Manager of Sales Enablement

C.H. Robinson•Chicago, IL

About The Position

C.H. Robinson is looking for a Manager, Sales Enablement, to join our team. In this role, you will lead a team of Sales Enablement Managers (SEMs) focused on improving frontline sales execution, seller productivity, manager effectiveness, and pipeline generation quality across the organization. You will partner closely with Sales Leadership, Revenue Operations, Marketing, Product, and frontline managers to drive scalable selling behaviors and consistent execution across the customer lifecycle. You are accountable for improving top-of-funnel rigor, pipeline creation quality, and early-stage conversion performance across the sales organization. If you possess a strong understanding of modern B2B sales execution, organizational leadership, seller workflows, and performance improvement within complex commercial environments, you may be a great fit for this position!

Requirements

5+ years of experience in sales enablement, sales leadership, revenue operations, commercial operations, or related go-to-market functions
2+ years of people leadership experience with demonstrated ability to coach and develop high-performing teams
Experience improving sales execution, pipeline generation, seller productivity, or opportunity management within a B2B sales environment
Strong understanding of modern sales methodologies, pipeline management, and commercial workflows
Experience leading cross-functional initiatives and influencing stakeholders across multiple functions
Strong communication, facilitation, organizational, and leadership skills
Analytical mindset with ability to leverage data and field feedback to drive continuous improvement
Experience driving adoption and behavioral change across sales organizations

Nice To Haves

Experience supporting large, distributed sales organizations
Experience with MEDDIC or similar sales methodologies
Experience integrating AI-enabled workflows or sales technologies into commercial execution
Background in logistics, transportation, supply chain, SaaS, or operationally complex industries
Experience building scalable coaching, onboarding, or manager enablement programs
Strong understanding of outbound pipeline generation and account-based engagement strategies

Responsibilities

Lead, coach, and develop a team of Sales Enablement Managers supporting frontline sales teams
Establish clear priorities, operating rhythms, and performance expectations across the SEM organization
Build a high-performing enablement culture focused on execution, accountability, continuous improvement, and field partnership
Develop talent and create scalable approaches that improve consistency across the organization
Own the operating framework for top-of-funnel execution, including outbound workflows, engagement strategy, and qualification standards
Drive measurable improvement in engagement-to-qualified pipeline and qualified-to-sales-accepted conversion rates
Improve early-stage pipeline velocity and opportunity quality across the sales organization
Partner with Sales Leadership to enforce consistent pipeline inspection, qualification rigor, and handoff quality
Standardize how pipeline is created, qualified, and progressed to ensure consistency and predictability of outcomes
Drive measurable improvement in pipeline generation quality, opportunity progression, and seller effectiveness across the sales organization
Identify operational friction points and simplify workflows, tools, and processes to improve seller productivity and execution speed
Partner with sales leadership to drive consistency in discovery, qualification, opportunity management, and customer engagement
Own and drive execution of scalable sales methodologies and frontline commercial disciplines (e.g., MEDDIC, stage criteria, cadence execution)
Translate organizational priorities into actionable execution frameworks, workflows, and manager cadences
Partner cross-functionally with Revenue Operations, Marketing, Product, and Sales Leadership to drive alignment and execution consistency
Leverage KPI trends, conversion metrics, seller feedback, and pipeline insights to identify execution gaps and improvement opportunities
Drive adoption and enforcement of standardized selling practices and operational standards
Improve frontline manager coaching effectiveness, inspection quality, and performance management consistency
Define and implement leading indicators tied to pipeline creation, conversion, and revenue outcomes
Reinforce accountability systems that improve execution quality, pipeline discipline, and performance consistency without unnecessary complexity
Support the integration of AI-enabled workflows, sales technologies, and customer intelligence capabilities into daily seller execution
Scale modern enablement practices that improve productivity, personalization, and customer engagement quality
Continuously evaluate opportunities to improve seller efficiency and execution consistency through process and technology improvements

Benefits

Three medical plans which include Prescription drug coverage
Enhanced Fertility benefits
Flexible Spending Accounts
Health Savings Account (including employer contribution)
Dental and Vision
Basic and Supplemental Life Insurance
Short-Term and Long-Term Disability
Paid observed holidays
2 paid floating holidays for U.S. hourly employees
Flexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps.
Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
Paid parental leave
Paid time off to volunteer in your community
Charitable Giving Match Program
401(k) with 6% company matching
Employee Stock Purchase Plan
Broad range of career development, networking, and team-building opportunities