Lead, Sales Success & Development

SHRM is a member-driven catalyst for creating better workplaces where people and businesses thrive together. As the trusted authority on all things work, SHRM is the foremost expert, researcher, advocate, and thought leader on issues and innovations impacting today’s evolving workplaces. With nearly 340,000 members in 180 countries, SHRM touches the lives of more than 362 million workers and their families globally.

Summary

Leads and supports the strategy, design, implementation, and continuous improvement of enterprise sales enablement, onboarding, and training programs that increase sales effectiveness, accelerate seller productivity, and drive revenue growth. Partners with Sales Leadership and cross-functional teams to develop scalable learning experiences, enablement programs, tools, and performance insights that equip sellers to successfully engage customers throughout the omni-channel buying journey. Owns the end-to-end seller development experience—from onboarding through ongoing skill development—to ensure consistent execution, faster ramp times, and sustained sales performance.

Responsibilities

• Lead the strategy, design, implementation, and continuous improvement of sales enablement, onboarding, and training programs that increase sales productivity and support organizational growth objectives.

• Own the end-to-end seller onboarding experience, including onboarding curriculum, certification programs, role-based learning paths, and structured 30-, 60-, and 90-day ramp plans that accelerate time-to-productivity.

• Design, develop, and deliver engaging instructor-led, virtual, and self-paced sales training programs that strengthen product knowledge, consultative selling skills, sales methodology adoption, and customer engagement.

• Partner with Sales Leadership to identify capability gaps, prioritize learning and enablement initiatives, and develop solutions that improve seller performance across all stages of the sales cycle.

• Create and maintain sales playbooks, knowledge resources, job aids, competitive intelligence, and enablement content that supports consistent execution and reinforces learning in the flow of work.

• Lead initiatives to identify target prospects, market opportunities, and sales pipeline improvements that support business development objectives.

• Develop scalable enablement frameworks that support new product launches, sales process changes, messaging updates, and evolving customer needs.

• Establish and manage a repeatable process for measuring the effectiveness of onboarding, training, and enablement initiatives through key performance indicators including ramp time, learning adoption, certification completion, sales productivity, quota attainment, and seller feedback.

• Utilize data, analytics, customer insights, and performance trends to evaluate program effectiveness and recommend continuous improvements to training, onboarding, and enablement strategies.

• Partner with HR, Marketing, Product, Customer Success, Salesforce Leader and Sales Leadership to build a strong sales talent pipeline, support career development, and create best-in-class learning and enablement experiences.

• Serve as a trusted advisor to sales leaders by providing coaching frameworks, enablement strategies, learning recommendations, and performance insights that improve individual and team effectiveness.

• Foster a culture of continuous learning, coaching, innovation, collaboration, and accountability by ensuring sellers have the knowledge, skills, tools, and support needed to succeed throughout their careers.

Education & Experience Requirements

Education

• Bachelor’s degree Business, Marketing, Communications, Organizational Development, Education, or a related field; or relevant, equivalent experience in lieu of degree.

Experience

• Seven (7) or more years of progressively responsible experience in sales enablement, sales operations, sales leadership, business development, or related commercial functions.

• Experience designing and implementing sales enablement programs within complex, multi-channel organizations.

• Experience utilizing Salesforce or other CRM platforms, sales enablement technologies, learning management systems, reporting tools, and sales analytics to improve sales performance.

• Demonstrated success designing, implementing, measuring, and continuously improving sales enablement strategies, programs, and learning experiences through the use of key performance indicators (KPIs), adoption metrics, and sales performance outcomes.

Certifications - NA

Knowledge, Skills & Abilities

• Strong understanding of modern sales methodologies, customer engagement strategies, and omni-channel selling environments.

• Proven ability to influence and coach sales professionals and sales leaders without direct authority.

• Ability to build strong collaborative relationships across Sales, Marketing, Learning & Development, Talent Management, Recruiting, and other business functions.

• Strong analytical skills with the ability to translate sales data and performance metrics into actionable insights, dashboards, presentations, and recommendations.

• Excellent written, verbal, facilitation, instructional, and presentation skills.

• Demonstrated creativity, initiative, and continuous improvement mindset.

• Strong project management, organizational, and change management skills.

• Ability to effectively leverage artificial intelligence (AI) tools and technologies to streamline workflows, enhance productivity, and improve overall work quality.

Physical Requirements

This position operates in a typical office environment (which includes a home office setting) and requires the ability to perform essential job functions with or without reasonable accommodation. Physical requirements may include:

• Prolonged periods of sitting at a desk and working on a computer.

• Frequent use of hands and fingers for typing, handling documents, and using office equipment.

• Occasional standing, walking, bending, and reaching.

• Ability to lift and carry up to 30 pounds as needed.

• Clear verbal and written communication skills for effective interaction with colleagues and stakeholders.

Work Environment

Fully Remote:

Employees must be available during standard business hours, with core hours beginning between 8:00–9:00 a.m. and concluding between 5:00–6:00 p.m.

Travel: Occasional 0 – 10%

#LI

The hiring range for this position is $100,000 to $128,000 per year. This range is an estimate, and the actual salary may vary based on the candidate's experience, skills, and qualifications. SHRM offers a competitive and comprehensive total rewards package. The benefits for this position include professional growth and development, health, dental, vision, well-being, health savings, flexible spending, retirement, open leave, and annual discretionary bonus and incentives.

Our employment practices are in accordance with the laws that prohibit discrimination against qualified individuals on the basis of race, religion, color, gender, age, national origin, physical or mental disability, genetic information, veteran’s status, marital status, gender identity and expression, sexual orientation, or any other status protected by applicable law.

SHRM is an equal opportunity employer (Minority/Female/Disabled/Veteran).

We do not sponsor applicants for work visas.

Job Details

Job Family Sales

Job Function Business Development & Support Functions

Pay Type Salary