Sales Enablement Manager

KLDiscovery•United States,

1d•Remote

About The Position

KLDiscovery is establishing Revenue Operations as a dedicated function organized around Pipeline & Forecast, Data & Systems, and Enablement & Adoption. The Sales Enablement Manager owns Enablement & Adoption and, as a senior individual contributor reporting to the Senior Director of Revenue Operations, will build the sales enablement function from the ground up. This includes creating onboarding curricula, playbooks, training programs, and adoption analytics that embed the redesigned sales process into sellers’ daily work. The role will define an enablement charter and twelve-month roadmap aligned with Revenue Operations priorities and measurable seller outcomes. It will design and run onboarding and ongoing skills development; build buyer-specific playbooks; establish MEDDPICC and Challenger Sale certification and coaching; launch Salesforce training and certification with adoption analytics; and develop pricing and deal desk curriculum in partnership with Finance. The manager will also govern enablement content, evaluate enablement technology as the function scales, and report results through the Revenue Operations single source of truth. First-year outcomes include an approved enablement charter and roadmap; a structured onboarding curriculum with measured ramp milestones; buyer-specific playbooks aligned to the sales process; MEDDPICC and Challenger Sale certification across the sales team, with MEDDPICC fields live in Salesforce and used in deal reviews; Salesforce training and certification with measurable adoption improvement; pricing and deal desk training delivered with Finance; and a live enablement scorecard with baselines and targets agreed with sales leadership.

Requirements

Eight or more years of experience in sales enablement, sales operations, or sales leadership.
Experience building an enablement function from the ground up at a B2B company of meaningful scale.
Ability to work as a hands-on senior individual contributor while designing a function that may be staffed by others in the future.
Working fluency in Salesforce from an adoption and training perspective.
Experience building certification programs, coaching rubrics, or deal-review frameworks around MEDDPICC or the broader MEDDIC family and Challenger Sale; must have taught and enforced the methodologies across a sales team.
Experience with LMS or curriculum design.
Enough BI literacy to interpret adoption dashboards and act on their findings.
Strong communication and facilitation skills and ability to earn the trust of sellers and sales leadership.
Data-driven approach that measures the impact of enablement.
Urgency and high standards for process discipline.

Nice To Haves

Experience in eDiscovery, legal technology, or legal services is strongly preferred.
Professional services or B2B SaaS experience involving complex, consultative sales cycles is encouraged.
Experience with enablement platforms such as Highspot, Seismic, or Showpad.
Experience with sales engagement tools such as Outreach, Salesloft, or Gong.
Certification in, or deep fluency with, MEDDPICC or the broader MEDDIC family and Challenger Sale.

Responsibilities

Define the enablement charter and a twelve-month roadmap sequenced with Revenue Operations priorities and focused on measurable seller impact.
Design and run structured onboarding for new sales hires, with defined ramp milestones and time-to-productivity targets.
Own the ongoing skills development calendar for the existing sales team.
Build playbooks for corporations, law firms, and government agencies, translating the redesigned sales process, stage-gate criteria, MQL/SQL/SAL definitions, and lead-routing rules into materials sellers use daily.
Own MEDDPICC as the qualification standard and embed it in stage-gate criteria, deal reviews, and Salesforce opportunity fields.
Build the Challenger Sale certification program, including its certification path, assessment, and coaching cadence; cover commercial teaching, tailoring pitches by stakeholder, and taking control of pricing conversations.
Stand up Salesforce training and certification in partnership with the Data & Systems pillar.
Own CRM adoption analytics and use them to target coaching where adoption lags.
Partner with the Pricing and Deal Desk team in Finance to create curriculum on pricing methodology, deal desk workflow, and approval routing.
Create and govern a single repository of enablement content, keep it current, and retire unused content.
Evaluate enablement tools such as Highspot and make the business case for tooling as the function scales.
Define the enablement scorecard, including ramp time, certification completion, playbook and CRM adoption, and win-rate movement; report it through the Revenue Operations single source of truth.