Director of Sales Operations & Enablement - IT Business Unit

Marco Technologies•Saint Cloud, MN

17h•$151,504 - $249,982

About The Position

The Director of Sales Operations & Enablement leads commercialization of new products and services across the IT Business Unit and owns the sales-side operating systems that support execution. This individual-contributor role takes new solutions from approval to revenue, develops repeatable vertical go-to-market motions, and serves as the business owner of Salesforce for Sales. It drives results through cross-functional influence, AI tools, automation, and shared or offshore resources where appropriate; it does not manage sales territories, deliver client work, or own a sales engineering team. The role partners with Marketing, Sales, Sales Engineering, Service, Finance, and business-line General Managers to launch offers, operationalize vertical strategies, modernize sales and sales-engineering workflows, and improve field execution. It owns measurable outcomes including offer adoption, pipeline generated from new plays, vertical pipeline coverage, Salesforce adoption and data quality, AI-tool adoption, win rates, and sales-cycle time.

Requirements

Bachelor’s degree in business, marketing, or a related field.
Eight or more years of progressive experience in sales enablement, product marketing, go-to-market leadership, revenue operations, or sales leadership.
At least three years of experience in a commercialization or go-to-market leadership role.
Demonstrated success taking new products or services to market in managed services, IT services, SaaS, or AI/automation, with measurable revenue and adoption impact.
Business-owner experience with Salesforce Sales Cloud, including roadmap, integrations, reporting, and adoption; this is not a Salesforce administration role.
Hands-on experience deploying AI tools in Sales and Sales Engineering workflows, with measurable adoption and outcome data.
Ability to take products and services from concept to revenue, including packaging, positioning, pricing alignment, and field-ready sales motions.
Ability to drive a Salesforce roadmap as a business owner, including lead capture, opportunity hygiene, integrations, reporting, and adoption.
Ability to define industry-specific value propositions, sales plays, and proof points and drive them into seller behavior and pipeline.
Practical command of AI tools and ability to identify high-leverage use cases, pilot them, and scale successful applications into daily seller and Sales Engineering behavior.
Field-oriented operating approach focused on pipeline reviews, deal mechanics, adoption, pipeline, and revenue outcomes.
Ability to translate complex technical solutions into clear value propositions, talk tracks, and seller-ready motions without losing fidelity.
Ability to influence and drive outcomes across Marketing, Sales, Sales Engineering, Service, Finance, and business-line General Managers without relying on direct authority.
Ability to own measurable KPIs, including adoption, pipeline, win rate, cycle time, and data quality, and use them to refine motions on a defined cadence.
Ability to operate effectively in complex, matrixed environments where success depends on cross-functional influence.

Nice To Haves

Experience designing or leading industry-specific vertical go-to-market motions is strongly preferred.

Responsibilities

Own commercialization of new products and services across all seven IT business lines, including packaging, pricing alignment, positioning, sales plays, and field-ready enablement.
Develop repeatable go-to-market plays specifying ideal customer profiles, triggers, discovery flows, qualification criteria, talk tracks, and paths from identification to closed-won.
Define launch-readiness criteria and make go/no-go decisions with the responsible General Manager.
Partner with Marketing to align positioning, demand-generation content, and campaigns with sales plays before launches.
Measure and improve time-to-first-revenue and adoption of new offers across the seller population.
Define and operationalize vertical go-to-market strategies with General Managers and Marketing, including vertical value propositions, reference architectures, proof points, and sales plays.
Translate vertical strategies into seller execution guidance on targets, offers, positioning, objections, and proof points.
Integrate vertical pipeline accountability into seller cadences, pipeline reviews, CRM, and forecasts.
Identify required vertical assets, references, and capabilities and coordinate their development across functions.
Serve as the IT Business Unit business owner of Salesforce; define business needs, prioritize the roadmap, and partner with Salesforce administrators and IT on delivery.
Modernize Sales and Sales Engineering Salesforce workflows, including lead capture, opportunity hygiene, stage definitions, forecasting, activity capture, and reporting.
Drive integrations that reduce manual work and improve data, including Teams call capture, conversation intelligence, and connected marketing, sales, and service workflows.
Continuously improve seller and Sales Engineering Salesforce workflows and measure adoption, data quality, and cycle-time improvements.
Lead practical AI-tool adoption for Sales and Solution Engineers in research, preparation, drafting, proposal generation, conversation intelligence, deal coaching, and account planning.
Identify revenue- or cycle-time-focused AI use cases, pilot them with sellers and Sales Engineers, measure impact, and scale successful approaches.
Establish operating habits and cadence that make AI tools part of daily seller behavior; use AI, automation, and shared resources to increase the role’s leverage.
Create execution-focused enablement assets such as battlecards, qualification guides, discovery frameworks, proposal templates, and objection responses; eliminate low-value enablement noise.
Partner with sales leaders on deal reviews and pipeline inspection for new offers and vertical plays, with accountability for adoption.
Define and operationalize handoffs among Sales, Sales Engineering, Service, and Delivery so scope, expectations, and accountability are clear from sale through delivery.
Drive consistent sales-motion execution across regions and business lines.
Align commercialization, pricing, positioning, and delivery with Marketing, Finance, Service, Sales Engineering, and business-line General Managers.
Own and report role KPIs, including new-offer adoption, pipeline from new plays, vertical pipeline coverage, Salesforce adoption and data quality, AI-tool adoption, win rate, and cycle-time improvements.
Report performance and progress to IT Business Unit leadership on a defined cadence and recommend what to keep, stop, or change based on evidence.
Refine commercialization motions, vertical plays, Salesforce workflows, and enablement assets using field feedback and revenue performance.