Sales Enablement, Life Science & Payer

About the role

We're hiring a Sales Enablement Manager to support our life science and payer sales teams. This role requires someone who can hold two markets in their head simultaneously and build programs that reflect the real differences between selling to a pharma commercial team and a health plan's clinical leadership.

Responsibilities

• Onboarding & Ramp Design and own new hire programs for SDRs and AEs across life science and payer, with segment-specific tracks for each

• Build certification frameworks that validate real skill before reps go live — discovery assessments, demo certs, cold call roleplays

• Set ramp milestones and time-to-productivity benchmarks per segment in partnership with sales leadership

• Coaching & Skill Development

• Build a structured coaching framework managers can run consistently across both teams
• Use Gong data to identify skill gaps and design programs that address them at the team and individual level
• Run group coaching sessions (call reviews, win/loss debriefs, roleplays) tied to specific competencies per segment
• Help managers develop their own coaching skills so the program scales

• Content & Playbooks

• Own the sales content library across both segments — organized by market, current, and used
• Build role-specific playbooks for each segment: SDR talk tracks, AE discovery and demo frameworks, objection handling guides, competitive battlecards, and stakeholder maps
• Build persona-based messaging for life science buyers (commercial, medical affairs, market access) and payer buyers (clinical programs, population health, network management)
• Build ROI and value frameworks that account for how each segment thinks about budget and business case

• Measurement & Iteration

• Define how enablement gets measured across both segments: ramp time, win rate, quota attainment, SDR-to-SQL conversion, coaching frequency
• Run win/loss analysis by segment and share findings with Sales, Product, and Marketing
• Track content engagement and training completion — iterate based on what the data shows, not what feels right

• Cross-Functional Work

• Partner with Product on release enablement so reps can speak to new features before they go live
• Align with Marketing on segment-specific campaign plays, ICP definitions, and field-ready messaging
• Work with Rev Ops to connect enablement activity to pipeline and revenue outcomes across both businesses

Qualifications

Hard Skills:

• Experience designing structured sales training programs across complex or multiple buyer segments
• Fluency in a formal sales methodology (MEDDIC, Challenger, or similar) and ability to operationalize it in the field
• Strong writer — playbooks, battlecards, and talk tracks that reps actually open and use
• Comfortable in HubSpot and Gong; can pull reports and tie program activity to business outcomes
• Working knowledge of life science and/or payer markets — how these organizations are structured, how they buy, and what their leaders care about

Soft Skills:

• Credibility with salespeople — ideally, you've carried a bag or been customer-facing; you earn trust by understanding what selling actually feels like
• Able to hold context across two distinct markets and build programs that reflect real differences, not a generic overlay
• Drives behavior change without direct authority — through relationships, well-designed programs, and good judgment
• Strong communicator across rep, manager, and VP audiences across two business lines
• Genuinely curious about why reps win and lose in each segment
• Ruthless about prioritization — knows what moves the needle and pushes back on what doesn't
• Comfortable being measured on outcomes, not just output

Nice to Have:

• Direct experience selling into or enabling sales for life science companies or health plans
• Familiarity with life science pain points: commercial data, real-world evidence, market access, medical affairs workflows
• Familiarity with payer pain points: medical cost management, network adequacy, population health, quality reporting
• Background supporting both SDR and AE populations