Field Enablement Manager, Mid-Enterprise

Horizon3

12d•$116,000 - $150,000•Remote

About The Position

Horizon3 is seeking a Field Enablement Manager for its Mid-Enterprise sales team. This role is responsible for translating the field enablement strategy into actionable execution for the Mid-Enterprise Sales organization. The primary focus is on delivering onboarding, coaching, and content programs to help sellers navigate complex sales cycles from discovery to closing. The role involves working closely with the Field Enablement and Onboarding Leader to manage day-to-day delivery, including asset maintenance, workstream management, and feedback collection. This is an execution-focused position for an experienced seller and enablement practitioner with a deep understanding of Mid-Enterprise sales processes, including account strategy, technical validation, champion development, multithreading, forecasting, negotiation, and executive-level communication.

Requirements

5+ years of quota-carrying B2B sales experience, including at least 3 years as a Mid-Market, Mid-Enterprise, Enterprise, or Strategic Account Executive.
Demonstrated success selling complex SaaS, cybersecurity, or technical solutions with multiple buyer personas, longer sales cycles, and six-figure or larger deal sizes.
Firsthand experience leading complex sales motions, including account planning, executive discovery, champion development, multithreading, technical validation, business-case development, negotiation, and forecasting.
2+ years of experience in sales enablement, sales leadership, program management, sales operations, or a related field, including managing multiple timelines, dependencies, and stakeholders.
Strong field-facing facilitation and deal-coaching skills, with the credibility to coach experienced Mid-Enterprise sellers and managers.
Experience partnering with sales leaders to translate win/loss patterns, pipeline needs, and sales-process gaps into practical enablement programs.
Ability to coordinate work clearly across Enablement, Revenue Operations, Marketing, and other relevant stakeholders while protecting field relevance and adoption.
Comfort operating without formal authority, building trust, managing handoffs, and escalating risks or decisions appropriately.
Strong written and verbal communication skills, including clear briefs, status updates, coaching feedback, and executive-ready seller messaging.

Nice To Haves

Experience as a sales manager, player-coach, field enablement leader, or mentor for Mid-Enterprise or Enterprise AE teams.
Experience running call-review, deal-review, or coaching programs using Gong or a comparable conversation-intelligence platform.
Experience operating onboarding programs, including cohort administration, completion tracking, and content-refresh cycles.
Familiarity with sales tooling such as Gong, ZoomInfo, DealHub, Salesforce, or a comparable CRM and enablement stack.

Responsibilities

Own the delivery plan for assigned Mid-Enterprise workstreams, identifying risks, dependencies, and capacity implications.
Manage Mid-Enterprise sales onboarding programs, including cohort operations, learner communications, completion tracking, content refreshes, and manager-led reinforcement.
Develop and operate role-based programs to enhance proficiency in complex discovery, account planning, mutual action plans, technical validation, business-case development, multithreading, and deal progression.
Serve as a program manager or workstream lead for high-impact cross-functional programs after scope and stakeholder models are established.
Own recurring call-review and coaching operations for Mid-Enterprise sellers and frontline managers.
Curate strong call and deal examples, facilitate coaching sessions, identify performance patterns, and report insights to sales leadership.
Coach and reinforce seller behaviors in areas such as executive discovery, value articulation, qualification, technical and security stakeholder engagement, competitive positioning, mutual close plans, and forecast discipline.
Support Gong scorecard rollout and reporting in partnership with relevant leaders.
Draft field inputs, coordinate reviews, perform quality assurance, publish, and maintain Mid-Enterprise enablement assets, including account-planning guides, discovery frameworks, value messaging, talk tracks, battlecards, proof-point libraries, onboarding materials, and manager guides.
Partner with Product Marketing, Technical Enablement, and Deal Desk stakeholders to ensure field assets align with the Mid-Enterprise sales motion.
Lead scoped efforts such as Partner 101 for AEs coordination, tech-enablement discovery, and Deal Desk module requirements gathering.
Manage content updates, tool-module coordination, and specialist follow-up.
Validate incoming requests, gather missing inputs, maintain the backlog, and prepare routing recommendations.
Prepare clear briefs for approved work before routing to specialists, covering the business problem, audience, desired seller behavior, priority, deadline, SME and approver, source materials, and definition of done.
Route instructional-design work to aligned colleagues and manage projects through launch.
Maintain feedback collection, post-launch reviews, adoption reporting, and monthly status updates for assigned workstreams.