Sales Enablement Lead

HOW YOU'LL MAKE AN IMPACT

As the sales enablement lead, you'll have the opportunity to make a meaningful impact by helping advance the goals of USGBC and GBCI. In this role, you'll take ownership of building the knowledge, skills, tools, and working practices that enable sales and account teams to engage customers, communicate value, and execute the commercial model effectively.

You will lead the development and implementation of a consistent, scalable global sales enablement program that supports commercial teams across all regions, while accounting for regional market dynamics, customer needs, and business priorities.

You'll design and manage onboarding, learning programs, sales playbooks, practical training, and ongoing reinforcement in partnership with regional directors, market leads, product, marketing, client solutions, and sales operations. You'll also provide partner enablement where assigned.

You'll report to the director of sales operations and work closely with regional directors, market leads, account management, client solutions, product, marketing, and technology teams to support sales success across all global regions and markets.

As a global individual contributor and program lead, you will establish consistent enablement standards, share best practices across regions, and ensure that sales teams have the resources and capabilities needed to effectively represent USGBC and GBCI products and services worldwide.

Key Responsibilities

• Global sales enablement strategy and readiness: assess role-based capability needs using manager input, field observations, customer and partner feedback, and performance data. Develop and execute a global sales enablement plan that aligns with organizational priorities, addresses regional capability gaps, and establishes consistent sales readiness standards across all markets.
• Sales onboarding and learning programs: design, implement, and maintain practical onboarding and ongoing learning programs for market leads, customer account managers, channel partner account managers, and assigned partners. Cover product portfolio knowledge, consultative selling, discovery, value communication, qualification, account planning, opportunity management, and escalation procedures. Ensure learning programs are scalable, accessible, and adaptable to global teams operating across different regions and time zones.
• Sales playbooks, tools, and content management: translate approved product knowledge, value propositions, and commercial processes into practical learning modules, sales playbooks, discovery guides, objection-handling resources, and job aids. Establish content ownership, version control, review cycles, and retirement procedures to maintain accurate and current materials. Create a centralized, consistent approach to sales enablement resources that supports global accessibility and knowledge sharing.
• Sales training, coaching, and skill development: facilitate workshops, demonstrations, role-playing exercises, peer learning, and manager coaching resources to strengthen sales effectiveness. Assess skill application and provide targeted reinforcement in collaboration with regional and functional leaders. Deliver training through virtual, live, and self-paced formats to accommodate geographically distributed teams.
• Product launch and change readiness: partner with product, product marketing, client solutions, and market development to prepare sales teams for new products, services, campaigns, processes, and technology changes. Establish readiness criteria, develop supporting materials, and identify knowledge or process gaps before customer-facing implementation. Coordinate global enablement rollouts to support consistent product positioning and commercial execution across regions.
• Regional and channel partner enablement: collaborate with regional directors, market leads, and channel partner account management to adapt approved materials to local market conditions, customer needs, languages, and partner requirements while preserving consistent product claims and organizational standards. Balance global consistency with regional flexibility to ensure enablement programs are relevant and effective in different markets.
• Sales enablement performance and continuous improvement: monitor training participation, proficiency, field application, content utilization, process adoption, and the contribution of enablement activities to sales efficiency and effectiveness. Collect qualitative and quantitative feedback to evaluate outcomes and improve programs. Establish global enablement performance indicators and report on program effectiveness, adoption, and opportunities for improvement.
• Cross-functional collaboration and stakeholder alignment: work closely with the director of sales operations, regional directors, market leads, account managers, product, marketing, client solutions, technology, and hr/learning teams to align enablement initiatives with organizational priorities. Serve as the central coordination point for global sales enablement activities, facilitating consistent communication, knowledge sharing, and collaboration across regions.
• Sales technology and process adoption: coordinate with sales operations, technology, and other stakeholders to support salesforce process learning, adoption, and consistent use of approved sales tools. Develop system training, user guides, and adoption resources that enable global teams to effectively utilize customer relationship management (crm), learning, and sales enablement platforms.
• Program ownership and governance: design and deliver approved enablement programs, learning methods, schedules, practice activities, and content lifecycle processes. Assess readiness against agreed criteria, recommend reinforcement or remediation, and escalate outdated or disputed content, proficiency gaps, and readiness risks. Maintain documented business-owner approvals for product claims, material local adaptations, and customer-facing commitments. Ensure global enablement activities follow approved organizational processes and content governance requirements.

Assessment Notice

• Candidates who advance in the interview process will be required to complete an assessment, more details will be provided as the time approaches.

REQUIRED QUALIFICATIONS

Experience

• A minimum of five years of experience in sales enablement, sales training, commercial learning and development, or related business-to-business commercial roles, including at least three years designing, delivering, and evaluating enablement programs for sales teams, account managers, or channel partners.
• Demonstrated experience developing onboarding programs, sales playbooks, learning materials, practice activities, and reinforcement initiatives that improve role readiness and workplace application.
• Practical understanding of consultative selling, account planning, opportunity qualification, partner-assisted selling, and commercial handoffs.
• Experience leading cross-functional programs, influencing stakeholders, and managing competing priorities across multiple products, regions, or audiences.
• Demonstrated experience developing or supporting sales enablement programs for geographically distributed or multinational teams.
• Experience implementing scalable learning and enablement initiatives that support consistent sales processes while accommodating regional business requirements.

Education

• Bachelor's degree in business administration, marketing, communications, organizational development, education, human resources, or a related field required.
• Master's degree in business administration, organizational development, learning and development, or a related discipline preferred.

Technology/System(s)

• Proficiency with salesforce or a comparable customer relationship management (CRM) platform, including sales pipeline processes, opportunity management, and user adoption.
• Experience with learning management systems (LMS) or sales enablement platforms used to deliver training, manage content, and track learning completion or effectiveness.
• Proficiency with Microsoft 365 applications, including PowerPoint, excel, word, teams, and SharePoint, or comparable collaboration and productivity tools.
• Experience using virtual training, webinar, and digital collaboration platforms to deliver learning programs to distributed teams.
• Ability to use CRM reporting, learning analytics, and performance dashboards to monitor enablement effectiveness and support data-driven improvements.

Skills

• Strong facilitation, instructional design, content development, and coaching-support skills, with demonstrated ability to assess and improve workplace application.
• Ability to translate complex products, services, and commercial processes into clear, accurate, and practical learning resources without altering approved claims or technical requirements.
• Strong program leadership, stakeholder management, prioritization, and change-management skills.
• Analytical ability to evaluate readiness and adoption, combine qualitative and quantitative evidence, and communicate program improvements without overstating revenue attribution.
• Excellent written, verbal, and interpersonal communication skills, with the ability to engage and influence stakeholders across different cultures, regions, and organizational levels.
• Strong organizational and project management skills, with the ability to manage multiple enablement initiatives and deadlines across global time zones.
• Ability to balance standardized global sales processes with regional market needs and cultural considerations.
• Commitment to the missions of USGBC and GBCI and an interest in advancing sustainability in the built environment.

Certifications

• Professional certifications in sales enablement, instructional design, learning and development, or salesforce are preferred.
• LEED Green Associate or LEED AP credential is preferred.

ABOUT OUR TOTAL REWARDS PACKAGE

Salary

Final compensation and benefits will be confirmed at the time of offer and may vary based on factors such as internal equity, relevant experience, qualifications, and employment status. Please note that salary negotiations will not extend beyond the top of the internal salary range.

Benefits

We offer you:

• Competitive compensation
• 401(k) with employer matching
• Professional development reimbursement
• We offer a healthcare plan through Cigna that includes medical, dental, vision, and prescription drugs. USGBC covers 100% of the premiums and an HRA that will assist you and your dependents in reaching the in-network medical deductible. You will only be responsible for the $300 individual / $600 family up front deductible for medical services before the employer funded HRA will process payments for your in-network claims
• Generous paid time off (12 paid holidays, 9 paid personal sick days and based on career level either 2 to 3 weeks PTO), including operations closed for a full week between Christmas and New Year's
• 6 weeks paid renewal leave after 7 years of continuous service

LOGISTICS

Location: This position is remote in the U.S.

Work Schedule: Monday to Friday from 9:00 AM to 5:30 PM in candidate's time zone. Flexibility to coordinate meetings and training sessions across international time zones may be required.

EEO STATEMENT

The U.S. Green Building Council is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, national origin, age, sexual orientation, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law.

ABOUT US

U.S. Green Building Council (USGBC) is a mission-driven nonprofit dedicated to accelerating and scaling the transformation of the built environment. Through LEED-the world's most widely used green building rating system- and initiatives likes Greenbuild, the Center for Green Schools and advocacy, USGBC empowers professionals to drive market transformation that advances human and environmental health, climate resilience, and equity.

Green Business Certification Inc. (GBCI) is the world's leading sustainability and health certification and credentialing body, independently recognizing excellence in performance. GBCI administers project certifications and professional credentials and certificates including LEED, PERFORM, SITES, and TRUE Zero Waste.

We are proud to be globally recognized for our leadership in green building, environmental performance, and sustainable development.

Our Global Impact

• Over 120,000 LEED-certified commercial projects worldwide
• Millions of square feet of certified healthy, efficient, low-carbon space
• Recognition in 180+ countries for innovation in green building and business practices

Why Join Us?

At USGBC and GBCI, you'll work alongside passionate, mission-aligned professionals who care deeply about people, the planet, and progress. We offer:

• A purpose-driven, inclusive culture
• Opportunities to grow your career and take ownership of meaningful work
• A chance to make a measurable impact on global sustainability efforts
• We're seeking team members who thrive in collaborative environments, are committed to excellence, and want to build lasting partnerships that drive change in the built environment.

Meet Our Leaders and Learn More about our Mission:

• U.S. Green Building Council Leaders

• Green Business Certification Inc Leaders

Culture and Values Statement

Working together, each of us advances our mission by respecting all voices, trusting and supporting one another, excelling through collaboration and accountability, and continuously improving ourselves and our organization.