Sales Enablement Manager

Regional Enablement Implementation

The Sales Enablement Manager is responsible for designing, delivering, and optimizing enablement programs that elevate the performance, productivity, and consistency of the Sales Teams across a region. This role partners with Sales Leadership & Operations, cross‑functional stakeholders, and subject matter experts to ensure that the SDRs and Account Executives are equipped with the skills, content and knowledge needed to drive revenue growth and execute effectively in their territories.

Key Responsibilities

• Enablement Strategy & Program Development : Collaborate with the Enablement Team Manager to build and execute comprehensive enablement strategies focused on prospecting, territory management, solution selling, and deal closure.
• Training Design & Delivery : Create and facilitate onboarding programs tailored to the needs of Field Sales Account Executives, and skill‑development workshops focused on converting knowledge into skills through flipped classroom, roleplays, simulations, and field‑based learning such as ride‑alongs and in‑territory coaching sessions.
• Content & Tools Creation : Develop high‑impact enablement assets—including playbooks, territory planning frameworks, pitch decks, objection‑handling guides, demo scripts, and customer conversation frameworks—to support consistent and effective selling.
• Cross‑Functional Collaboration : Partner with Product, Marketing, Operations, and regional Sales Leadership to ensure alignment in messaging, product positioning, and go‑to‑market strategies across territories and segments.
• Coaching & Performance Support : Provide targeted coaching to Field Sales Account Executives to strengthen prospecting, presentation, negotiation, and pipeline management capabilities. Conduct regular ride‑alongs and shadowing sessions, offering structured feedback immediately after customer meetings to reinforce best practices and drive behavioral change.
• Certification & Competency Frameworks : Build and maintain certification programs and competency models to ensure Field Sales teams meet performance standards and adhere to sales methodologies.
• Other Contributions : Contributing as part of the wider team to achieve organisational objectives even if this means doing things that aren’t strictly within the scope of your role.

Key Performance Indicators (KPIs)

• Certification Success Rate: High pass rates for new hires and current team members on role‑specific certifications.
• Onboarding Completion Rate: Ensuring new hires complete all training and are certified within expected timelines.
• Participant Satisfaction Score: High feedback scores reflecting relevance and quality of training programs.
• Knowledge Retention and Application: Evidence of skill application in daily work through follow‑up evaluations and manager feedback.
• Training Quality and Engagement: Regular improvements to training materials based on feedback, resulting in increased engagement and knowledge retention.
• Business Outcomes: Influence role‑specific KPIs such as pipeline generation (#SQLs), conversion rates (#demos; meetings held), average deal size, sales cycle length to measure program impact and progress against goals.

Experience

• 3‑5 years experience delivering enablement programs for Sales Motions, preferably in global SaaS companies;
• Experience evaluating the effectiveness of enablement programs and their impact on business critical metrics such as pipeline growth, win rates, quota attainment, and revenue generation;
• Experience working with data to extract useful, actionable insights;
• Proven track record of creating sales enablement content and tools that drive behavioral change and performance improvement.

Attributes & Skills

• Strong understanding of the inbound Sales function, prospecting, qualification, solution selling, and deal progression;
• Knowledge of hospitality industry and their unique sales considerations is a plus;
• Ability to extract actionable insights from data and clearly articulate these insights to stakeholders;
• Excellent presentation and facilitation skills with the ability to engage and influence at all levels;
• Strong content creation skills to develop compelling enablement materials tailored for field environments;
• Understanding of sales methodologies, CRM systems (particularly Salesforce), and sales technology;
• Collaborative mindset with the ability to work cross‑functionally across multiple teams and time zones;
• Strategic thinking combined with attention to detail in program execution;
• Adaptable and entrepreneurial approach to enablement in fast‑paced, target‑driven environments.

Experience working with reps, observing customer interactions, and delivering in‑the‑moment coaching is strongly preferred.

Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier‑free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Lightspeed handles your information in accordance with our Applicant Privacy Statement.