Head of Sales Enablement and Learning

About the role

You will own the global development and execution of Sales Enablement and Learning from the very first onboarding and technical understanding to capability building and continuous learning across customer-facing functions.

Responsibilities

• Define the multi-year enablement and capability enhancement plans aligned to our go-to-market goals and growth ambitions
• Orchestrate a global team without authority (no direct reports, currently)
• Establish governance for content, certification, and field readiness across regions
• Design role-based onboarding paths with time-to-productivity targets and measurable milestones. Create continuous learning programs on CDMO offerings, modalities (e.g., mAbs, microbial, advanced therapies), GxP content, pricing/contracting, negotiation, and executive selling
• Potentially implement certification and re-certification standards for skills, product/technical knowledge, and compliance
• Select and operationalize a sales methodology (e.g., MEDDICC/Challenger/SPIN/MH)
• Run the enablement tech stack (e.g., LMS, conversation intelligence, sales engagement, content repository) and drive adoption
• Work with CommEx to embed new learning processes and capabilities in CRM
• Build scalable playbooks, frameworks, proposal libraries, and case studies in partnership with marketing and technical teams
• Ensure technical rigor while keeping messaging clear, customer-centric, and outcome-oriented
• Stand up a structured “field feedback” loop to continuously improve materials and positioning
• Lead sales kickoffs, global bootcamps, QBR enablement, and manager coaching programs
• Act as a coach / sounding board for account managers, commercial leaders, and project managers
• Define metrics for enablement effectiveness (e.g., executive coverage / affinity, quota attainment, win rates, sales cycle, content usage, certification completion, etc.)
• Apply adult learning science and Kirkpatrick/ROI frameworks to evaluate and iterate programs
• Own budget, vendor selection, and partner management

Requirements

• You are a senior enablement leader who has scaled programs globally in complex B2B environments, ideally in life sciences, biotech, CDMO, healthcare technology, or enterprise software with highly technical solutions
• You combine strategic vision with operational rigor and are comfortable moving from executive forums to hands-on program delivery
• You bring a collaborative, cross-functional mindset and can influence without authority across commercial, technical, legal, human resources, and finance
• You embrace a data-driven, experimentation-oriented approach and can show measurable impact on commercial outcomes
• You have 10–15+ years of experience in sales enablement, commercial excellence, executive commercial training, or sales coaching
• You have proven success enabling enterprise/consultative sales cycles with multiple stakeholders and long deal durations

Qualifications

• You have a Bachelor’s degree required, advanced degree a plus
• You have extensive familiarity with CRM (Salesforce preferred), content platforms (e.g., Seismic/Highspot/ShowPad), LMS (e.g., Docebo/Cornerstone/etc.), conversation intelligence (e.g., Gong/Chorus, etc.), analytics familiarity (Power BI/Tableau, etc.), and other sales engagement tools
• You have experience in or exposure to biopharma services, CDMO, GxP environments, or complex technical solutions
• You have strong program/project management (OKRs, Agile, or PMP/Prince2 methodologies)
• You have market and compliance awareness
• You have exceptional written and verbal communication; clear executive storytelling and technical simplification
• You have the ability to create high-quality enablement assets and deliver engaging live/virtual sessions
• You have familiarity with pricing/contracting dynamics, RFP/RFQ processes, and enterprise procurement, is a plus

Skills

• Sales enablement leadership
• Strategy design, operating model build-out, and global team leadership
• Sales methodology selection and implementation; manager enablement and coaching
• Systems and data
• Instructional design and training
• Role-based curricula, microlearning, experiential learning, and workshop facilitation
• Kirkpatrick evaluation model, competency mapping, and certification programs
• Commercial Operations and Process Forecasting, pipeline governance, stage design, MEDDICC-style qualification, executive deal reviews

Benefits

Our programs are designed to focus on maintaining and enhancing all pillars of health with a robust benefits package including medical, dental, vision and prescription drug coverage with the option of a Health Savings Account with company contributions. In addition, we offer an industry leading 401(k)savings plan, insurance coverage, employee assistance programs and various wellness incentives. We support life-work balance with paid vacation time, sick time, and company holidays.