Sales Enablement Lead

US Green Building Council • Remote, US,

2h • $115,000 - $135,000 • Remote

About The Position

The Sales Enablement Lead owns the development and implementation of a consistent, scalable global sales enablement program for USGBC and GBCI. The role builds the knowledge, skills, tools, and working practices that enable sales and account teams to engage customers, communicate value, and execute the commercial model effectively. It establishes shared enablement standards and best practices while accounting for regional market dynamics, customer needs, and business priorities.

The role designs and manages onboarding, learning programs, sales playbooks, practical training, and ongoing reinforcement in partnership with regional directors, market leads, product, marketing, client solutions, sales operations, and other teams. It supports sales teams across all regions and markets and provides partner enablement where assigned. This is a global individual-contributor and program-lead role that reports to the Director of Sales Operations.

Candidates who advance in the interview process will be required to complete an assessment; further details will be provided as the process approaches. The position is remote in the U.S., with a Monday-to-Friday schedule of 9:00 a.m. to 5:30 p.m. in the candidate’s time zone. Flexibility to coordinate meetings and training across international time zones may be required.

Requirements

• At least five years of experience in sales enablement, sales training, commercial learning and development, or related B2B commercial roles, including at least three years designing, delivering, and evaluating enablement programs for sales teams, account managers, or channel partners.
• Demonstrated experience developing onboarding programs, sales playbooks, learning materials, practice activities, and reinforcement initiatives that improve role readiness and workplace application.
• Practical understanding of consultative selling, account planning, opportunity qualification, partner-assisted selling, and commercial handoffs.
• Experience leading cross-functional programs, influencing stakeholders, and managing competing priorities across multiple products, regions, or audiences.
• Demonstrated experience developing or supporting sales enablement programs for geographically distributed or multinational teams.
• Experience implementing scalable learning and enablement initiatives that support consistent sales processes while accommodating regional business requirements.
• Bachelor’s degree in business administration, marketing, communications, organizational development, education, human resources, or a related field.
• Proficiency with Salesforce or a comparable CRM platform, including sales pipeline processes, opportunity management, and user adoption.
• Experience with learning management systems or sales enablement platforms for delivering training, managing content, and tracking learning completion or effectiveness.
• Proficiency with Microsoft 365 applications, including PowerPoint, Excel, Word, Teams, and SharePoint, or comparable collaboration and productivity tools.
• Experience using virtual training, webinar, and digital collaboration platforms to deliver learning programs to distributed teams.
• Ability to use CRM reporting, learning analytics, and performance dashboards to monitor enablement effectiveness and support data-driven improvements.
• Strong facilitation, instructional design, content development, and coaching-support skills, including the ability to assess and improve workplace application.
• Ability to translate complex products, services, and commercial processes into clear, accurate, practical learning resources without altering approved claims or technical requirements.
• Strong program leadership, stakeholder management, prioritization, and change-management skills.
• Analytical ability to evaluate readiness and adoption, combine qualitative and quantitative evidence, and communicate program improvements without overstating revenue attribution.
• Excellent written, verbal, and interpersonal communication skills, with the ability to engage and influence stakeholders across cultures, regions, and organizational levels.
• Strong organizational and project management skills, including the ability to manage multiple initiatives and deadlines across global time zones.
• Ability to balance standardized global sales processes with regional market needs and cultural considerations.
• Commitment to the missions of USGBC and GBCI and interest in advancing sustainability in the built environment.

Nice To Haves

• Master’s degree in business administration, organizational development, learning and development, or a related discipline.
• Professional certification in sales enablement, instructional design, learning and development, or Salesforce.
• LEED Green Associate or LEED AP credential.

Responsibilities

• Assess role-based capability needs using manager input, field observations, customer and partner feedback, and performance data; develop and execute a global sales enablement plan aligned with organizational priorities and regional capability needs.
• Design, implement, and maintain practical onboarding and ongoing learning programs for market leads, customer account managers, channel partner account managers, and assigned partners.
• Develop learning covering product portfolio knowledge, consultative selling, discovery, value communication, qualification, account planning, opportunity management, and escalation procedures; make programs scalable and adaptable to teams across regions and time zones.
• Translate approved product knowledge, value propositions, and commercial processes into learning modules, sales playbooks, discovery guides, objection-handling resources, and job aids.
• Establish content ownership, version control, review cycles, and retirement procedures, and maintain accurate, current, globally accessible enablement resources.
• Facilitate workshops, demonstrations, role-playing, peer learning, and manager coaching resources; assess skill application and provide targeted reinforcement with regional and functional leaders.
• Deliver training through virtual, live, and self-paced formats for geographically distributed teams.
• Partner with product, product marketing, client solutions, and market development to prepare sales teams for product, service, campaign, process, and technology changes; establish readiness criteria, develop materials, identify gaps, and coordinate global rollouts.
• Collaborate with regional directors, market leads, and channel partner account management to adapt approved materials to local conditions, customer needs, languages, and partner requirements while preserving consistent product claims and organizational standards.
• Monitor participation, proficiency, field application, content use, process adoption, and enablement’s contribution to sales efficiency and effectiveness; collect feedback, establish performance indicators, evaluate outcomes, and report on program effectiveness and improvement opportunities.
• Work with the Director of Sales Operations and regional and functional stakeholders to align enablement initiatives, coordinate global activities, and facilitate communication, knowledge sharing, and collaboration across regions.
• Coordinate with sales operations, technology, and other stakeholders to support Salesforce process learning, adoption, and consistent use of approved sales tools; develop system training, user guides, and adoption resources for CRM, learning, and sales enablement platforms.
• Design and deliver approved enablement programs, learning methods, schedules, practice activities, and content lifecycle processes; assess readiness, recommend reinforcement or remediation, and escalate outdated or disputed content, proficiency gaps, and readiness risks.
• Maintain documented business-owner approvals for product claims, material local adaptations, and customer-facing commitments, and ensure enablement activities follow approved processes and content governance requirements.

Benefits

• Competitive compensation.
• 401(k) with employer matching.
• Professional development reimbursement.
• Healthcare plan through Cigna that includes medical, dental, vision, and prescription drug coverage; USGBC covers 100% of premiums and provides an HRA to assist the employee and dependents with the in-network medical deductible.
• Paid time off including 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks of PTO based on career level; operations close for a full week between Christmas and New Year’s.
• Six weeks of paid renewal leave after 7 years of continuous service.

What This Job Offers

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