Head of Sales Enablement and Learning

Fujifilm • Morrisville, NC

3d • Hybrid

About The Position

Reporting to the VP of Commercial Operations & Excellence (CommEx), you will own the global development and execution of Sales Enablement and Learning from the very first onboarding and technical understanding to capability building and continuous learning across customer-facing functions.

Requirements

• 10–15+ years of experience in sales enablement, commercial excellence, executive commercial training, or sales coaching
• Proven success enabling enterprise/consultative sales cycles with multiple stakeholders and long deal durations
• Bachelor’s degree required
• Sales enablement leadership
• Strategy design, operating model build-out, and global team leadership.
• Sales methodology selection and implementation; manager enablement and coaching.
• Extensive familiarity with CRM (Salesforce preferred), content platforms (e.g., Seismic/Highspot/ShowPad), LMS (e.g., Docebo/Cornerstone/etc.), conversation intelligence (e.g., Gong/Chorus, etc.), analytics familiarity (Power BI/Tableau, etc.), and other sales engagement tools.
• Ability to translate insights into behavior change and performance improvement
• Role-based curricula, microlearning, experiential learning, and workshop facilitation.
• Kirkpatrick evaluation model, competency mapping, and certification programs.
• Forecasting, pipeline governance, stage design, MEDDICC-style qualification, executive deal reviews.
• Strong program/project management (OKRs, Agile, or PMP/Prince2 methodologies).
• Understanding of biopharma development and manufacturing services, tech transfer, quality expectations, and regulatory context.
• Exceptional written and verbal communication; clear executive storytelling and technical simplification.
• Ability to create high-quality enablement assets and deliver engaging live/virtual sessions
• Strategic, systems-level thinker who can also execute with urgency and precision
• Builder’s mindset: Resourceful, hands-on, and comfortable with ambiguity and change
• High integrity, discretion, and professionalism; trusted partner to senior leadership, commercial frontline, and marketing teams
• Customer- and outcome-focused; empathetic to seller realities and buyer decision journeys
• Inclusive, collaborative leader who develops talent and fosters a feedback-rich culture
• Data-driven, experimental, and continuously improving; celebrates wins and learns fast

Nice To Haves

• Experience in or exposure to biopharma services, CDMO, GxP environments, or complex technical solutions is preferred
• advanced degree a plus.
• Familiarity with pricing/contracting dynamics, RFP/RFQ processes, and enterprise procurement, is a plus

Responsibilities

• Define the multi-year enablement and capability enhancement plans aligned to our go-to-market goals and growth ambitions
• Orchestrate a global team without authority (no direct reports, currently)
• Establish governance for content, certification, and field readiness across regions
• Design role-based onboarding paths with time-to-productivity targets and measurable milestones.
• Create continuous learning programs on CDMO offerings, modalities (e.g., mAbs, microbial, advanced therapies), GxP content, pricing/contracting, negotiation, and executive selling
• Potentially implement certification and re-certification standards for skills, product/technical knowledge, and compliance
• Select and operationalize a sales methodology (e.g., MEDDICC/Challenger/SPIN/MH)
• Run the enablement tech stack (e.g., LMS, conversation intelligence, sales engagement, content repository) and drive adoption
• Work with CommEx to embed new learning processes and capabilities in CRM
• Build scalable playbooks, frameworks, proposal libraries, and case studies in partnership with marketing and technical teams
• Ensure technical rigor while keeping messaging clear, customer-centric, and outcome-oriented
• Stand up a structured “field feedback” loop to continuously improve materials and positioning
• Lead sales kickoffs, global bootcamps, QBR enablement, and manager coaching programs
• Act as a coach / sounding board for account managers, commercial leaders, and project managers
• Define metrics for enablement effectiveness (e.g., executive coverage /affinity, quota attainment, win rates, sales cycle, content usage, certification completion, etc.).
• Apply adult learning science and Kirkpatrick/ROI frameworks to evaluate and iterate programs
• Own budget, vendor selection, and partner management

Benefits

• medical, dental, vision and prescription drug coverage with the option of a Health Savings Account with company contributions.
• industry leading 401(k)savings plan
• insurance coverage
• employee assistance programs
• various wellness incentives.
• paid vacation time, sick time, and company holidays.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior