Sales Capability Manager

About the role

The Manager, Sales Capability serves as a hands-on field execution leader responsible for training delivery, coaching, and skill reinforcement for the US frontline Sales organization. Reporting to the Sr. Manager, Sales Enablement & Capability, this role brings enablement strategy and capability standards to life through practical, high-impact training experiences (virtual and in-person), observation of skill application, and coaching that strengthens execution consistency in the field.

Responsibilities

• Sales Skill Coaching & Development

• Coach frontline sellers and people managers on best-in-class sales skills, executional behaviors, and application in real selling environments
• Observe skill execution in the field (including co-rides and call observations) and provide timely, actionable, developmental feedback
• Reinforce sales execution standards and "what good looks like" across the sales cycle, aligned to defined capability expectations

• Training Delivery & Facilitation

• Deliver sales capability training experiences both virtually and in person (e.g., onboarding, deployments, academies, workshops, and leadership moments)
• Facilitate skill-based learning sessions that build confidence and strengthen field application
• Translate enablement content, playbooks, and frameworks into engaging, practical learning experiences that are immediately usable in the field

• Tool & Adoption Reinforcement

• Reinforce adoption and effective use of frontline tools and ways of working
• Support field understanding of tool purpose, workflow integration, and "how to apply" in customer planning and follow-through
• Identify adoption barriers and partner with the Sr. Manager to close gaps through coaching, reinforcement, or targeted enablement

• Field Partnership & Feedback Loop

• Build strong, trust-based partnerships with Field Sales leadership and frontline teams
• Capture field insights, execution challenges, and capability gaps to inform continuous improvement of programs and enablement assets
• Serve as a conduit between real-world field execution and the enablement/capability system design

• Execute

• Execute delivery of key sales capability initiatives and learning moments aligned to the annual Sales Enablement & Capability plan
• Support deployment of new tools, initiatives, and sales cycle priorities by reinforcing clarity, expectations, and execution standards
• Coach and reinforce post-training application to ensure learning translates into behavior change and execution consistency
• Partner with the Sr. Manager to co-create and refine training content, facilitator guides, and learning assets informed by field realities

• Operations

• Contribute to measurement of training effectiveness and capability progress through observation, feedback, and input to defined tracking methods
• Maintain disciplined follow-up loops after training and field observations to support sustained improvement
• Provide structured insights and recommendations to strengthen future program design, deployment readiness, and field communication
• Support onboarding experiences for new Account Managers and Sr. Managers through training delivery, reinforcement, and practical coaching

Qualifications

• Credible Capability & Coaching Practitioner

• 5+ years of experience in sales, sales capability, sales enablement delivery, training, or sales leadership
• Proven credibility in frontline sales execution; prior field sales or people leadership experience strongly preferred
• Demonstrated experience coaching sales skills and facilitating training (virtual and in-person)

• Skills & Experience

• Strong sales acumen and understanding of frontline execution realities
• Excellent presentation and strong communication skills; written and verbal (in English)
• Confident facilitator with the ability to teach skills in a practical, field-ready way
• Coaching mindset with the ability to provide clear, actionable feedback without positional authority
• Strong collaboration skills and comfort partnering across functions
• Organized, adaptable, and comfortable working in dynamic environments
• Experience with/understanding of distribution channel preferred
• Digital fluency across frontline sales tools and platforms, including experience applying AI-enabled capabilities to enhance planning, coaching insights, content creation, and execution effectiveness
• Certified in MS Office, Power BI (sales analytics), & social media