Head of Sales Enablement and Learning
On-siteMorrisville, North Carolina, United States
Job Summary
Define multi-year enablement plans and orchestrate a global team without direct reports to drive field readiness across customer-facing functions. Design role-based onboarding paths, continuous learning programs on CDMO offerings and GxP content, and operationalize sales methodologies like MEDDICC. Build scalable playbooks, frameworks, and case studies while running the enablement tech stack to ensure adoption. Lead sales kickoffs, global bootcamps, and manager coaching programs, acting as a coach for account managers and commercial leaders. Establish governance for content and certification standards, define metrics for effectiveness, and apply adult learning science to evaluate and iterate programs. Own budget, vendor selection, and partner management to sharpen the commercial edge and accelerate transformative therapies to patients.
Required Qualifications
- 10–15+ years of experience in sales enablement, commercial excellence, executive commercial training, or sales coaching
- Proven success enabling enterprise/consultative sales cycles with multiple stakeholders and long deal durations
- Experience in or exposure to biopharma services, CDMO, GxP environments, or complex technical solutions is preferred
- Bachelor's degree required
- Advanced degree a plus
- Sales enablement leadership
- Strategy design, operating model build-out, and global team leadership
- Sales methodology selection and implementation; manager enablement and coaching
- Extensive familiarity with CRM (Salesforce preferred), content platforms (e.g., Seismic/Highspot/ShowPad), LMS (e.g., Docebo/Cornerstone/etc.), conversation intelligence (e.g., Gong/Chorus, etc.), analytics familiarity (Power BI/Tableau, etc.), and other sales engagement tools
- Ability to translate insights into behavior change and performance improvement
- Instructional design and training
- Role-based curricula, microlearning, experiential learning, and workshop facilitation
- Kirkpatrick evaluation model, competency mapping, and certification programs
- Forecasting, pipeline governance, stage design, MEDDICC-style qualification, executive deal reviews
- Strong program/project management (OKRs, Agile, or PMP/Prince2 methodologies)
- Understanding of biopharma development and manufacturing services, tech transfer, quality expectations, and regulatory context
- Exceptional written and verbal communication; clear executive storytelling and technical simplification
- Ability to create high-quality enablement assets and deliver engaging live/virtual sessions
Desired Qualifications
- Experience in or exposure to biopharma services, CDMO, GxP environments, or complex technical solutions is preferred
- Advanced degree a plus
- Familiarity with pricing/contracting dynamics, RFP/RFQ processes, and enterprise procurement, is a plus
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