Sr. Sales Enablement Manager

Sr. Sales Enablement Manager

We are seeking a Sr. Sales Enablement Manager to arrange, deliver, and continuously improve ForTec's sales training and sales onboarding programs. In this role, you will be accountable for the formal sales training content, sales onboarding, and field-based coaching, ensuring Territory Sales Managers (TSMs) and Account Managers (AMs) are equipped with the skills, tools, and messaging required to perform effectively and consistently.

You will partner closely with Sales Leadership to align training initiatives with ForTec's commercial strategy, sales process, and technology stack, serving as a revenue-impacting enablement leader across the organization.

Key Responsibilities

Sales Training Ownership:

• The primary point of contact and internal expert for sales training, developing deep expertise in our products, sales process, and selling methodologies.
• Is the key liaison with external sales training providers (e.g., Sandler-Keystone), managing relationships, content utilization, and reinforcement of key methodologies across the organization.
• Develop, maintain, and evolve ForTec-specific sales training content to reinforce standardized best practices, focusing on key technologies and markets while aligning with compliance, regulatory, and ethical standards.
• Partner with the Marketing and the Clinical Education team on new product launches, ensuring sales training materials are developed, field teams are prepared, and product messaging is consistent and aligned with clinical guidance.
• Ensure all sales training materials are current, accessible, and well-organized within the LMS and/or Showpad platforms.
• Define, track, and report on key training KPIs (e.g., ramp time, plan attainment, training completion, certification scores), using insights to continuously improve training effectiveness.
• Partner with Sales Leadership to identify performance gaps and develop targeted training initiatives to address them.

Sales Onboarding:

• Accountable for and continuously improving sales onboarding program for new TSMs and AMs, with a focus on accelerating ramp time and driving early productivity.
• Manage and iterate a structured onboarding curriculum, coordinating cross-functional contributors (Sales Leadership, Clinical Education, Sales Operations, Marketing, Employee Engagement & Development) to ensure a comprehensive and consistent new hire experience.
• Facilitate onboarding sessions and learning experiences, ensuring new hires are equipped with the skills, tools, and messaging required for field success.
• Implement and manage a structured new hire certification program to validate readiness in core competencies, product knowledge, and selling methodologies prior to independent field execution.
• Partner with Sales Leadership to support the transition from onboarding to the field, reinforcing training through early-stage coaching and follow-up development plans.

Tools & Technology Training:

• Develop and deliver training for the current and future tools in the sales technology stack (e.g., CRM, Ironclad CLM, Showpad, Power BI, and related tools).
• Drive adoption and effective utilization of sales tools by reinforcing best practices through training, documentation, and ongoing reinforcement.
• Support onboarding and ongoing education related to all tools in the sales technology stack, ensuring consistent usage across new and tenured team members.
• Collaborate with Sales Leadership to identify gaps in tool usage and user proficiency, leveraging CRM data and field feedback to inform training priorities.
• Develop and maintain user-facing training resources, job aids, and documentation to support efficient and consistent tool usage.
• Support change management and user adoption efforts for new tools, features, or process updates.

Field Training & Coaching:

• Travel nationally to support the full TSM/AM cohort, conducting field ride-along, in-person sales training sessions, and targeted coaching for both new and tenured team members.
• Partner with Sales Managers to reinforce coaching consistency on observed skill and credibility gaps, training needs, and opportunities for improvement.
• Provide actionable feedback and insights to Sales Leadership regarding individual and team performance trends and coaching opportunities.
• Capture field insights and translate them into updates for onboarding, training content, and ongoing enablement programs.

Qualifications

• Bachelor's degree in sales, marketing, or related business degree preferred.
• 5+ years of experience in sales enablement, including onboarding, field coaching, and performance improvement initiatives.
• Prior direct sales experience strongly preferred, particularly in a quota-carrying medical/medical device role.
• Experience with Sandler-Keystone or similar sales methodologies is highly desirable.
• Knowledge of accessing and using the Internet and advanced computer skills in Microsoft Outlook and Excel required.
• Familiarity with CRM (Microsoft Dynamics), Ironclad CLM, Power BI, Showpad, and LMS (LearnUpon) tools is a plus.
• Understanding of medical device regulatory and compliance standards as they relate to sales activities, product promotion, and customer interactions.
• Excellent verbal, organizational, written, multitasking, and presentation skills required.
• Strong coaching and feedback skills, with the ability to influence behavior change across varying experience levels.
• Ability to analyze data and feedback and translate insights into actionable training strategies.
• Sales and goal-oriented. Ability to work individually and as part of a team.
• Ability to travel nationally for field training and coaching.

Additional Information

The Company is an equal opportunity employer. As such, we provide equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, citizenship, ethnicity, national origin, age, disability, pregnancy, genetic information, sexual orientation, status as a member of the United States armed forces, veteran status, or any other protected characteristic in accordance with applicable federal, state, and local laws.