Director, Commercial Enablement

Foodsmart

6d•$155,000 - $185,000•Remote

About The Position

Foodsmart is the leading Foodcare platform in the U.S., built to deliver nutrition-driven healthcare at scale. Powered by a national network of Registered Dietitians, Foodsmart combines personalized clinical nutrition care, behavior change tools, and food benefits to improve member health outcomes while lowering healthcare costs. Our platform is designed to foster healthier food choices, drive lasting behavior change, and deliver sustainable health outcomes. Through our highly personalized, digital platform, we guide more than 3 million members—including those in employer-sponsored health plans, regional and national Medicaid managed care organizations, Medicare Advantage plans, and commercial insurers—on a tailored journey to eating well while saving time and money. Foodsmart seamlessly integrates dietary assessments and nutrition counseling with online food ordering and cost-effective meal planning for the entire family, optimizing ingredients both at home and on the go. We partner with national and regional retailers across the U.S., many of whom accept SNAP/EBT, making healthier food more accessible. Additionally, we assist members with SNAP enrollment and management, providing tangible access to nutritious food. In 2024, Foodsmart secured a $200 million investment from TPG’s Rise Fund, which supports entrepreneurs dedicated to achieving the United Nations’ Sustainable Development Goals. This investment helps us expand our reach, particularly to low-income workers who are disproportionately affected by diet-related diseases. At Foodsmart, our mission is to make nutritious food accessible and affordable for everyone, regardless of economic status. We are committed to a set of core values that shape our culture and work environment: Customer First, Make It Happen, One Team. Whether you're a dietitian, a commercial leader, or a technologist, working at Foodsmart means being part of a team that is passionate, supportive, and driven by a shared purpose. Join us in transforming the way people access and enjoy healthy food. The Director of Commercial Enablement is a new, foundational role responsible for how our sales and account management teams sell, plan, and grow accounts. This person will define and operationalize the commercial team's core processes (account strategy and planning, opportunity and deal reviews, forecasting cadence, and ongoing training), and will coach managers and individual contributors to build lasting skill and consistent execution. This is a companion role to the Director of Commercial Operations, who owns Salesforce architecture, data, and technical process. This role owns the “what and how” of commercial process, content, training, and coaching — partnering closely with Commercial Operations to make sure process design and systems reinforce each other.

Requirements

7+ years in sales enablement, commercial enablement, sales operations, or sales/account management leadership, ideally in B2B SaaS or healthcare/health tech.
Demonstrated experience designing and running account planning frameworks, opportunity/deal review processes, and forecasting cadences.
Proven track record building and delivering sales training, onboarding, and ongoing education programs.
Strong, demonstrable coaching skills — comfortable coaching both individual reps and frontline managers, one-on-one and in groups.
Experience partnering with marketing to enable campaigns and translate them into pipeline.
Excellent facilitation, written communication, and cross-functional influence skills; able to drive adoption without direct authority.
Working familiarity with Salesforce and enablement or conversation-intelligence tools (e.g., Gong).

Nice To Haves

Experience in health tech, digital health, healthcare payer/provider, or telehealth.
Familiarity with a formal sales methodology (e.g., MEDDPICC, Challenger, Command of the Message).
Coaching or sales-methodology certification.

Responsibilities

Design and own a standard account strategy and planning framework (account segmentation, whitespace/growth mapping, stakeholder mapping) for net-new and existing accounts.
Build and maintain account planning templates, documentation, and a clear standard for what “good” looks like.
Define and manage the cadence and meeting expectations for account planning reviews (e.g., QBRs, renewal planning, strategic account reviews) in partnership with sales and account management leadership.
Define and facilitate a consistent opportunity review and deal strategy process across the pipeline, from qualification through close.
Build deal qualification frameworks and scorecards (e.g., MEDDPICC or a similar methodology) in partnership with sales leadership, and train the team to use them.
Run and/or coach managers to run deal strategy sessions that sharpen win strategy, identify risk, and build close plans on key opportunities.
Own the end-to-end cadence for forecast and pipeline review meetings — scheduling, agendas, prep materials, and follow-through on action items.
Build and maintain forecast and pipeline review templates and manager prep toolkits.
Partner with Commercial Operations to forecast and pipeline dashboards in Salesforce reflect the process design; this role owns the process and discipline, Commercial Operations owns the system and data.
Act as the primary point of contact for process and adoption questions, routing tooling/system requests to Commercial Operations.
Design, launch, and manage an ongoing training and education program for sales and account management, spanning new-hire onboarding/ramp and continuous education (skills, product, industry, competitive).
Own a certification and enablement roadmap, and measure completion, knowledge retention, and business impact.
Select and manage enablement content and tooling (e.g., LMS, content/playbook repository) as needed.
Serve as a hands-on coach to frontline managers and reps — live deal coaching, call reviews (including via conversation intelligence tools such as Gong), and skill-building on discovery, negotiation, and account strategy.
Build a manager-as-coach framework and coach managers directly so effective coaching scales beyond this role.
Establish regular coaching rhythms (1:1 shadowing, deal clinics, role-play, peer learning) and track adoption and impact.
Partner with B2B marketing on campaign planning and launches, ensuring the commercial team has the messaging, talk tracks, and follow-up process to convert campaign activity into pipeline.
Create a feedback loop from sales and account management back to marketing on lead/campaign quality and market response.
Align sales plays, battlecards, and objection-handling content with marketing positioning and product messaging.
Document, standardize, and continuously improve core commercial processes and playbooks (new-logo sales, upsell/cross-sell, renewals).
Own a central, current repository of enablement content, templates, and playbooks.
Define and report on enablement KPIs — ramp time, quota attainment, win rate, forecast accuracy, and adoption of defined processes — to commercial leadership.