Sales Enablement Manager

Job description

Most sales enablement roles hand you a content library and a training calendar and ask you to keep both current. This one is about building the function itself: how sellers get onboarded, how they get better, what they say in front of a buyer, and how any of it gets measured. At Resonate, we help brands, agencies, and advocacy organizations understand not just who their audiences are, but why they behave the way they do - the values and motivations underneath the behavior, not just the demographics on top of it. It's data with real depth, and the sellers who do best here are the ones who can connect it to what a client is genuinely trying to solve. You'll own how sellers are equipped, from their first week through to the way they run a deal in year three - the onboarding program, the training calendar, the story framework, and the coaching tools that give frontline managers something consistent to coach against. The function is largely greenfield, so there's real scope to shape what it becomes. You'll report to our VP of Sales Operations and GTM Strategy, build some of it directly, and partner with marketing and product marketing on the rest. Either way, you own the standard. **What you’ll be doing** - Building a repeatable sales narrative framework around the buyer's situation rather than just the product - then running applied workshops so reps leave able to deliver it out loud rather than recognize it on a page, with narrative skill graded as part of certification rather than offered as an optional module - Designing and owning the full development path - a structured onboarding program with clear milestones, competency checkpoints, and a defined ramp timeline, then an ongoing training calendar that keeps tenured reps as sharp as new starters on product updates, competitive positioning, and messaging refreshes - Defining what good looks like at each stage of the sales process and codifying it in scorecards, playbooks, and MEDDPICC-aligned deal inspection tools, so frontline managers have a consistent framework to coach against - Owning the standard for sales content - the library, the versions, and the feedback loop from the field - and partnering with marketing and product marketing so sellers have the right material at every stage - Owning our annual Sales Kickoff end to end, designing a mid-year sales review that keeps the second half on track, and supporting QBR design so the format drives the right conversations - Driving rep-facing adoption of our sales technology stack - Salesforce, MindTickle, and Call AI - and running a structured evaluation of what we have to recommend where to consolidate, replace, or invest - Defining and reporting the numbers that show whether any of it is working, and finding solutions when it’s not **What we're looking for** **You'll need** - Around five years or more in sales enablement, sales operations, or a closely related go-to-market function, in B2B SaaS or a data and analytics business - Direct experience running storytelling or narrative selling training - not just designing the program, but coaching reps through delivery and seeing what they say on calls change as a result - Working knowledge of MEDDPICC or a comparable enterprise qualification framework, including what it takes to keep adoption alive well past the initial rollout - Hands-on experience with sales enablement and operations tooling - Salesforce, plus an LMS and a conversation intelligence platform. MindTickle and Call AI are what we use, and equivalents work for us - A track record of enablement programs that produced measurable outcomes you can talk us through - Strong instructional design instincts - you can take complex product and market information and turn it into training that sticks - Clear, direct communication that lands with reps, frontline managers, and senior leadership alike - To be based in the DMV area, with genuine availability to be in our Reston office 2-3 days a week - We care about what you can do more than where you studied, so a bachelor's degree or equivalent experience works for us **Strong signals** - Growth-stage or PE-backed experience, where resources are finite and priorities move - Experience enabling sales teams across more than one segment or vertical - Experience running a Sales Kickoff or a company-wide sales event end to end - Comfort using AI tools, including Claude, to build enablement assets and read patterns across the field **Who does well here** You have a real point of view on what makes sellers better, and you're happy to write it down and then go prove it works in the field. You're as comfortable in a roleplay session with a rep who's struggling as you are presenting adoption numbers to sales leadership, and you can tell the difference between a training need and a management one. You build the process as much as you follow it. Where the playbook isn't written yet, that reads as an opportunity rather than a problem. You prioritize by revenue impact, you follow through without being chased, and you're comfortable being measured on whether any of it worked. **Why Resonate** - The problem is already diagnosed and the role is tagged to solve it, so you won't spend your first six months building the case for your own job. The function is largely unbuilt, which means your judgment shapes what it becomes rather than maintaining someone else's version of it - Three distinct sales motions across brand, agency, and advocacy, each with its own buyers, cycles, and rhythms - a more interesting enablement problem than a single segment, and a big part of why this role has range - A growth-stage company past the early-stage chaos, with serious enterprise customers, a clear direction, and enough scale to make the work meaningful - A hybrid setup based out of our Reston, VA headquarters, 2-3 days a week on site, with occasional travel for Sales Kickoff, client events, and company meetings - The kind of place where getting sellers better shows up in the numbers, and where that is visible **Compensation & Benefits** At Resonate you'll work with smart, down-to-earth people on AI-powered data and identity products that are changing how the marketing industry works. We pair that with pay and benefits built to support you at work and outside of it. There's a lot more about life at Resonate on [our careers site](https://www.resonate.com/careers/), take a look. The base salary range for this role is $120,000-$140,000, with on-target earnings (OTE) of $130,000-$160,000, which combines base salary and commission at 100% of target. Where an offer lands within the range depends on your experience, skills, qualifications, and location. OTE reflects expected earnings at target and is not guaranteed. Resonate also offers a benefits package that includes: - Medical, dental, and vision coverage, including HSA - Company-paid disability and life insurance with a life insurance buy-up option - A 401(k) with company match - Flexible PTO plus 10 paid holidays - Paid parental leave - Access to wellbeing and employee assistance programs, including free and unlimited access to 20+ health professionals and wellbeing coaches for you and your family members. You'll get the full list after your first conversation with our HR team. **About Resonate** Resonate is a leading provider o