CoLab Software - Field Enablement Coach
Requirements
• Experience in frontline sales leadership, sales enablement, or coaching high-performing B2B sales teams is strongly preferred. • 3–6 years of enterprise AE experience, having carried quota in a complex, multi-stakeholder sale. • Sold at CoLab already, or a willingness to spend a full quarter in the field before assuming the role. • A strong coaching instinct — you can watch a call and diagnose the real problem, not just the surface mechanics, and coach the rep through it 1:1 and in a group. • Comfort facilitating in front of 20–50 reps and holding the room. • An analytical orientation — you can build a scorecard, track trends, and present findings. • Deep fluency in modern sales methodology and qualification frameworks — MEDDPICC and the 3 Whys — and the ability to coach reps to apply them in live deals. • Hands-on experience with Salesforce and a call-recording / conversation-intelligence tool like Gong. • Excellent communication (written/verbal), facilitation skills, and the ability to break down complex topics to easily train stakeholders. • While it’s not required, it’s an added plus if you also have: • A background, degree, or deep understanding of Mechanical Engineering, CAD systems, or PLM data architecture. • Experience with the wider field tech stack — ZoomInfo, Rattle, or Outreach. • Experience incorporating AI productivity tools (like ChatGPT and Claude) into workflows or enablement programming. • Familiarity with additional sales frameworks such as Sandler, Challenger, or Command of the Message. • Prior experience in rapid-growth B2B SaaS, manufacturing tech, or complex enterprise software environments. • Who you’ll partner with: • AE Onboarding Manager — you start working with AEs at Day 30 once certified and take ownership of ongoing performance development from there. • Technical Enablement Specialist — you route the technical objections you surface in call reviews to the Specialist for curriculum updates or targeted coaching. • Product Marketing — you pull updated positioning and market intel into the continuous learning calendar and flag gaps in late-stage collateral. • Revenue Excellence — you escalate reps with continuous performance gaps and feed call-review insights upward for decisions on curriculum and team structure.
Responsibilities
• Run a weekly call-review cadence — reviewing recordings across every deal stage, scoring them against the good/great framework, and surfacing coaching priorities to management. • Operate deal rooms for enterprise opportunities in key stages — joining calls live or async to diagnose what’s stalling and coach the AE on exactly what to do next. • Own the continuous learning calendar — biweekly sessions on sales methodology, objection handling, competitive positioning, and product updates. • Build and maintain the sales mechanics playbook — mutual action plan templates, discovery frameworks, and late-stage objection guides. • Track AE performance trends and flag reps who need targeted coaching before issues compound. • Stay close to live selling yourself, credible enough that reps respect your coaching because you can do the job — not just talk about it. • What success looks like: • Late-stage conversion rate across the enterprise segment improves quarter over quarter. • AEs spend less time stalled in deal stages past expected benchmarks. • 100% of AEs receive at least one structured coaching touchpoint every month. • Continuous learning sessions hit 80%+ attendance with measurable knowledge retention. • The sales playbook is continuously used — tracked through the LMS and rep feedback, not just created.
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