Job Description

The Senior Manager of Sales Enablement owns a meaningful slice of the Sales Enablement program portfolio. This is not a coordination role — it is a program ownership role. You will take a segment, identify what the reps in that segment need to do differently, build something that addresses it, deliver it, and measure whether it worked.

You will work closely with the Director of Learning & Enablement and with Sales leadership to make sure the programs you build are grounded in what is actually happening in the field. That means spending time in Gong, attending pipeline reviews, running deal coaching sessions, and staying close enough to the sales motion that you can tell when a program is working and when it is not.

The right candidate for this role has enough Sales DNA to be credible in a room full of AEs, and enough enablement craft to turn that credibility into programs that actually change behavior. If you have been an IC who moved into enablement, or an enablement practitioner who has built serious programs in an AdTech or digital media environment, this role was built for you.

What you’ll do

• Own the end-to-end development and execution of enablement programs, including needs analysis, curriculum design, content creation, facilitation, reinforcement planning, and measurement
• Design practical, field-relevant learning experiences grounded in adult learning principles and the 70-20-10 framework that drive measurable behavior change and long-term skill adoption
• Build reinforcement systems into every program, including manager coaching tools, spaced practice, accountability frameworks, and point-of-need resources that improve execution in the field
• Stay closely connected to the sales organization through pipeline reviews, rep coaching sessions, Gong analysis, and regular engagement with frontline managers to identify skill gaps and performance trends early
• Develop high-quality, field-ready content and sales resources — including battlecards, objection handling guides, discovery frameworks, and persona-based messaging — built for real customer conversations
• Maintain strong operational rigor across multiple concurrent initiatives, including stakeholder communication, program prioritization, and content governance standards
• Partner closely with Product Marketing and Sales Enablement leadership to translate product launches, positioning updates, and strategic initiatives into scalable field-ready training and messaging programs
• Facilitate workshops, coaching sessions, and role-play exercises that help SDRs, AEs, and sales leaders build confidence, improve messaging fluency, and apply new skills effectively in live customer interactions

What success looks like

• Pipeline generated or advanced in the segment following program delivery, compared to a pre-program baseline
• Stage-to-stage conversion rate trends in the assigned segment, as a proxy for skill impact
• Percentage of target audience completing assigned programs on schedule, with at least one reinforcement touchpoint captured
• Highspot engagement rate on assets produced, as a leading indicator that content is useful in the field
• Front-line Sales manager rating of enablement support quality, collected quarterly

What you'll bring

• 7+ years in Sales Enablement, with direct ownership of program design and delivery for a sales audience
• Experience in programmatic advertising, Connected TV, digital media, or a closely adjacent AdTech environment — you need to understand the sales motion well enough to make program decisions without being hand-held by a rep
• Proficiency in MEDDIC or MEDDICC as a coaching framework — not just familiarity with the acronym, but the ability to use it to diagnose a rep's deal in a 15-minute review
• Strong facilitation skills — you can hold a room of 30 SDRs or a cohort of experienced AEs, and you know the difference in how each group needs to be engaged
• Working proficiency in Gong, Highspot, WorkRamp, and Salesforce

Strongly Preferred

• Prior experience as a Sales IC — SDR, BDR, or AE — in an AdTech, programmatic, or digital media environment before moving into enablement
• Experience building programs for multiple sales segments (SDR and AE) with differentiated content and delivery approaches for each
• Familiarity with CTV-specific sales dynamics: performance branding conversations, reach and frequency planning, attribution methodology, and competitive positioning against linear and social channels
• Experience using Gong data independently to identify skill gaps, not just review calls when asked