Manager, Sales Enablement & Effectiveness

We need to output HTML fragment with sections: headings

for sections like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Use

• for any list of duties/requirements/benefits, and

  for prose. Do NOT repeat job title as heading. Do NOT put Job ID/requisition numbers as headings. Remove boilerplate etc. Include only sections with real specific content. We need to parse the posting. Key sections: - Summary of Position (maybe "About the role") – we can treat as About the role. - Schedule / Shift Salary: they gave schedule: General expectation: Monday through Friday 8:00am - 5:00pm (local time zone acceptable). Also they gave Pay Range: USD $85,000.00 - USD $95,000.00 /Yr. - Responsibilities and Duties: a long list. - Leadership Responsibilities: includes leading Sales Systems Manager etc. - Required of all CTM Positions: core values etc. - Education and Experience: qualifications. - Knowledge, Skills, And Abilities: skills. - Benefits Program: list of benefits. - EEO Statement: remove (boilerplate). Also travel requirement: domestic (and global) travel is a requirement. - Other duties as assigned. - Accommodation note: maybe keep? It's about ADA accommodation; could be considered boilerplate? Might be considered minor metadata; we can fold into a short

  or drop. Probably drop. - "Other duties as assigned.*Domestic (and global) travel is a requirement for this position. An accommodation may be considered under the Americans with Disabilities Act, but a bona fide reason must exist. The company will engage in the interactive process as necessary." This includes travel requirement and accommodation note. Travel requirement is substantive; we should keep that. Accommodation note maybe minor; we could fold into a short p or drop. Probably keep travel requirement. - "Leadership Responsibilities" section: we can treat as part of Responsibilities or separate heading? Could be its own heading "Leadership Responsibilities". But we have limited headings list; we can still use

  for Leadership Responsibilities if content exists. The instruction says use

  for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). It gives examples but not exclusive; we can use other headings if needed? It says use

  for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). Likely they expect those headings only. But we can still include Leadership Responsibilities under Responsibilities maybe. However they said "Prefer a few substantive sections over many thin ones." So maybe combine Leadership Responsibilities into Responsibilities. Similarly "Required of all CTM Positions" could be part of Requirements or Qualifications? It's about core values and basic competencies; could be part of Requirements or Qualifications. We'll decide. We need to avoid filler like "commensurate with experience", etc. Not present. We need to preserve all substantive information. Let's extract content. **About the role** (Summary of Position): The Sales Enablement & Effectiveness Manager, North America is responsible for advancing sales effectiveness and execution across CTM North America by equipping the sales team with the methodologies, skills, content, technology, coaching, and insights required to win. The role will lead the regional sales enablement strategy, including sales methodology and process adoption, BAS onboarding and development, manager-led coaching, strategic opportunity planning, sales technology adoption, and performance measurement. Working closely with Sales Leadership, Sales Support, Marketing, Product, and other cross-functional partners, this position will translate CTM's go-to-market strategy into consistent, repeatable seller behaviors. The role will leverage platforms including Gong, CRM, ZoomInfo, and LinkedIn Sales Navigator to identify performance opportunities, strengthen coaching, and improve sales productivity, pipeline quality, conversion, and revenue outcomes. We'll put that in

  . **Schedule**: General expectation: Monday through Friday 8:00am - 5:00pm (local time zone acceptable). Also maybe travel requirement: Domestic (and global) travel is a requirement for this position. We'll include travel under Schedule? Could be separate but we can include in Schedule section as note. Or we could add a separate "Travel" but not in list. Probably include in Schedule

  . **Pay**: Pay Range USD $85,000.00 - USD $95,000.00 /Yr. **Responsibilities and Duties**: list bullet points. Let's extract bullet points from responsibilities: - Develop and execute the North America sales enablement and effectiveness strategy aligned with CTM's regional and global go-to-market priorities. - Lead implementation and ongoing adoption of CTM's sales methodology, including MEDDICC, discovery, qualification, value selling, competitive positioning, account planning, and opportunity strategy. - Embed consistent selling practices, required activities, and coaching expectations across CTM's defined CRM sales stages. - Own the business strategy and adoption roadmap for Gong, including scorecards, coaching programs, call libraries, AI insights, best-practice identification, and seller and manager adoption. - Partner with the Sales Systems Manager, Sales Operations, and IT to ensure sales platforms are configured, integrated, governed, and supported in alignment with enablement priorities. - Design and deliver a structured regional enablement curriculum covering onboarding, sales methodology, discovery, executive selling, objection handling, negotiation, competitive selling, vertical expertise, and CTM solutions. - Develop a formal 30/60/90-day onboarding program and ongoing learning, reinforcement, and certification programs for BAS and sales leaders. - Equip sales leaders with coaching frameworks, deal-review tools, scorecards, and insights that embed enablement into weekly management and pipeline cadences. - Partner with sales leadership to improve qualification, pipeline velocity, stage progression, forecast discipline, win rates, and conversion through data-driven coaching and targeted interventions. - Establish repeatable frameworks for sales plans, key account acquisition plans, discovery sessions, pursuit strategy, and war rooms for priority Enterprise and Strategic opportunities. - Partner with Marketing and Sales Support to translate CTM's value proposition, competitive intelligence, vertical strategies, product capabilities, and market insights into seller-ready plays, talk tracks, content, and buyer-facing messaging. - Develop and maintain a scalable repository of sales plays, best practices, training resources, call examples, tools, and content mapped to buyer journeys and sales stages. - Establish a voice-of-the-field feedback loop across Sales, Marketing, Product, Operations, and leadership to identify buyer objections, competitive trends, content gaps, and emerging market needs. - Define and report enablement KPIs, including methodology adoption, Gong engagement, stage conversion, pipeline quality, sales cycle, win rate, ramp time, certification, and training effectiveness. - Continuously assess BAS and manager capability gaps and use performance data, field feedback, and business priorities to shape enablement programs. - Manage assigned enablement initiatives, vendors, budgets, timelines, risks, and communications to ensure effective delivery and measurable business impact. - Act as a trusted advisor to senior leadership on sales execution, capability, technology adoption, and performance improvement opportunities. - Create presentations and other documents as needed. - Other duties as assigned. - Domestic (and global) travel is a requirement for this position. (maybe include here or schedule) - Leadership Responsibilities: provide direct leadership to the Sales Systems Manager and may have additional direct and/or indirect reports. Responsibilities include overall performance management, hiring, training, coaching, feedback, development, and effective alignment of sales systems administration with the regional enablement strategy. Models the way for employees and sets a positive example by demonstrating our core values. Provides ongoing feedback and supports team member growth by working with employees and encouraging growth plans. Drives employee engagement. Facilitates regular and ongoing conversations about employee engagement and takes action to improve team and organizational culture. We could incorporate leadership responsibilities into responsibilities list as separate bullet points. **Required of all CTM Positions** (core values etc.): - Embrace CTM’s core values of Connect, Deliver and Evolve. - Professional, collaborative & supportive interaction with employees, clients, suppliers or vendors - Ability to work independently as well as part of a team. - Appropriate and professional written and verbal communication. - Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests. - Creative and analytical thinking with strong problem-solving and consultative skills. - Demonstrates calm under pressure – is a proactive contributor and eager to learn. - Proficiency in Microsoft Office Suite. - Ability to do basic math. - Ability to read and interpret information. - Attention to detail. - Regular and reliable attendance. These could be under Requirements or Qualifications. We'll treat as Requirements. **Education and Experience**: - Bachelor's degree in business, sales, organizational development, learning and development, marketing, or a related field, or equivalent relevant experience. - 5+ years of progressive experience in B2B sales enablement, sales effectiveness, sales operations, sales leadership, or a related commercial role, preferably supporting complex enterprise sales organizations. - Demonstrated experience implementing and reinforcing structured sales methodologies such as MEDDICC/MEDDPICC, Challenger, Miller Heiman, Strategic Selling, Value Selling, or similar. - Demonstrated ability to design and facilitate sales training, onboarding, workshops, reinforcement programs, and manager-led coaching. - Experience leveraging conversation intelligence, CRM, and sales productivity platforms to improve seller effectiveness, coaching, and business performance. - Strong understanding of complex B2B and enterprise sales cycles, including discovery, qualification, executive engagement, competitive differentiation, opportunity strategy, and negotiation. - Experience leading cross-functional initiatives and driving measurable change across a geographically dispersed organization. - Experience in the corporate travel, travel technology, or business services industry preferred. - Prior experience in a quota-carrying sales or sales leadership role is strongly preferred. **Knowledge, Skills, And Abilities**: - Strong commercial acumen and a practical understanding of the behaviors, disciplines, and coaching required to improve sales performance. - Ability to translate go-to-market strategy into scalable sales plays, learning experiences, tools, and measurable seller behaviors. - Strong facilitation, presentation, coaching, and instructional design skills, with credibility across sales professionals and senior leaders. - Strong analytical skills with the ability to connect CRM, conversation intelligence, pipeline, and performance data to actionable recommendations. - Excellent communication and interpersonal skills, with the ability to influence and engage stakeholders at all levels and across functions. - Strong program and change leadership skills, with the ability to manage multiple priorities and sustain adoption in a fast-paced environment. - Working knowledge of sales methodologies, adult learning principles, coaching practices, and enablement measurement. - Proficiency with Gong or similar conversation intelligence platforms, CRM systems, ZoomInfo, LinkedIn Sales Navigator, and Microsoft Office Suite. - Ability to work independently and collaboratively with regional and global teams across time zones. - Flexible, adaptable, resourceful, and comfortable navigating changing business priorities. - Ability to have fun with a collaborative and winning mindset. **Benefits Program**: list items. We need to format as

  • for each benefit. Benefits list includes many items with emojis; we need to preserve substance but can drop emojis? Probably keep text but emojis may be considered non-substantive; we can keep them but they are not text. Safer to keep textual description. List: - Company Paid Basic Life & AD&D Insurance - Company Paid Short-Term Disability - Voluntary Long-Term Disability Insurance - Robust Wellness Program with incentives available to save money on your medical insurance premiums. - Supplemental Life; Accident; Cancer; Critical Illness; Identity Theft Protection and Legal Coverage - Three medical plan offerings including a High Deductible Health Plan, HMO plan (available in select states) and a Co-Pay medical plan. - Health Savings Account (HSA) with company core contribution and match, on a per pay period basis if enrolled in the HDHP medical plan. - Flexible Spending Accounts - Dependent Care Savings Account. - Dental