Senior Manager/Associate Director, Learning and Development (Sales & Leadership Enablement)

About the Role:This is a hands-on enablement role focused on execution, not theory.You will take unstructured inputs from across the business and turn them into usable programs, content, and training that drive adoption and performance. Inputs will not always be structured. You are expected to bring clarity, move quickly, and deliver outcomes.This role sits within PubMatic University (Learning & Development) and supports enablement across global go-to-market teams. You will partner with Sales, PMM, HR, and cross-functional leaders to build and run enablement that scales across both sales effectiveness and leadership development.A core focus of this role is enabling managers to act as force multipliers for learning. Managers should be equipped to identify gaps, access the right tools and resources, coach their teams effectively, and drive adoption of enablement programs that impact both revenue performance and professional development.This role requires a balance of stakeholder leadership and hands-on execution. You are expected to personally build and deliver enablement assets and programs, not just oversee them.What You’ll DoOwn and execute enablement programsPersonally create and deliver enablement content (training modules, decks, playbooks), not just manage or delegate program workTake ownership of key programs such as Pitch Practice, onboarding, and manager enablement initiativesManage timelines, deliverables, and iteration cyclesRun programs end-to-end, including personally building core content and materials required for deliveryTranslate inputs into usable enablementPartner with Sales, PMM, HR, and business leaders to gather inputsConvert inputs into:Training modules (Seismic, Synthesia)Sales content (playbooks, decks, guides)Manager enablement materials and facilitator guidesMove work forward even when inputs are incompleteChallenge unclear or low-quality inputs and shape them into usable outputsBuild and deliver sales & manager enablement programsDevelop product and sales training in partnership with PMMDesign programs that equip managers to identify performance gaps and coach their teams using available tools, resources, and dataBuild manager-focused assets such as coaching guides, reinforcement plans, and team-based learning activitiesEnable managers to drive adoption of enablement programs within their teams, not rely on centralized training aloneDesign and deliver leadership development programs for managers using frameworks such as:SBI (Situation–Behavior–Impact)ACE (Action–Coaching–Effect)Or similar coaching and feedback modelsContribute to programs such as the Hunter frameworkReuse and adapt existing content instead of starting from scratchStandardize and scale programsDesign programs that can be replicated across regions and teamsBuild repeatable playbooks, templates, and frameworks to reduce one-off workConvert live training into scalable formats (on-demand, LMS, AI-driven content)Partner with global stakeholders to adapt and scale programs for regional needs, including building from scratch when neededPartner across the businessWork with multiple parts of the organization including but not limited to, Sales & Support, PMM, and HRParticipate in stakeholder conversations early on, with opportunity to lead over timeAlign outputs to business needs and prioritiesWhat Success Looks Like (First 90 Days)Execution:Own and run at least one program end-to-end with defined deliverablesPersonally build and deliver at least one core enablement asset (training, playbook, or module) used by the businessDeliver 1–2 training modules (LMS or Synthesia)Improve Pitch Practice structure and begin building a content repositoryCreate onboarding standardization assets (RACI, playbooks)Contribute content to the Hunter sales programManager EnablementLaunch and operationalize at least one manager enablement initiative that equips frontline managers to coach their teams, reinforce key behaviors, and drive adoption of enablement programs.ScalingConvert at least one live or manual program into a repeatable formatCreate reusable templates or playbooks to reduce one-off workSupport rollout of at least one program across multiple regions or functionsDrive measurable adoption or usage of at least one enablement programWho You Are:7+ years of experience in sales enablement, learning & development, or related rolesDemonstrated track record of personally building enablement content and training, not just leading or overseeing programsExperience supporting sales teams and enabling frontline managers to coach and develop their teamsFamiliarity with coaching and feedback frameworks (SBI, ACE, or similar)Comfortable working with ambiguous inputs and limited directionStrong bias toward execution and speed over perfectionWilling to take ownership outside of defined scope and solve problems without being askedAble to operate with senior stakeholders while remaining hands-onOpen to using and applying AI tools in day-to-day workflowsSkills and ExperienceRequired:Sales enablement experience (familiarity with Challenger, MEDDPICC, or similar)Experience building leadership development or manager training programsExperience creating training content and managing programs end-to-endFamiliarity with LMS platforms and content developmentStrong project management skills and ability to manage multiple prioritiesClear communication and ability to work across teamsComfortable working across systems such as LMS platforms, CRM (Salesforce), and enablement tools (Seismic)Preferred:Experience with Seismic, Salesforce, Synthesia, Notion, and Microsoft Office SuiteExposure to onboarding or leadership development programsExperience working in fast-paced or scaling organizationsWhat This Role Is NotNot a strategy-only roleNot a people-manager-only role focused on oversight and delegationNot limited to one function or verticalNot dependent on perfect inputs or detailed directionYou are expected to take ownership, build, and deliver outcomes.Additional InformationReturn to Office: PubMatic employees throughout the globe have returned to our offices via a hybrid work schedule (3 days “in office” and 2 days “working remotely”) that is intended to maximize collaboration, innovation, and productivity among teams and across functions.Benefits: Our benefits package includes the best of what leading organizations provide such as, paid leave programs, paid holidays, healthcare, dental and vision insurance, disability and life insurance, commuter benefits, physical and financial wellness programs, unlimited DTO in the US (that we actually require you to use!), reimbursement for mobile and fully stocked pantries plus in-office catered lunches 5 days per week.Diversity and Inclusion: PubMatic is proud to be an equal opportunity employer; we don’t just value diversity, we promote and celebrate it. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability statusAbout PubMaticPubMatic is one of the world’s leading scaled digital advertising platforms, offering more transparent advertising solutions to publishers, media buyers, commerce companies and data owners, allowing them to harness the power and potential of the open internet to drive better business outcomes.Founded in 2006 with the vision that data-driven decisioning would be the future of digital advertising, we enable content creators to run a more profitable advertising business, which in turn allows them to invest back into the multi-screen and multi-format content that consumers demand.#LI-HYBRIDCompensation DisclosureIn accordance with applicable law, the below salary range provided is PubMatic’s reasonable estimate of the total compensation for this role. New hires and current team members are typically compensated toward the middle of our pay range.The actual amount may vary, based on non-discriminatory factors such as location, experience, knowledge, skills and abilities. In addition to salary PubMatic also offers a bonus, restricted stock units, and a competitive benefits package. Total Compensation Range$160,000—$175,000 USD