Director, Commercial Enablement

You will:

Account Strategy & Planning

Design and own a standard account strategy and planning framework (account segmentation, whitespace/growth mapping, stakeholder mapping) for net-new and existing accounts.

Build and maintain account planning templates, documentation, and a clear standard for what “good” looks like.

Define and manage the cadence and meeting expectations for account planning reviews (e.g., QBRs, renewal planning, strategic account reviews) in partnership with sales and account management leadership.

Opportunity Reviews & Deal Strategy

Define and facilitate a consistent opportunity review and deal strategy process across the pipeline, from qualification through close.

Build deal qualification frameworks and scorecards (e.g., MEDDPICC or a similar methodology) in partnership with sales leadership, and train the team to use them.

Run and/or coach managers to run deal strategy sessions that sharpen win strategy, identify risk, and build close plans on key opportunities.

Forecasting & Pipeline Cadence

Own the end-to-end cadence for forecast and pipeline review meetings — scheduling, agendas, prep materials, and follow-through on action items.

Build and maintain forecast and pipeline review templates and manager prep toolkits.

Partner with Commercial Operations to forecast and pipeline dashboards in Salesforce reflect the process design; this role owns the process and discipline, Commercial Operations owns the system and data.

Act as the primary point of contact for process and adoption questions, routing tooling/system requests to Commercial Operations.

Coaching + Training & Education Program

Design, launch, and manage an ongoing training and education program for sales and account management, spanning new-hire onboarding/ramp and continuous education (skills, product, industry, competitive).

Own a certification and enablement roadmap, and measure completion, knowledge retention, and business impact.

Select and manage enablement content and tooling (e.g., LMS, content/playbook repository) as needed.

Serve as a hands-on coach to frontline managers and reps — live deal coaching, call reviews (including via conversation intelligence tools such as Gong), and skill-building on discovery, negotiation, and account strategy.

Build a manager-as-coach framework and coach managers directly so effective coaching scales beyond this role.

Establish regular coaching rhythms (1:1 shadowing, deal clinics, role-play, peer learning) and track adoption and impact.

Partnership with Marketing

Partner with B2B marketing on campaign planning and launches, ensuring the commercial team has the messaging, talk tracks, and follow-up process to convert campaign activity into pipeline.

Create a feedback loop from sales and account management back to marketing on lead/campaign quality and market response.

Align sales plays, battlecards, and objection-handling content with marketing positioning and product messaging.

Process, Content & Continuous Improvement

Document, standardize, and continuously improve core commercial processes and playbooks (new-logo sales, upsell/cross-sell, renewals).

Own a central, current repository of enablement content, templates, and playbooks.

Define and report on enablement KPIs — ramp time, quota attainment, win rate, forecast accuracy, and adoption of defined processes — to commercial leadership.

You are:

• A builder, energized by creating something from scratch rather than maintaining what already exists.
• A trusted strategic partner to sales and account management leadership.
• Equal parts strategist and hands-on coach, as comfortable designing a forecasting cadence as you are sitting in on a live deal review.
• A natural translator between process and people, able to make frameworks and playbooks something reps actually want to use.
• Skilled at leading through influence- you earn buy-in because you're genuinely useful, not because of a reporting line.
• Detail-oriented and adaptable - you build knowing the first version is a starting point and iterate from there.
• Energized by ambiguity and fast pace, comfortable standing up a new function without waiting for a fully-formed process to be handed to you.

You have:

• 7+ years in sales enablement, commercial enablement, sales operations, or sales/account management leadership, ideally in B2B SaaS or healthcare/health tech.
• Demonstrated experience designing and running account planning frameworks, opportunity/deal review processes, and forecasting cadences.
• Proven track record building and delivering sales training, onboarding, and ongoing education programs.
• Strong, demonstrable coaching skills — comfortable coaching both individual reps and frontline managers, one-on-one and in groups.
• Experience partnering with marketing to enable campaigns and translate them into pipeline.
• Excellent facilitation, written communication, and cross-functional influence skills; able to drive adoption without direct authority.
• Working familiarity with Salesforce and enablement or conversation-intelligence tools (e.g., Gong).
• Preferred:
• Experience in health tech, digital health, healthcare payer/provider, or telehealth.
• Familiarity with a formal sales methodology (e.g., MEDDPICC, Challenger, Command of the Message).
• Coaching or sales-methodology certification.

What Success Looks Like in the First Year

• An account planning framework and cadence adopted across the book of business, with a clear standard for plan quality and completion.
• A consistent opportunity review and forecasting cadence in place, with measurable improvement in forecast accuracy.
• A live onboarding/ramp and ongoing training program, with reduced time-to-productivity for new hires.
• A coaching rhythm embedded with managers, who are actively coaching their teams using a shared framework.
• At least one enablement playbook co-built with B2B marketing to support a campaign launch.