The Role
The Senior Manager, Sales Strategy & Enablement is a strategic and hands-on leader responsible for strengthening how Metergy plans, manages and executes sales across Canada and the United States.
Reporting to the Vice President, Sales Enablement, this role owns core sales operations processes, including forecasting, pipeline governance, performance reporting and sales systems business requirements. The role also advances MEDDICC adoption, seller effectiveness, pricing insights and targeted pipeline development.
Working closely with Sales, Marketing, Finance, Operations and Client Success, the successful candidate will turn data into action, improve commercial workflows and build visibility from opportunity creation through contracted meters and revenue activation. Leadership is exercised through process ownership and cross-functional influence, with sales leaders retaining accountability for sales results and forecast commitments.
Responsibilities
Sales forecasting and performance management:
- Own the sales forecasting process, including forecast definitions, submission cadence, consolidation and accuracy reporting; partner with sales leaders to identify deal risks, timing changes and gaps against targets.
- Coordinate pipeline reviews, monthly performance reviews and quarterly business reviews, providing actionable insights and tracking agreed actions with accountable owners.
- Build consistent dashboards and performance measures covering pipeline coverage, conversion, win rates, sales cycle, activity, productivity and opportunity progression across markets and customer segments.
Sales planning and commercial insights:
- Partner with Sales leadership and Finance on annual sales planning, target and quota allocation, territory design, account coverage and sales capacity assumptions.
- Use market intelligence, competitive insights and customer data to identify whitespace opportunities, strengthen segmentation and prioritize accounts and markets.
- Develop pricing and deal economics analysis to inform commercial decisions; coordinate pricing exception and deal approval workflows within established approval authorities.
- Support incentive-plan design and coordinate sales crediting, attainment reporting and commission validation with Sales leadership, Finance and People & Organization.
Sales processes and revenue visibility:
- Standardize and improve workflows from lead assignment and qualification through proposals, approvals, contracting and handoff to Operations and Client Success.
- Partner with Operations and Finance to track contracted meters, backlog movement, implementation milestones and expected activation dates, distinguishing sales bookings forecasts from revenue realization forecasts.
- Identify process bottlenecks and risks to implementation or revenue timing, coordinate corrective actions and improve the completeness and timeliness of commercial handoffs.
Sales systems and data governance:
- Own sales business requirements, data standards, opportunity-stage definitions, required fields and reporting definitions in Salesforce; establish pipeline hygiene and data quality controls.
- Lead the sales technology improvement roadmap and adoption of Salesforce, Gong, Power BI, LinkedIn Sales Navigator and related tools, partnering with IT and system administrators on configuration and integrations.
- Apply automation and AI to improve seller productivity, prospecting and reporting, with appropriate data access controls and validation of outputs.
Sales enablement and pipeline development:
- Drive MEDDICC adoption through practical playbooks, opportunity reviews and training; partner with sales managers to embed consistent qualification and deal execution.
- Coordinate seller onboarding and ongoing training on sales processes, systems and methodology; measure adoption, proficiency and time to productivity.
- Partner with Marketing and Sales on targeted outbound and account-based campaigns, contributing account prioritization, lead data, routing and performance analysis while Marketing leads campaign messaging and creative development.
- Measure lead conversion, qualified pipeline creation and campaign contribution to sales outcomes, using findings to refine targeting and follow-up.
Cross functional leadership and continuous improvement:
- Translate business priorities into a practical sales operations and enablement roadmap with the Vice President, Sales Enablement, balancing strategic improvements with day-to-day execution.
- Lead cross-functional initiatives with clear owners, milestones and measures of success; drive change adoption and recommend improvements based on results and seller feedback.
What You’ll Bring
- Bachelor’s degree in Business, Commerce, Analytics or a related field, or equivalent relevant experience.
- 5+ years of progressive experience in Sales Operations, Revenue Operations, Commercial Operations or Sales Enablement, including ownership of core sales operations processes.
- Demonstrated experience managing forecasting, pipeline governance, CRM data quality and sales performance reporting; experience supporting annual sales planning is strongly preferred.
- Experience supporting complex B2B sales with long sales cycles and multiple stakeholders; knowledge of utilities, energy, submetering or real estate is an asset.
- Strong analytical and commercial skills, including the ability to translate sales, pricing and market data into clear recommendations and decisions.
- Hands-on proficiency with Salesforce, Power BI and Microsoft Excel, with experience defining business requirements and driving adoption of sales technology. Familiarity with Gong and LinkedIn Sales Navigator is an asset.
- Experience implementing sales methodologies and enablement programs; MEDDICC experience is preferred.
- Proven ability to lead cross-functional improvements, influence stakeholders and communicate effectively with sales teams and executives.
- Experience with territory planning, incentive compensation, deal approvals or targeted pipeline development is an asset.
- Ability to prioritize competing demands and combine strategic thinking with hands-on execution.
