Sales Academy Director

About the role

We are seeking a visionary and execution-oriented Sales Academy Director to build, scale, and lead a world-class enablement function across a complex, global sales organization. This leader will be the central architect of how our Sales teams learn, develop, and perform — directly supporting $500M+ in combined new business and renewal revenue across reference solutions and clinical decision support.

Responsibilities

• Design, own, and continuously optimize a best-in-class sales onboarding program that measurably reduces time-to-productivity across all sales segments and geographies.
• Build structured, role-based learning curricula covering product knowledge, clinical domain expertise, market intelligence, and consultative selling skills — mapped to career levels from SDR through Senior Enterprise AE.
• Establish learning pathways, certifications, and milestone assessments that create clear development expectations at every stage of a seller's career.
• Partner with subject-matter experts to maintain and refresh content as products, competitive dynamics, and buyer personas evolve.
• Develop and maintain a comprehensive library of sales playbooks, talk tracks, objection-handling guides, and competitive battle cards tailored to reference and clinical decision support buyers.
• Own the strategy and roadmap for the sales enablement technology stack, including the LMS/enablement platform, CRM integrations, conversation intelligence, and digital sales room solutions.
• Define and track leading and lagging indicators of enablement effectiveness — rep ramp time, content utilization, certification completion, pipeline coverage, win rate, and quota attainment.
• Deliver regular reporting to senior leadership on the ROI of enablement investments and their measurable impact on commercial performance.
• Champion and embed a consistent sales methodology across the global organization — from discovery and qualification through negotiation, closing, and renewal/expansion strategies.
• Build and deliver targeted skills development programs addressing consultative selling, value-based selling, executive engagement, competitive differentiation, and multi-stakeholder deal management.
• Build a dedicated enablement program for first-line managers — covering coaching skills, pipeline inspection, performance conversations, and team development planning.
• Serve as a strategic partner to Sales Leadership, Product Marketing, Commercial, Sales Operations, and Customer Success to align enablement priorities with GTM strategy and commercial targets.

Requirements

• Have 12+ years of progressive experience in Sales Enablement, Sales Training, Revenue Enablement, or a closely related commercial function, with at least 5 years in a senior leadership role.
• Demonstrated success building and scaling enablement programs in a complex, multi-segment B2B environment with $300M+ revenue scope.
• Have a proven track record of designing and delivering programs that measurably improve rep ramp time, quota attainment, and overall seller productivity.
• Display experience developing front-line manager enablement and coaching frameworks that translate to field adoption and performance improvement.
• Have exceptional command of the modern sales enablement tech stack — LMS, enablement platforms, Salesforce CRM, and conversation intelligence tools.
• Able to translate data and analytics into actionable insights, prioritized roadmaps, and executive-level narratives.
• Able to operate effectively in a matrixed, global organization — influencing senior stakeholders and driving outcomes without direct authority.

Qualifications

• Industry experience in healthcare information services, clinical decision support, scientific publishing, or professional/reference information solutions.
• Familiarity with clinical and academic buyer personas — clinicians, researchers, library administrators, hospital procurement, and C-suite health system leaders.
• Formal certification or deep proficiency in a recognized sales methodology (MEDDIC/MEDDPICC, Challenger, Sandler, Value Selling, or equivalent).
• Experience managing an enablement function through significant organizational change, portfolio expansion, or M&A integration.
• MBA or advanced degree in Business, Organizational Development, Education Design, or a related field.

Benefits

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive.

U.S. National Base Pay Range: $136,100 - $252,800. Geographic differentials may apply in some locations to better reflect local market rates. This job is eligible for an annual incentive bonus.