Senior Sales Enablement & Training Manager

About the role

The Senior Sales Enablement & Training Manager is responsible for defining and building the foundational enablement infrastructure that drives seller productivity and revenue performance. This role operates as a strategic partner to Sales Leadership, translating commercial priorities into scalable enablement frameworks, tools, and programs. This individual will lead the development of core enablement systems-including sales process, playbooks, onboarding, and field guidance-and is expected to operate with a high degree of autonomy. The Sales Enablement Lead will play a critical role in establishing consistency, clarity, and accountability across the sales organization, ensuring sellers are equipped to execute effectively at every stage of the sales cycle. This role will also play a key part in evolving our enablement approach by exploring AI-driven solutions that embed guidance directly into the seller workflow.

Responsibilities

• Sales Enablement Strategy & Foundations
• Build and scale the foundational elements required for a high-performing sales organization.
• Own and drive improvements in key sales performance metrics such as:
• seller ramp time
• pipeline progression
• win rates
• sales cycle efficiency
• Build enablement infrastructure from the ground up, establishing scalable processes, frameworks, and best practices
• Bring structure and clarity to an evolving enablement environment, creating repeatable systems that can scale with organizational growth
• Developing and maintaining sales playbooks that guide sellers through each stage of the sales cycle and eventually reimagining traditional sales playbooks into dynamic, AI-enabled guidance systems that provide sellers with real-time recommendations and next best actions
• Defining and documenting the sales process , including key activities, milestones, and exit criteria
• Creating standardized frameworks for discovery, deal progression, and account planning
• Aligning enablement priorities with commercial goals and sales leadership needs
• Identifying gaps in seller workflows and building solutions to improve efficiency and effectiveness
• Sales Onboarding & Seller Readiness
• Rebuild and launch a new sales onboarding process. Partner with a variety of teams to ensure effective onboarding and ramp.
• Building the structure and execution of sales onboarding programs
• Defining onboarding milestones, expectations, and readiness criteria
• Ensuring alignment across product training, sales skills, and tools
• Cross-Functional Alignment
• Serve as a key connector across teams to ensure consistency and clarity.
• Serve as a trusted advisor to Sales Leadership, providing recommendations on enablement strategy, seller effectiveness, and process improvements
• Influence senior stakeholders to align priorities, messaging, and execution approaches
• Partnering with Sales Leadership to understand field needs and priorities
• Collaborating with Product Enablement on product launches and messaging
• Working with Customer Success Enablement to ensure continuity across the customer lifecycle
• Aligning with Marketing on positioning, campaigns, and content
• Enablement Programs & Communication
• Drive awareness, adoption, and consistency across enablement initiatives.
• Building clear communication strategies for enablement programs
• Supporting rollout of new tools, frameworks, and initiatives
• Creating structured reinforcement strategies to sustain adoption

Requirements

• 6-8 years of experience in Sales Enablement, Sales Operations, Revenue Operations, or related roles
• Experience building or scaling sales enablement programs, sales onboarding, playbooks, or sales processes
• Experience working closely with sales teams in a B2B environment
• Strong strategic thinking with the ability to operationalize ideas into actionable tools
• Excellent project management and organizational skills
• Strong communicati

Benefits

Additional Information

About Definitive Healthcare : At Definitive Healthcare (NASDAQ: DH), we're passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people-paving the way for smarter decisions and greater impact. Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011. We're also a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In's 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India. We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like DefinitiveCares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

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