Manager of Sales Enablement

Job description

C.H. Robinson is looking for a Manager, Sales Enablement, to join our team. In this role will lead a team of Sales Enablement Managers (SEMs) focused on improving frontline sales execution, seller productivity, manager effectiveness, and pipeline generation quality across the organization. You will partner closely with Sales Leadership, Revenue Operations, Marketing, Product, and frontline managers to drive scalable selling behaviors and consistent execution across the customer lifecycle. You are accountable for improving top-of-funnel rigor, pipeline creation quality, and early-stage conversion performance across the sales organization. If you possess a strong understanding of modern B2B sales execution, organizational leadership, seller workflows, and performance improvement within complex commercial environments, you may be a great fit for this position! DUTIES AND RESPONSIBILITIES Lead & Develop the Sales Enablement Team Lead, coach, and develop a team of Sales Enablement Managers supporting frontline sales teams Establish clear priorities, operating rhythms, and performance expectations across the SEM organization Build a high-performing enablement culture focused on execution, accountability, continuous improvement, and field partnership Develop talent and create scalable approaches that improve consistency across the organization Top-of-Funnel & Pipeline Creation Accountability Own the operating framework for top-of-funnel execution, including outbound workflows, engagement strategy, and qualification standards Drive measurable improvement in engagement-to-qualified pipeline and qualified-to-sales-accepted conversion rates Improve early-stage pipeline velocity and opportunity quality across the sales organization Partner with Sales Leadership to enforce consistent pipeline inspection, qualification rigor, and handoff quality Standardize how pipeline is created, qualified, and progressed to ensure consistency and predictability of outcomes Improve Seller Productivity & Revenue Execution Drive measurable improvement in pipeline generation quality, opportunity progression, and seller effectiveness across the sales organization Identify operational friction points and simplify workflows, tools, and processes to improve seller productivity and execution speed Partner with sales leadership to drive consistency in discovery, qualification, opportunity management, and customer engagement Own and drive execution of scalable sales methodologies and frontline commercial disciplines (e.g., MEDDIC, stage criteria, cadence execution) Operationalize Sales Strategy Translate organizational priorities into actionable execution frameworks, workflows, and manager cadences Partner cross-functionally with Revenue Operations, Marketing, Product, and Sales Leadership to drive alignment and execution consistency Leverage KPI trends, conversion metrics, seller feedback, and pipeline insights to identify execution gaps and improvement opportunities Drive adoption and enforcement of standardized selling practices and operational standards Improve Manager Coaching & Accountability Improve frontline manager coaching effectiveness, inspection quality, and performance management consistency Define and implement leading indicators tied to pipeline creation, conversion, and revenue outcomes Reinforce accountability systems that improve execution quality, pipeline discipline, and performance consistency without unnecessary complexity Advance Modern Enablement Capabilities Support the integration of AI-enabled workflows, sales technologies, and customer intelligence capabilities into daily seller execution Scale modern enablement practices that improve productivity, personalization, and customer engagement quality Continuously evaluate opportunities to improve seller efficiency and execution consistency through process and technology improvements Success Metrics Success in this role is measured through improvements in pipeline creation rates, conversion metrics, early-stage velocity, seller productivity, and execution consistency across the sales organization QUALIFICATIONS Required: 5+ years of experience in sales enablement, sales leadership, revenue operations, commercial operations, or related go-to-market functions 2+ years of people leadership experience with demonstrated ability to coach and develop high-performing teams Experience improving sales execution, pipeline generation, seller productivity, or opportunity management within a B2B sales environment Strong understanding of modern sales methodologies, pipeline management, and commercial workflows Experience leading cross-functional initiatives and influencing stakeholders across multiple functions Strong communication, facilitation, organizational, and leadership skills Analytical mindset with ability to leverage data and field feedback to drive continuous improvement Experience driving adoption and behavioral change across sales organizations Preferred: Experience supporting large, distributed sales organizations Experience with MEDDIC or similar sales methodologies Experience integrating AI-enabled workflows or sales technologies into commercial execution Background in logistics, transportation, supply chain, SaaS, or operationally complex industries Experience building scalable coaching, onboarding, or manager enablement programs Strong understanding of outbound pipeline generation and account-based engagement strategies We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience. Compensation Range $93,400.00 - $210,000.00 The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation. Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we’re building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit! Equal Opportunity C.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected. EOE\Disabled\Veteran Benefits Your Health, Wealth and Self Your total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including: Three medical plans which include Prescription drug coverage Enhanced Fertility benefits Flexible Spending Accounts Health Savings Account (including employer contribution) Dental and Vision Basic and Supplemental Life Insurance Short-Term and Long-Term Disability Paid observed holidays 2 paid floating holidays for U.S. hourly employees Flexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and Canada Paid parental leave Paid time off to volunteer in your community Charitable Giving Match Program 401(k) with 6% company matching Employee Stock Purchase Plan Plus a broad range of career development, networking, and team-building opportunities Learn more about our benefit offerings on our BENEFITS & WELLBEING page