Sales Enablement Process Lead

GAF•Parsippany, NJ

About The Position

The Sales Process Lead is a strategic execution partner reporting directly to the Director of Sales Enablement. The role analyzes, designs, and optimizes end-to-end sales workflows across the sales organization, championing seller productivity by identifying field friction, removing non-value-added administrative work, and simplifying complex processes. Using continuous improvement methods and sales enablement strategies, the lead develops scalable future-state sales processes to increase selling time, drive tool adoption, and accelerate revenue growth. The position maps sales journeys and workflows, studies field activity and time-on-task, and gathers feedback from frontline sales and customer service teams. It partners with sales leadership and IT to design standardized processes and practical Salesforce and connected-system workflows, automation, and user stories. The role also creates process documentation and playbooks, integrates new processes into onboarding, training, and coaching, and evaluates adoption and business outcomes using performance measures and user feedback. Travel requirements are 15%.

Requirements

Bachelor’s degree or equivalent work experience required.
4–6+ years of experience in Sales Process Optimization, Sales Operations, Business Process Management, or Management Consulting.
Practical knowledge of or formal certification in process optimization methodologies such as Lean, Six Sigma Green/Black Belt, Design Thinking, or Value Stream Mapping.
Strong understanding of how sales processes translate into CRM architectures, specifically Salesforce / Sales Cloud.
Track record leading cross-functional process redesign projects involving Sales Leadership, Marketing, IT, and Operations.
Commitment to spending time in the field to understand sales representative pain points before designing solutions.
Ability to lead process-mapping workshops with Area VPs and sales managers and build consensus around a shared vision.
Ability to balance corporate governance and process rigor with speed and simplicity in a high-volume sales environment.

Nice To Haves

Master’s degree.
Experience in a B2B manufacturing, building materials, or industrial environment.
Direct experience with the day-to-day work of quota-carrying, field-based sales teams or close work with frontline B2B field sales environments.
Experience with structured change-management frameworks.
Ability to query and interpret CRM process metrics, including stage duration and conversion bottlenecks, to justify process interventions.

Responsibilities

Map end-to-end sales journeys, opportunity-management workflows, and contractor/customer-management cycles to establish operational baselines.
Conduct field study sessions and time-on-task audits to identify bottlenecks, friction points, and non-value-added administrative tasks.
Partner with frontline sales representatives, Area VPs, Sales Leadership, and customer service teams to gather feedback on process breakdowns and usability.
Co-design standardized, scalable future-state sales processes aligned with regional revenue targets and corporate priorities.
Partner with IT to translate optimized processes into workflows, automation, and user stories in Salesforce and connected technology systems.
Create centralized documentation, playbooks, and standardized operating procedures for consistent execution across sales regions.
Collaborate to incorporate new processes into onboarding, ongoing training, and manager coaching frameworks.
Evaluate sales performance metrics, process adherence, and user feedback after rollout to refine workflows and support adoption.
Establish KPIs to measure the impact of process changes, such as time-to-productivity, administrative burden, and pipeline velocity.