
• Identify skill gaps and implement targeted development plans.
• Deliver coaching focused on prospecting, pipeline management, presentation skills, relationship building, and closing techniques.
• Introduce and train sales teams on new processes, procedures, technologies, and initiatives.
• Reinforce best practices and continuously strengthen sales effectiveness through ongoing learning opportunities.

Sales Process & Performance Optimization

• Ensure adherence to established sales processes, workflows, and organizational standards.
• Monitor CRM usage and data integrity within Salesforce.
• Identify opportunities to improve efficiency, effectiveness, and team productivity.
• Collaborate with sales leadership to implement process improvements and performance-enhancing initiatives.

Lead Management & Accountability

• Monitor and track inbound leads that have not been converted or appropriately dispositioned.
• Review lead follow-up activity to ensure adherence to established touch plans.
• Identify stalled or aging leads and partner with team members to drive timely action.
• Monitor APM lead performance and proactively address opportunities that exceed follow-up expectations.
• Reinforce qualification and disqualification standards to maintain accurate pipeline reporting.
• Work with sales team members to maximize lead investment and ensure timely refund requests when appropriate.

Opportunity & Pipeline Management

• Monitor opportunity progression through the sales pipeline.
• Ensure opportunity records are current, accurate, and reflective of actual sales activity.
• Identify stalled opportunities and collaborate with sales representatives to develop action plans.
• Track pipeline health, forecast reliability, and conversion metrics.
• Support sales leadership in driving accountability and consistent opportunity management practices.

Reporting & Analytics

• Develop and maintain dashboards and reporting related to onboarding, training participation, lead management, and sales performance.
• Analyze learning effectiveness and sales productivity metrics.
• Present recommendations to leadership based on performance trends and business needs.

Preferred Qualifications

• Bachelor's degree in Business, Sales, Training, Organizational Development, or related field, preferred.
• 5+ years of experience in sales, sales training, sales enablement, learning & development, or sales leadership.
• Strong Salesforce expertise and CRM administration knowledge.
• Proven ability to coach and influence sales professionals.
• Strong analytical, organizational, and communication skills.
• Experience developing sales playbooks and onboarding programs