First Due - Manager, Sales Enablement
Requirements
• Five or more years in B2B SaaS sales, sales enablement, sales engineering, or sales management, including experience directly supporting or owning enablement programs • A track record you can point to: ramp time you reduced, win rates you moved, or a certification program that changed how reps actually sell • Hands-on experience with Gong or a similar platform, modern outbound tooling, LMS platforms, and CRM workflows • Real working fluency with AI. You are already building custom GPTs or similar assistants, automating call review, and using AI for coaching and content, not just reading about it • Field credibility. Reps will trust you faster if you can take the call and run the demo yourself, so a background as a high-performing AE, sales manager, or sales engineer is a strong plus • Experience selling into public safety, healthcare, govtech, or other vertical or regulated markets helps • Comfort with ambiguity. We are moving fast, and you will not get a perfect org chart or a finished tech stack before results are expected • Willingness to identify what's broken across content, tools, and sales execution and then help drive the fix
Responsibilities
• Rep ramp and productivity • You will own time-to-first-deal for new AEs. Onboarding should be built around real pipeline, live customer conversations, and recorded calls, so that new hires are selling early rather than watching slide decks. You'll also build and manage a tiered certification program covering trade-show fluency, demo certification, and full-suite certification, with live evaluated practice at each level. Completing a video course doesn't count as a credential here. • AI-driven coaching at scale • We have more than 30 reps, so ride-alongs alone won't work. We expect you to use AI heavily: call analysis, coaching, content personalization, and rep self-service, built on our current GTM stack. In practice that means managing a coaching loop that surfaces deal risk, demo quality, talk-track adherence, and discovery gaps to each rep and their Regional Sales Director every week. It also means building reusable AI assistants for things like objection handling, battlecards, discovery prep, and account research. Every tool should be tied to an outcome. If something isn't moving win rate, ramp time, or activity quality, we stop paying for it. • Product and competitive fluency • An early and non-negotiable goal: every AE can hold a 15-minute overview conversation across the full product suite at a trade show without a solution consultant in the room. From there, the longer-term work is building the habits that let reps land and expand across RMS, ePCR, scheduling, training, command, and reporting from the first call, supported by competitive playbooks and displacement plays. • Content and sales tools • Audit the existing collateral in your first 60 days. Keep what reps actually use and what converts, and rebuild or retire the rest. Reps should never have to wonder which deck, pricing sheet, or battlecard is current, so part of this job is maintaining a single source of truth. The same standard applies to the tool stack: every tool should have an owner, an adoption target, and a connection to a sales metric. • Partnership with sales leadership • You'll partner closely with sales leadership to identify coaching priorities region by region. A significant part of the job is helping our four Regional Sales Directors become better coaches and ensuring reps receive consistent, actionable coaching. You'll also keep a tight loop with Solution Consulting and Product on demo discipline, sandbox usage, and new-feature enablement so that product launches turn into pipeline quickly.
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