SA21M4 Director Commercial Enablement

CAS•Columbus, OH

8d•Onsite

About The Position

CAS is hiring a Director Commercial Enablement for its Sales team, based in Columbus, Ohio. This leadership role leads the Sales Enablement team and is accountable for equipping the broader commercial organization—including Sales, Customer Success, Services, Marketing, and Support—to sell and support CAS’s full portfolio of established scientific information products and newer AI-oriented solutions. The Director sets direction, develops the team, and owns outcomes, with three to four direct reports, no indirect reports, and budget responsibility for enablement programs and systems. The role is exempt under the Fair Labor Standards Act. The Director will shift the function from a traditional learning-and-development model to change management, measuring success through field adoption and behavior change rather than course completions or content output. This requires substantial product, customer, and market knowledge in CAS’s scientific markets, as well as developing that expertise throughout the team. The role also owns the design and curation of enablement knowledge for AI-native commercial work. This includes creating processes and curriculum to structure, index, refine, and govern knowledge for use in large language model-based tools such as Claude, and maintaining a quality-controlled library of AI skills for commercial workflows. The Director partners across the organization to help commercial teams access enablement knowledge directly through AI tools. The position partners closely with Sales and Customer Success leadership, Marketing, Product, IT, and RevOps. It is not responsible for enterprise sales strategy, market segmentation, account prioritization, pricing strategy, or customer agreement and annual-contract-value analytics; those areas are owned elsewhere. Travel is expected to be less than 15%.

Requirements

At least 8 years of experience in sales enablement, sales training, or a customer-facing commercial role, with direct experience in a scientific, technical, or information-services market.
Real product and customer knowledge in the CAS market, such as chemistry, life sciences, intellectual property, or adjacent scientific information services; general learning-and-development experience alone is insufficient.
Bachelor’s degree in science, business, or a related field.
At least 3 years of direct sales experience in scientific or technical markets.
Working knowledge of CAS SciFinder, STN, CAS BioFinder, CAS IP Finder, and CAS Custom Services, or demonstrated ability to build comparable breadth quickly in a competitor or adjacent market.
Experience designing or scaling structured sales methodology programs, such as consultative selling or Challenger-style approaches, that develop frontline coaching capability.
Experience enabling a sales force on AI-enabled or other complex technical products and translating technical capabilities into customer-outcomes narratives.
At least 3 years of direct people leadership, leading trainers, content specialists, or enablement specialists who design, build, and deliver enablement.
Experience moving a team from activity-based training to a measured change-management model tied to outcomes such as adoption, pipeline health, and revenue impact.
Strong cross-functional collaboration skills with Product, Marketing, Sales Leadership, and RevOps.
Experience with enablement and content systems such as Seismic, CRM systems such as Salesforce.com, and learning management systems.
Familiarity with how LLM-based tools consume and retrieve structured content, including skills, retrieval-based knowledge bases, and prompt and context design, and ability to translate enablement curriculum into those formats.
Hands-on fluency with AI assistants such as Claude for research, drafting, and daily workflow tasks, and ability to teach that fluency across the commercial organization.
Comfort working as an early adopter and builder with emerging AI tools such as Claude or comparable platforms.
Must be authorized to work in the United States and must not require company sponsorship for work authorization now or in the future.

Nice To Haves

An advanced degree is a plus but not required.

Responsibilities

Lead the team and roadmap for enablement across the CAS portfolio, helping Sales and Customer Success teams focus on customer outcomes rather than product access or feature lists.
Maintain current fluency across CAS products, AI-oriented solutions, competitive positioning, and relevant buyer groups.
Partner with Product Management so enablement content is ready alongside new AI and non-AI product releases.
Lead development and scaling of consultative and Challenger selling methodology training for Sales and Customer Success, including discovery, needs assessment, value-based selling, ROI articulation, customer-centric messaging, and solution positioning.
Build team capability to teach constructive tension in senior-prospect conversations by helping sellers introduce new insights, reframe problems, and create urgency.
Partner with sales leadership on frontline coaching and ongoing reinforcement of selling methodologies.
Lead programs teaching commercial roles how to use AI tools such as Claude for account research, call preparation, prospecting, drafting, and administrative tasks.
Work with IT and RevOps to identify and roll out AI-enabled workflows that reduce administrative time and increase selling and customer time.
Track and report commercial adoption of AI tools as a distinct enablement metric.
Design processes and curriculum for structuring enablement content for indexing, retrieval, and refinement in LLM-based tools such as Claude Skills.
Build and curate a living library of AI skills containing CAS product, customer, and process knowledge, with Sales Enablement responsible for ownership and quality control.
Establish and own governance for the skills library, including version control, accuracy review, and retirement of outdated content.
Direct cross-functional work with IT, Product, and RevOps to enable commercial teams to query enablement knowledge through AI tools.
Lead and develop the Sales Enablement team, ensuring trainers build product, customer, and market expertise.
Shift team success measures from activity reporting to adoption and behavior-change metrics, including tool usage, pipeline hygiene, deal velocity, and win-rate lift.
Identify team skill gaps, prioritize AI-solution fluency, and develop upskilling paths for new and existing trainers.
Lead design and delivery of sales playbooks, customer conversation frameworks, onboarding, product and AI launch enablement, and skills training across the global Sales and Customer Success organization.
Direct enablement content and delivery systems, including Seismic or an equivalent platform and the learning management system, through the team's existing systems ownership.
Direct the sales training events calendar, including GSM, regional meetings, and SE calls, and the sales recognition and awards process.
Partner with Sales Leadership, Customer Success Leadership, Marketing, Product, and RevOps to align enablement content and cadence with go-to-market priorities and sales KPIs.
Represent enablement in go-to-market launch planning and identify sellers’ AI-fluency support needs ahead of launches.
Partner with owners of enterprise sales strategy, segmentation, account prioritization, pricing, and customer agreement and annual-contract-value analytics; these areas are explicitly outside the role’s leadership scope.