Job Description
The Director of Sales Enablement is responsible for building and leading Pomeroy’s sales enablement function to improve seller productivity, pipeline generation, sales execution, and overall go-to-market effectiveness.
This leader will partner closely with Sales Leadership, Marketing, Solutions, and Services to create a scalable enablement engine that supports Pomeroy’s evolving portfolio across Product, Professional Services, Managed Services, ACS, and Smart Desk.
This is a build role—creating structure, consistency, and accountability across onboarding, training, sales process adoption, messaging, tools, and ongoing seller development.
Key Responsibilities
Sales Enablement Strategy
- Build and lead the company’s sales enablement strategy across:
- Onboarding
- Continuous learning
- Sales methodology
- Product and services enablement
- GTM readiness
- Establish a scalable enablement framework aligned to Pomeroy’s growth strategy and portfolio expansion goals
- Improve seller effectiveness across prospecting, pipeline generation, account management, and deal progression
Onboarding & Training
- Design and operationalize a structured onboarding program for:
- New sellers
- Sales leaders
- Overlay and specialist roles
- Reduce ramp time and improve early productivity for new hires
- Develop role-based training paths tied to sales motions and customer segments
Portfolio & Solution Enablement
- Partner with Product, Services, and Solutions teams to enable the field on:
- Managed Services
- ACS
- Smart Desk
- Professional Services
- Core technology solutions
- Help shift the organization from transactional selling toward strategic, services-led engagements
- Build enablement content focused on business outcomes, customer value, and competitive differentiation
Sales Process & Methodology
- Drive adoption of consistent sales methodology, qualification standards, and pipeline discipline
- Support forecast rigor and opportunity management best practices
- Reinforce strategic account planning and customer engagement models across the sales organization
Content & Tools
- Build and maintain centralized enablement assets including:
- Playbooks
- Battlecards
- Discovery frameworks
- Talk tracks
- Proposal support content
- Improve utilization and effectiveness of sales tools and platforms
- Ensure sellers can easily access and leverage enablement resources
Cross-Functional Leadership
- Partner closely with:
- Sales Leadership
- Marketing
- Services
- Solutions
- Operations
- Align enablement priorities to business goals, pipeline gaps, and portfolio focus areas
- Support GTM launches, strategic initiatives, and sales kickoff programs
What Success Looks Like
- Faster ramp time for new sellers and leaders
- Improved pipeline generation and qualification discipline
- Increased adoption of strategic services offerings across the sales organization
- Consistent sales methodology and account management practices
- Better forecast accuracy and deal progression
- Higher seller productivity and win rates
Candidate Profile
Experience
- Bachelor's degree required.
- 5-10+ years of proven experience Sales Enablement, Sales Training, or GTM Enablement leadership roles.
- Background supporting IT services and solutions sales organizations preferred.
- Experience enabling:
- Enterprise sales teams
- Account management teams
- Services-led sales motions
- Strong understanding of sales methodologies, pipeline management, and strategic selling
Leadership Characteristics
- Builder mindset with ability to create structure in evolving environments
- Strong communicator and facilitator capable of influencing senior sales leaders
- Operationally disciplined with focus on measurable business outcomes
- Collaborative partner across Sales, Marketing, Services, and Product organizations
Non-Negotiables
- Ability to build enablement programs from the ground up
- Strong executive presence and credibility with sales leadership
- Experience driving adoption and behavioral change within sales organizations
- Passion for improving seller effectiveness and execution discipline
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