Sales Enablement Lead

About the role

We are the explorers. We are the builders. We are the Wayfinders. Bedrock is mapping the unseen world beneath our oceans and building the commercial engine to fund it at scale. We're hiring a Sales Enablement Lead to own the infrastructure, coordination, and communication that keeps our commercial team moving. Right now, our HubSpot CRM holds many active deals worth millions in face value. Some deals are orphaned, others are entered at $0. There is no functioning forecast. That's the starting point and fixing it is the job. This is a hands-on execution role. You'll sit inside the commercial team, work closely with the Head of Sales Enablement, and own the capture infrastructure layer: CRM hygiene, pipeline reporting, proposal tooling, pricing workbooks, and sales tools. You'll also support a smooth operating rhythm of the GTM team, keeping meetings tight, updates current, and the broader company informed on commercial progress. You're not here to manage. You're here to build, run, and improve the system.

Responsibilities

• This role lives in the details. You don't wait to be asked, you notice a deal hasn't been updated in 14 days and you follow up.
• GTM Operating Rhythm & Company Communications
• Help run the weekly GTM team meeting: ensure clear agendas, keep it tight, capture and distribute action items
• Own the weekly deal review package for the CEO: format, content, and on-time delivery
• Prepare the monthly board forecast update in coordination with the Head of Sales Enablement
• Write and distribute internal commercial updates to the broader company: pipeline progress, wins, and context
• Keep the GTM team's internal documentation and communication channels current and organized
• CRM Ownership & Pipeline Hygiene
• Own HubSpot end-to-end: deal naming conventions, stage discipline, close date accuracy, owner assignments, and data quality
• Every deal updated weekly, no exceptions
• Resolve the current state of the CRM: assign orphaned deals, audit $0 entries, establish a clean baseline
• Build and enforce the standards that keep it clean going forward
• Pipeline Reporting & Forecasting
• Build and maintain the weekly deal review package for the CEO
• Own the monthly board forecast
• Implement stage-weighted and win-rate-weighted forecast models
• Track the 15-in-60 pipeline goal weekly: face-value pipeline number against target, sourced by account and representative
• Proposal & Bid Coordination
• Own adoption of proposal tools and templates (including building AI Agents)
• Drive commercial proposals to 3-5 pages with standard pricing at correct margins
• Target: qualified opportunity to commercial proposal in 5 business days
• Own bid/no-bid coordination: structured input process before proposals are written, margin analysis, SME input routing
• Pricing & Cost Infrastructure
• Maintain the pricing workbooks with full cost capture: project management, travel, equipment, insurance, reporting
• Update workbooks as new job types arise
• Ensure margin discipline is built into every proposal from the start
• Sales Tools & Top-of-Funnel Analytics
• Manage the sales tool stack: ZoomInfo, Sales Navigator, Pryzm (defense solicitation tracking)
• Run top-of-funnel analytics and qualification rate tracking
• Identify gaps in tooling, test improvements, and build new integrations as the commercial process evolves

Requirements

• You're an early-career operator with 2-5 years of experience who thrives in execution. You've seen what a broken commercial process costs a sales team and you know how to fix it. You take ownership of your systems and don't need to be managed.
• HubSpot-native: you've owned a HubSpot instance at an operating company, not just used it as an end user
• B2B sales operations experience at a high-growth startup with $2-$10M in active pipeline
• You know the difference between a healthy funnel and a CRM dumping ground
• You've owned:
• Pipeline reporting that leadership actually used
• Proposal or bid coordination workflows from intake to delivery
• A pricing or cost model tied to real operations
• Integrating AI into process flows
• You have working knowledge of:
• Weighted forecast modeling (stage-based and win-rate-based)
• Margin analysis and cost-to-serve modeling
• Spreadsheet and financial modeling- comfortable building from scratch
• Would be nice if you understand the commercial survey industry and/or government procurement process (bonus!)
• How You Operate
• You notice problems before you're asked to fix them
• You build structure where there isn't any, and improve what's already there
• You're a strong written communicator: clear, concise, and appropriate for the audience
• You can run a tight meeting: agenda, focus, decisions, follow-through
• You're comfortable working in ambiguity and setting your own priorities
• You use tools and AI to increase speed, accuracy, and leverage
• You communicate clearly across functions- with the commercial team, with leadership, with external partners
• Detail-oriented, you care about gettin

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