Director of Sales Enablement

Overview

The Director of Sales Enablement is responsible for building and leading Pomeroy's sales enablement function to improve seller productivity, pipeline generation, sales execution, and overall go-to-market effectiveness.

This leader will partner closely with Sales Leadership, Marketing, Solutions, and Services to create a scalable enablement engine that supports Pomeroy's evolving portfolio across Product, Professional Services, Managed Services, ACS, and Smart Desk.

This is a build role-creating structure, consistency, and accountability across onboarding, training, sales process adoption, messaging, tools, and ongoing seller development.

Key Responsibilities

Sales Enablement Strategy

• Build and lead the company's sales enablement strategy across:
• Onboarding
• Continuous learning
• Sales methodology
• Product and services enablement
• GTM readiness
• Establish a scalable enablement framework aligned to Pomeroy's growth strategy and portfolio expansion goals
• Improve seller effectiveness across prospecting, pipeline generation, account management, and deal progression

Onboarding & Training

• Design and operationalize a structured onboarding program for:
• New sellers
• Sales leaders
• Overlay and specialist roles
• Reduce ramp time and improve early productivity for new hires
• Develop role-based training paths tied to sales motions and customer segments

Portfolio & Solution Enablement

• Partner with Product, Services, and Solutions teams to enable the field on:
• Managed Services
• ACS
• Smart Desk
• Professional Services
• Core technology solutions
• Help shift the organization from transactional selling toward strategic, services-led engagements
• Build enablement content focused on business outcomes, customer value, and competitive differentiation

Sales Process & Methodology

• Drive adoption of consistent sales methodology, qualification standards, and pipeline discipline
• Support forecast rigor and opportunity management best practices
• Reinforce strategic account planning and customer engagement models across the sales organization

Content & Tools

• Build and maintain centralized enablement assets including:
• Playbooks
• Battlecards
• Discovery frameworks
• Talk tracks
• Proposal support content
• Improve utilization and effectiveness of sales tools and platforms
• Ensure sellers can easily access and leverage enablement resources

Cross-Functional Leadership

• Partner closely with:
• Sales Leadership
• Marketing
• Services
• Solutions
• Operations
• Align enablement priorities to business goals, pipeline gaps, and portfolio focus areas
• Support GTM launches, strategic initiatives, and sales kickoff programs

What Success Looks Like

• Faster ramp time for new sellers and leaders
• Improved pipeline generation and qualification discipline
• Increased adoption of strategic services offerings across the sales organization
• Consistent sales methodology and account management practices
• Better forecast accuracy and deal progression
• Higher seller productivity and win rates

Candidate Profile

Experience

• Bachelor's degree required.
• 5-10+ years of proven experience Sales Enablement, Sales Training, or GTM Enablement leadership roles.
• Background supporting IT services and solutions sales organizations preferred.
• Experience enabling:
• Enterprise sales teams
• Account management teams
• Services-led sales motions
• Strong understanding of sales methodologies, pipeline management, and strategic selling

Leadership Characteristics

• Builder mindset with ability to create structure in evolving environments
• Strong communicator and facilitator capable of influencing senior sales leaders
• Operationally disciplined with focus on measurable business outcomes
• Collaborative partner across Sales, Marketing, Services, and Product organizations

Non-Negotiables

• Ability to build enablement programs from the ground up
• Strong executive presence and credibility with sales leadership
• Experience driving adoption and behavioral change within sales organizations
• Passion for improving seller effectiveness and execution discipline

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