Director, Commercial Enablement

United StatesRemoteFull-timeexecutive

OtherCommercial

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Quick Summary

Overview

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Commercial Enablement based in the United States.

Technical Tools

OtherCommercial

This is a foundational leadership role responsible for how sales and account management teams plan, sell, and grow accounts.
You will build the commercial enablement function from the ground up, establishing repeatable processes, training programs, playbooks, and coaching rhythms.
The role combines strategic program design with hands-on coaching, giving you direct influence over commercial execution and team performance.
You will partner closely with sales, account management, marketing, and commercial operations to align people, processes, systems, and messaging.
A major focus will be creating consistent account planning, deal review, forecasting, onboarding, and continuous learning practices.
You will operate in a fast-paced environment where ambiguity is expected and where the first version of a process is designed to evolve through feedback and measurement.
Success will be measured through stronger adoption, faster ramp times, improved forecast accuracy, higher win rates, and more consistent commercial execution.

As Director, Commercial Enablement, you will establish the frameworks, programs, and operating rhythms that help commercial teams execute consistently and effectively.

Design and own account strategy and planning frameworks covering segmentation, growth opportunities, whitespace mapping, and stakeholder relationships.
Create account planning templates, documentation, quality standards, and review cadences for QBRs, renewals, and strategic account planning.
Define and facilitate consistent opportunity review and deal strategy processes from qualification through close.
Develop deal qualification frameworks and scorecards, such as MEDDPICC or comparable methodologies, and train teams on their use.
Lead or coach managers through deal strategy sessions focused on win strategies, risks, and close plans.
Own the cadence, preparation, agendas, and follow-through for forecast and pipeline review meetings.
Partner with Commercial Operations to ensure Salesforce dashboards and workflows reinforce the intended commercial processes while maintaining clear ownership of process versus systems and data.
Serve as the primary resource for commercial process and adoption questions, escalating technical or tooling needs appropriately.
Design and manage sales and account management onboarding, ramp, continuous education, and certification programs.
Select and manage enablement content, playbooks, learning platforms, and related tools as needed.
Provide hands-on coaching through live deal reviews, call reviews, role-play, discovery, negotiation, and account strategy sessions.
Establish a manager-as-coach framework and develop coaching rhythms that scale across the commercial organization.
Partner with B2B marketing on campaigns, messaging, sales plays, battlecards, and objection-handling content.
Create feedback loops between commercial teams and marketing around campaign performance, lead quality, and market response.
Document, standardize, and continuously improve core processes covering new-logo sales, upsell/cross-sell, and renewals.
Maintain a centralized repository of current enablement content, templates, and playbooks.
Define and track enablement KPIs including ramp time, quota attainment, win rate, forecast accuracy, and process adoption.
Build measurable first-year foundations including an adopted account planning framework, consistent forecasting and opportunity reviews, a live training program, embedded manager coaching, and campaign enablement playbooks.

Requirements

~2 min read

The role requires an experienced commercial enablement leader who combines strategic thinking, strong facilitation, and practical coaching skills with the ability to build a new function from scratch.

7+ years of experience in sales enablement, commercial enablement, sales operations, or sales/account management leadership.
Experience in B2B SaaS, healthcare, health technology, or similarly complex commercial environments is preferred.
Demonstrated success designing and implementing account planning frameworks, opportunity/deal review processes, and forecasting cadences.
Proven experience building and delivering sales onboarding, training, continuous education, and certification programs.
Strong coaching capabilities, with experience developing both individual contributors and frontline managers through one-on-one and group settings.
Experience partnering with marketing to support campaigns and translate campaign activity into commercial pipeline.
Excellent facilitation, written communication, collaboration, and cross-functional influence skills.
Ability to drive adoption and create buy-in without relying on direct reporting authority.
Comfortable translating complex processes and frameworks into practical playbooks that commercial teams can readily use.
Strong attention to detail, adaptability, and a continuous-improvement mindset.
Comfortable operating with ambiguity and building new processes without requiring a fully established framework.
Working familiarity with Salesforce and enablement or conversation-intelligence platforms such as Gong.
Familiarity with formal sales methodologies such as MEDDPICC, Challenger, or Command of the Message is advantageous.
Experience in health tech, digital health, healthcare payer/provider, or telehealth is preferred.
Coaching or sales-methodology certification is a plus.