Sales Enablement Specialist

Sales Enablement Specialist

Gems Setra | Hybrid Plainville, CT or Boxborough, MA | Reports to: Head of Global Sales Operations & Marketing

Position Summary

This role owns how Salesforce (SFDC) captures and reports our commercial activity. This senior individual contributor improves the SFDC processes Sales, Customer Success, and Pricing use every day, turns the data into reporting leaders trust, and leads cross-functional projects from requirements through adoption.

Key Responsibilities

• Salesforce: Own the SFDC improvement roadmap across pipeline and funnel management, lead routing, quoting, pricing requests, and case management. Prioritize with business stakeholders, write clear requirements, configure and test changes, and partner with IT on releases, integrations, and security.
• Data Foundation: Maintain the SFDC data model and keep account, product, and pricing data aligned with ERP, PIM, and Microsoft Fabric so reporting reflects one source of truth across systems.
• Analytics: Build and maintain Power BI and Fabric reporting from SFDC, including pipeline, funnel conversion, win rate, quota attainment, and quote and case turnaround. Use advanced SQL to validate data and answer ad hoc business questions.
• Planning: Support forecast, quota, and sales incentive plan cycles with clean data, reconciliations, and analysis that leaders can act on.
• Adoption: Develop standard work for funnel management and data hygiene, then drive adoption through training, office hours, and usage tracking so improvements stick and the data stays reliable.
• Projects: Lead cross-functional projects with Sales, Customer Success, Marketing, Finance, and IT, managing scope, timeline, risks, status reporting, and benefits tracking from kickoff through adoption.
• Insights & Mentoring: Analyze pipeline, pricing, discounting, and customer trends and recommend specific actions to commercial leaders. Mentor less experienced analysts on SFDC, reporting, and project discipline.

Minimum Qualifications

• Bachelor's degree in Business, Analytics, Information Systems, or a related field, or equivalent experience.
• Commercial: 5+ years in sales operations, revenue operations, or commercial analytics in a B2B environment, with a working knowledge of pipeline, forecasting, quoting, and pricing.
• Salesforce: 4+ years of hands-on Salesforce experience: reports and dashboards, flows, data model, and requirements for configuration changes.
• Project management: 3+ years leading cross-functional projects through delivery and adoption.
• Analytics: Advanced SQL; Power BI and DAX (or equivalent BI tool).
• Skills: Clear communicator who can influence without direct authority and work independently.

Preferred Qualifications

• Salesforce Administrator or Platform App Builder certification; PMP, Lean, or Agile certification.
• Manufacturing or distribution experience; SFDC integration with ERP/PIM; CPQ or Service Cloud; Microsoft Fabric or Power Automate.

Success in Role (1218 Months)

• Prioritized SFDC roadmap with agreed owners and dates; dashboards built on one trusted dataset.
• Standard work adopted across Sales and Customer Success; at least two cross-functional projects delivered with a measurable commercial benefit.