Position Purpose
The AVP of Sales Enablement is a strategic leadership role responsible for driving sales performance across the entire sales organization. This individual will own the end-to-end enablement strategy - spanning new hire onboarding, process adoption, sales training, leadership development, and team growth - across multiple regions (North America, EMEA, APAC) and business units including Info-Tech (IT) and Vendor Services. Reporting directly to the SVP of Commercial Operations, the role carries full accountability for ensuring sales teams have the training, tools, processes, and coaching needed to achieve and exceed targets.
Key Responsibilities
Rep & New Hire Productivity & Training
- Own the design, delivery, and continuous improvement of the new hire onboarding program to drive productivity within 90–120 days.
- Equip the sales organization with the tools, content, and information necessary to drive consistent performance across all segments.
- Develop and deliver training to enhance core sales competencies including retention, acquisition, objection handling, and solution selling.
- Build and execute Quarterly Training Plans tailored to each department: Acquisition, Engagement/Field, International, and Vendor Services.
Process Adoption & Improvement
- Through the enablement team and dedicated support programs, ensure the sales organization adopts the right processes to drive sales excellence.
- Review, document, and propose improvements to current processes that give time back to sales, enhance reporting, and advance sales performance.
- Develop and execute communication / change management plans for significant projects, ensuring adoption across every sales department.
- Lead project management for significant sales-oriented initiatives, minimizing duplication of efforts across the organization.
Leadership Coaching & Development -
- Establish and manage coaching programs for sales leaders to support their personal and professional development.
- Partner with the Senior Leadership Team to identify and address key areas of development for their respective leaders (e.g., adoption of Sales Management Cadence).
- Develop and launch a High-Potential (HIPO) program to build the organization’s leadership pipeline.
- Create and deliver a structured director onboarding program for all new leaders joining the organization.
Enable Team & Personal Development -
- Lead and develop a high-performing, multi-regional sales enablement team spanning Directors, Managers, Specialists, and Operations roles.
- Drive personal development for each team member, ensuring they leverage allocated resources and bring outside best practices into the organization.
- Support and develop enablement programs for international regions (APAC & EMEA) and Vendor Services.
- Foster cross-departmental collaboration and knowledge-sharing to scale best practices across the sales organization.
Team Leadership
This role directly manages a team of approximately 8 professionals. A successful candidate will be expected to coach, develop, and hold accountable a diverse team delivering onboarding, training, content development, leadership coaching, call monitoring, and systems/operations support.
Key Selection Criteria -
Education and Experience
- Bachelor’s degree in Business, Communications, Education, or a related field.
- Minimum 7–10 years of progressive experience in sales enablement, sales operations, or a related function, with at least 3 years in a senior leadership role
- Demonstrated track record of designing and scaling onboarding, training, and enablement programs that measurably improve sales productivity.
- Experience leading cross-functional projects in a matrixed, multi-department sales organization.
Preferred Qualifications -
- Strong business acumen with a solid understanding of sales economics, KPIs, and the IT/advisory services landscape.
- Proven ability to build and execute quarterly sales plans aligned with company objectives and data-driven insights.
- Experience with LMS platforms, content development tools (Articulate, PitchMonster), and CRM systems (Salesforce preferred).
- Knowledge of AI-driven enablement strategies for onboarding, content creation, and operational efficiency.
- Exceptional communication, stakeholder management, and change management skills.
- Self-aware, self-motivated leader with a coaching mindset and an understanding of personal strengths and areas for development.
- Experience in an advisory, information services, and/or business services organization.
Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.
