Sr. Manager, Commercial Enablement

Inmar Intelligence•Chicago, NC

1d•$92,762 - $154,603

About The Position

The Sr. Manager, Commercial Enablement leads the strategy, operating model, execution, adoption and continuous improvement of the Commercial Conversations capability path for Customer Growth. This leader is responsible for strengthening the quality of customer interactions across discovery, value-based selling, business impact storytelling, negotiation, objection handling and closing. The Sr. Manager also serves as the business owner for Gong, embedding revenue intelligence and AI into commercial workflows, coaching and learning to accelerate adoption, improve execution and create measurable business impact. The role partners across Sales Leadership, Client Success, Marketing, Product, Revenue Operations, IT and other functions to connect learning, technology, customer intelligence and commercial performance.

Requirements

Bachelor's degree; or equivalent combination of education, experience and training.
7+ years of progressive experience in sales enablement, commercial learning, revenue enablement, sales effectiveness, commercial operations or a related discipline, including leadership of complex cross-functional initiatives.
Demonstrated expertise in sales methodology, manager coaching, behavior change, change management and commercial capability development.
Experience leading enterprise technology adoption or operating models and translating technology capabilities into repeatable business workflows.
Strong analytical, executive communication, influence and stakeholder-management skills; demonstrated ability to connect adoption and behavior measures to business outcomes.

Nice To Haves

Experience with Gong or another revenue/conversation intelligence platform, including implementation, governance, enablement or optimization.
Experience in CPG, Retail, Retail Media, Media, Martech or another complex B2B commercial environment.
Experience with CRM, sales enablement platforms, AI-enabled commercial tools and Voice of Customer or customer-intelligence programs.

Responsibilities

Own the Commercial Conversations learning strategy and roadmap, defining the capabilities, behaviors and reinforcement required to improve the quality and consistency of customer interactions.
Design scalable learning systems for discovery, value-based selling, business impact storytelling, negotiation, objection handling, closing and other priority commercial skills.
Partner with Sales Leadership and Client Success leaders to embed commercial conversation standards into manager coaching, seller development, opportunity execution and the rhythm of the business.
Apply adult learning and change-management principles to create scenario-based practice, coaching, reinforcement and role-specific learning experiences that drive behavior change.
Establish measures of seller confidence, behavior adoption, coaching effectiveness, customer outcomes and commercial performance; use insights to continuously improve the path.
Serve as business owner for Gong, accountable for the operating model, adoption, governance, training, optimization and ongoing value realization across Customer Growth.
Translate Gong capabilities into prescriptive, role-based workflows for sellers, managers and cross-functional partners, embedding the platform into preparation, customer conversations, follow-up, coaching and opportunity management.
Partner with Sales Leadership to embed scorecards, playbooks, call evaluation, AI-supported self-coaching and evidence-based manager coaching into commercial routines.
Lead cross-functional governance with Revenue Operations, IT, Marketing, Product, Client Success and other stakeholders on platform priorities, configuration, integrations, data quality, use cases and enhancements.
Use Gong customer-interaction data to strengthen learning and surface Voice of Customer, competitive, product and market insights to appropriate partners.
Monitor adoption and usage, identify barriers and opportunities, and maintain a prioritized roadmap that maximizes business value from the platform and its evolving AI capabilities.
Partner with the Sr. Manager responsible for Product and Industry Expertise to create one connected Commercial Learning experience across all three capability paths.
Help govern sequencing, readiness and the commercial learning calendar so learning is designed into initiatives early and major launches include reinforcement and measurable adoption plans.
Establish reporting that connects learning and Gong adoption to relevant measures such as methodology adherence, coaching activity, ramp time, pipeline and revenue outcomes, and cross-functional use of customer intelligence.
Provide senior leaders with clear recommendations on capability gaps, adoption risks, commercial execution trends and opportunities for continuous improvement.