Sales Enablement Program Manager

Carfax•Centreville, VA

3d•Hybrid

About The Position

CARFAX is investing in its Revenue Enablement function, and the Sales Enablement Program Manager is central to that effort. This is a hands-on, high-impact role focused on sharpening the skills, process discipline, and execution of our DBU sales teams — Field Sales, Hybrid Field Sales, Strategic Sales, and Inside Sales. You’ll spend the majority of your time embedded in the flow of the sales org: coaching reps and frontline managers, reinforcing our sales process and methodology, and building the programs, content, and tools that help sellers win. You’ll also serve as a strategic partner to sales leadership — bringing field insight and enablement expertise into decisions about process, change, and go-to-market execution. This is a builder’s role on a growing team, so you’ll help shape how enablement operates at CARFAX while delivering results from day one.

Requirements

3+ years of sales enablement experience, ideally supporting multiple, distinct sales motions simultaneously.
Experience carrying a sales quota — you’ve sold, and you understand the seller’s world firsthand.
A demonstrated track record of designing and delivering training and coaching programs that measurably change rep behavior and drive revenue outcomes.
Strong facilitation, communication, and coaching skills — both in-person and virtually — including the ability to create compelling, polished presentations in PowerPoint (or equivalent tools).
The ability to build trust and influence without authority across reps, managers, senior leadership, and cross-functional partners.
Comfort operating in a build-from-scratch environment where structure, programs, and processes don’t fully exist yet — and you’ll help create them.
Experience with a formal sales methodology (e.g., MEDDIC/MEDDPICC, Integrity Selling, Challenger, SPIN, or similar) and a track record of reinforcing it in the field over time.
Ability to travel up to 10% of the time to coach reps in the field and support team events.

Nice To Haves

Automotive industry or automotive technology experience — familiarity with how dealerships operate, how they buy, and what they value is a meaningful advantage in this role.
Experience supporting a blend of field, strategic/enterprise, and inside sales teams within a single organization.
Hands-on experience with conversation intelligence tools (e.g., Gong, Chorus), Salesforce, learning management systems (LMS), and content management systems (CMS).

Responsibilities

Enable all DBU sales roles. Serve as the dedicated enablement partner to Field Sales, Strategic Sales, and Inside Sales — tailoring programs, coaching, and content to the distinct motions, customer profiles, and performance goals of each team.
Build and lead training and coaching. Own the design, delivery, and continuous improvement of sales training on core selling fundamentals — discovery, value articulation, objection handling, negotiation, and pipeline management. Provide hands-on coaching to reps and managers through field ride-alongs, call reviews, and deal reviews. Equip frontline managers to reinforce these skills with their own teams so your impact scales across the org.
Reinforce process, methodology, and tools. Drive consistent adoption of CARFAX’s sales process and methodology through sustained, ongoing reinforcement. Champion adoption of the supporting tech stack — CRM, conversation intelligence, enablement platforms — so reps work smarter and sales leaders have the visibility they need to coach effectively.
Build assets and codify best practices. Create and maintain polished, field-ready sales assets — playbooks, battle cards, talk tracks, pitch decks, and process guides. Surface what top performers do differently through field observation, call reviews, and win/loss patterns, and systematically distribute those insights across the sales org.
Partner on the onboarding handoff. Work closely with the Onboarding Lead to ensure a seamless transition from new hire onboarding into ongoing, role-based enablement.
Serve as a strategic partner to sales leadership. Act as a trusted advisor to DBU sales leadership on how to raise seller performance and execution quality. Bring the field’s perspective into internal decisions on process roll-outs, change management, and product launches — ensuring the field is ready to execute before go-to-market, not after.
Collaborate cross-functionally. Partner with Revenue Operations to define and track the KPIs that demonstrate enablement’s impact on pipeline health, conversion rates, and revenue performance. Partner with Marketing on sales assets, messaging, and go-to-market motions — so programs are data-informed and what reps carry into the field is aligned, current, and on-brand.