Sales Enablement Lead

Compa•Irvine, CA

15h•$140,000 - $180,000

About The Position

Compa is hiring a Sales Enablement Lead to build and own the training program for new and tenured sellers, improving ramp, skills, and consistency in selling. The role owns onboarding, ongoing development, certification, manager capability, and the sales methodology. It partners with sales leaders on a training roadmap for a fast-growing, AI-first go-to-market organization and ensures sellers can clearly communicate the value of the company’s AI-driven products, including its AI agents layer. The role spans onboarding and new-hire ramp; continuous skills development and certification for Sales, Customer Success, and Insights teams; manager and leader development; sales methodology; pipeline management and forecasting; AI product fluency; playbooks and in-the-moment support; and program effectiveness measurement. Success is measured through outcomes including ramp time, win rate, pipeline quality, forecast accuracy, certification results, skill assessments, feedback, and retention. The Sales Enablement Lead reports to the Chief Revenue Officer and partners with sales leaders and front-line managers, Revenue Operations, Product Marketing, Customer Success, Product, Security, and Legal.

Requirements

Bachelor’s degree or equivalent experience.
At least 5 years of experience designing, developing, and delivering sales training, including leading a team or building the function from scratch.
Experience running onboarding and certification programs that shortened ramp time.
Working knowledge of MEDDPICC or a similar methodology, with a record of embedding it in stage criteria and coaching rather than only teaching it.

Nice To Haves

At least 5 years in B2B sales, sales leadership, or sales enablement, including software sales.
Experience building manager coaching programs and designing forecast and pipeline review processes.
Experience building AI tools to accelerate account executive performance.
Ability to build and facilitate online, classroom, peer-group, flipped-classroom, and role-play training.
Fluency with an LMS, HubSpot or a comparable CRM, and conversation-intelligence tools, plus comfort using data to decide what to teach.
Experience selling or enabling complex, multi-stakeholder enterprise deals involving security and procurement review.
Strong facilitation and coaching skills, with the ability to earn credibility with senior representatives and front-line managers.
Clear, concise writing, including the ability to turn a complex deal into a one-page playbook.
Sound judgment about what belongs in a formal program versus the flow of work.

Responsibilities

Own the onboarding plan from a new hire’s first day through full quota, with clear milestones and certification before a representative carries a full quota.
Design curriculum covering the market, competition, company, product, value proposition, sales process, methodology, tools, and skills.
Deliver training through online, classroom, peer-group, flipped-classroom, and role-play formats.
Help run the annual sales kickoff and mid-year summit as training events.
Build a continuous training calendar for Sales, Customer Success, and Insights teams, covering discovery, business cases and ROI, multi-threading, security and procurement, negotiation, and expansion.
Certify sellers using role-plays and call-recording reviews, and teach account planning for the largest enterprise accounts.
Use pipeline-review themes and call reviews to decide training priorities, and leverage AI to improve training and organizational efficiency.
Teach front-line managers deal inspection, call review, and feedback using a shared scorecard; certify managers on the methodology so they can reinforce rep training.
Turn forecast and pipeline review routines into ongoing manager training.
Own the sales methodology and embed it in stage exit criteria, deal inspection, coaching, and pipeline rollups; establish a clear rationale for why each opportunity should move forward.
Build an evidence-based deal scorecard and define which elements gate stage advancement versus which are scored without blocking advancement.
Partner with Revenue Operations to teach pipeline standards, stage definitions, aging, and CRM hygiene.
Teach managers to forecast from deal evidence, establish clear forecast categories and roll-up cadence, and track forecast accuracy by rep, manager, and segment to inform coaching and training.
Build and own training for the AI-driven roadmap so sellers can explain the value of the AI agents layer confidently and clearly.
Keep messaging, positioning, and competitive differentiation current with Product Marketing and Product as capabilities ship.
Champion adoption of AI-powered selling tools, including call analysis, coaching, prospecting, and deal intelligence, and partner with Revenue Operations to measure results.
Use AI to build and maintain playbooks, battlecards, and objection handling resources in the flow of work, including CRM, chat, and conversation-intelligence tools.
Measure program effectiveness through new-hire ramp, certification results, skill assessments, participant and leader feedback, and retention.
Partner with sales leaders and managers, Revenue Operations, Product Marketing, Customer Success, Product, Security, and Legal on enablement needs.