Senior Director of Commercial Enablement

Idexx•Westbrook, ID

5d•Hybrid

About The Position

As a Senior Director of Commercial Enablement, you will direct Commercial Enablement activities, providing systems, tools, processes, and programs that support Sales Professionals and Commercial teams globally. You’ll lead the development and execution of strategies to improve sales productivity, standardize workflows, and enhance the effectiveness of customer engagement across the commercial organization. The Senior Director of Commercial Enablement partners closely with Sales Leadership on sales goaling and incentive compensation strategies. Your work in this role helps align commercial behaviors with business objectives and drive performance. Your decisions will have a significant impact on sales productivity, customer engagement, and commercial performance across the organization. You will shape long-term strategy for enablement innovation, talent development, and operating efficiency, with measurable impact on Sales. In this role: You will direct and control the activities of Commercial Enablement through a team of leaders, while also contributing directly to key strategic and operational initiatives. You will operate with a high degree of independence and regularly interact with senior and executive leadership. You will lead the development and execution of strategies to improve sales productivity and effectiveness, including simplifying and standardizing workflows across sales planning, engagement, and deal execution, enhancing access to customer and business intelligence, and increasing customer-facing time for sales professionals. You will align and integrate systems, data, and processes including consistent data governance practices to enable trusted, enterprise-wide insights across Sales, Marketing, IT, Finance, and Analytics to support a consistent and scalable commercial operating model. You will champion innovation in commercial enablement through the integration of AI-enabled insights, advanced analytics, and scalable digital solutions to drive data-informed decision making, increase efficiency, and optimize the sales professional experience, while building a high-performing, future-ready enablement function with a strong focus on talent development, capability building, and organizational health. You will build strong relationships with leaders across the organization to drive alignment, influence prioritization of Sales and Marketing efforts based on customer engagement insights and highest-value opportunities, and ensure coordinated execution across the commercial ecosystem. You will lead the continued evolution of Commercial Enablement capabilities through the use of advanced technologies, including AI-enabled solutions, to improve usability, streamline processes, and support data-driven decision making. You will partner with Sales Leadership to develop sales goaling and incentive compensation strategies and drives execution, ensuring alignment with business objectives, sales priorities, and desired behaviors to drive performance and growth. You will develop and manage the operating plan for Commercial Enablement, including budget, staffing, and technology investments required to execute strategic priorities. You will build and develop a high-performing Commercial Enablement organization, including defining critical capabilities, investing in upskilling (e.g., data literacy, AI fluency), and ensuring strong engagement, succession planning, and bench strength across the function. You will communicate Commercial Enablement strategy, progress, and performance to senior and executive leadership, translating complex data and initiatives into clear business narratives that inform decision making. You will maintain awareness of industry developments, technologies, and best practices.

Requirements

10+ years of progressive experience in commercial enablement, sales operations, or a related commercial function, with at least 5 years in a people leadership role
Bachelor’s degree or equivalent combination of education and experience
Proven leadership experience directing complex, cross-functional business initiatives
Strategic thinking and ability to develop and execute business and operational strategies
Strong ability to work collaboratively across Sales, Marketing, IT, Finance, and Analytics
Experience leading system, process, or enablement transformations in a commercial environment, including leveraging AI, automation, or advanced analytics to drive commercial insights and operational efficiency
Experience with Sales Goaling, Incentive Compensation, or performance management frameworks
Strong analytical and problem-solving skills with ability to translate insights into action
Ability to influence and lead within a matrix organization, including experience with change management and leadership in driving adoption of new ways of working
Ability to translate complex commercial data and strategies into clear narratives for executive audiences
Experience building and developing high-performing teams, including coaching leaders and fostering innovation and continuous learning
Demonstrated ability to drive change and improve business performance

Responsibilities

Direct and control the activities of Commercial Enablement through a team of leaders, while also contributing directly to key strategic and operational initiatives.
Operate with a high degree of independence and regularly interact with senior and executive leadership.
Lead the development and execution of strategies to improve sales productivity and effectiveness, including simplifying and standardizing workflows across sales planning, engagement, and deal execution, enhancing access to customer and business intelligence, and increasing customer-facing time for sales professionals.
Align and integrate systems, data, and processes including consistent data governance practices to enable trusted, enterprise-wide insights across Sales, Marketing, IT, Finance, and Analytics to support a consistent and scalable commercial operating model.
Champion innovation in commercial enablement through the integration of AI-enabled insights, advanced analytics, and scalable digital solutions to drive data-informed decision making, increase efficiency, and optimize the sales professional experience, while building a high-performing, future-ready enablement function with a strong focus on talent development, capability building, and organizational health.
Build strong relationships with leaders across the organization to drive alignment, influence prioritization of Sales and Marketing efforts based on customer engagement insights and highest-value opportunities, and ensure coordinated execution across the commercial ecosystem.
Lead the continued evolution of Commercial Enablement capabilities through the use of advanced technologies, including AI-enabled solutions, to improve usability, streamline processes, and support data-driven decision making.
Partner with Sales Leadership to develop sales goaling and incentive compensation strategies and drives execution, ensuring alignment with business objectives, sales priorities, and desired behaviors to drive performance and growth.
Develop and manage the operating plan for Commercial Enablement, including budget, staffing, and technology investments required to execute strategic priorities.
Build and develop a high-performing Commercial Enablement organization, including defining critical capabilities, investing in upskilling (e.g., data literacy, AI fluency), and ensuring strong engagement, succession planning, and bench strength across the function.
Communicate Commercial Enablement strategy, progress, and performance to senior and executive leadership, translating complex data and initiatives into clear business narratives that inform decision making.
Maintain awareness of industry developments, technologies, and best practices.