Senior Manager/Associate Director, Learning and Development (Sales & Leadership Enablement)

PubMatic•New York, NY

49d•Hybrid

About The Position

This is a hands-on enablement role focused on execution, not theory. You will take unstructured inputs from across the business and turn them into usable programs, content, and training that drive adoption and performance. Inputs will not always be structured. You are expected to bring clarity, move quickly, and deliver outcomes. This role sits within PubMatic University (Learning & Development) and supports enablement across global go-to-market teams. You will partner with Sales, PMM, HR, and cross-functional leaders to build and run enablement that scales across both sales effectiveness and leadership development. A core focus of this role is enabling managers to act as force multipliers for learning. Managers should be equipped to identify gaps, access the right tools and resources, coach their teams effectively, and drive adoption of enablement programs that impact both revenue performance and professional development. This role requires a balance of stakeholder leadership and hands-on execution. You are expected to personally build and deliver enablement assets and programs, not just oversee them.

Requirements

7+ years of experience in sales enablement, learning & development, or related roles
Demonstrated track record of personally building enablement content and training, not just leading or overseeing programs
Experience supporting sales teams and enabling frontline managers to coach and develop their teams
Familiarity with coaching and feedback frameworks (SBI, ACE, or similar)
Comfortable working with ambiguous inputs and limited direction
Strong bias toward execution and speed over perfection
Willing to take ownership outside of defined scope and solve problems without being asked
Able to operate with senior stakeholders while remaining hands-on
Open to using and applying AI tools in day-to-day workflows
Sales enablement experience (familiarity with Challenger, MEDDPICC, or similar)
Experience building leadership development or manager training programs
Experience creating training content and managing programs end-to-end
Familiarity with LMS platforms and content development
Strong project management skills and ability to manage multiple priorities
Clear communication and ability to work across teams
Comfortable working across systems such as LMS platforms, CRM (Salesforce), and enablement tools (Seismic)

Nice To Haves

Experience with Seismic, Salesforce, Synthesia, Notion, and Microsoft Office Suite
Exposure to onboarding or leadership development programs
Experience working in fast-paced or scaling organizations

Responsibilities

Own and execute enablement programs
Personally create and deliver enablement content (training modules, decks, playbooks), not just manage or delegate program work
Take ownership of key programs such as Pitch Practice, onboarding, and manager enablement initiatives
Manage timelines, deliverables, and iteration cycles
Run programs end-to-end, including personally building core content and materials required for delivery
Partner with Sales, PMM, HR, and business leaders to gather inputs
Convert inputs into training modules (Seismic, Synthesia), sales content (playbooks, decks, guides), and manager enablement materials and facilitator guides
Challenge unclear or low-quality inputs and shape them into usable outputs
Develop product and sales training in partnership with PMM
Design programs that equip managers to identify performance gaps and coach their teams using available tools, resources, and data
Build manager-focused assets such as coaching guides, reinforcement plans, and team-based learning activities
Enable managers to drive adoption of enablement programs within their teams, not rely on centralized training alone
Design and deliver leadership development programs for managers using frameworks such as SBI (Situation–Behavior–Impact) or ACE (Action–Coaching–Effect)
Contribute to programs such as the Hunter framework
Reuse and adapt existing content instead of starting from scratch
Design programs that can be replicated across regions and teams
Build repeatable playbooks, templates, and frameworks to reduce one-off work
Convert live training into scalable formats (on-demand, LMS, AI-driven content)
Partner with global stakeholders to adapt and scale programs for regional needs, including building from scratch when needed
Work with multiple parts of the organization including but not limited to, Sales & Support, PMM, and HR
Participate in stakeholder conversations early on, with opportunity to lead over time
Align outputs to business needs and priorities