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Foodsmart is seeking a Director of Commercial Enablement to build and lead a comprehensive enablement function from the ground up. This is a strategic, hands-on role that combines process design, coaching, and cross-functional partnership to scale the commercial organization's effectiveness.
Key Responsibilities:
Account Strategy & Planning: Design and own a standard account strategy framework including segmentation, whitespace mapping, and stakeholder mapping for net-new and existing accounts. Build templates and documentation that define what "good" looks like. Define and manage cadence for account planning reviews (QBRs, renewal planning, strategic reviews) in partnership with sales and account management leadership.
Opportunity Reviews & Deal Strategy: Define and facilitate a consistent opportunity review and deal strategy process across the pipeline from qualification through close. Build deal qualification frameworks and scorecards (e.g., MEDDPICC) in partnership with sales leadership. Run and coach managers to run deal strategy sessions that sharpen win strategy, identify risk, and build close plans on key opportunities.
Forecasting & Pipeline Cadence: Own the end-to-end cadence for forecast and pipeline review meetings, including scheduling, agendas, prep materials, and follow-through. Build and maintain templates and manager prep toolkits. Partner with Commercial Operations to ensure Salesforce dashboards reflect process design. Serve as primary point of contact for process and adoption questions.
Coaching, Training & Education: Design, launch, and manage an ongoing training and education program spanning new-hire onboarding and continuous education (skills, product, industry, competitive). Own certification and enablement roadmap, measuring completion, knowledge retention, and business impact. Select and manage enablement content and tooling (LMS, playbook repositories). Provide hands-on coaching to frontline managers and reps via live deal coaching, call reviews, and skill-building. Build a manager-as-coach framework to scale coaching. Establish regular coaching rhythms and track adoption and impact.
Marketing Partnership: Partner with B2B marketing on campaign planning and launches, ensuring the commercial team has messaging, talk tracks, and follow-up processes. Create feedback loops from sales and account management back to marketing on lead/campaign quality. Align sales plays, battlecards, and objection-handling content with marketing positioning.
Process, Content & Continuous Improvement: Document, standardize, and continuously improve core commercial processes and playbooks (new-logo sales, upsell/cross-sell, renewals). Own a central repository of enablement content, templates, and playbooks. Define and report on enablement KPIs (ramp time, quota attainment, win rate, forecast accuracy, process adoption) to commercial leadership.
You are a builder energized by creating from scratch, a trusted strategic partner to sales and account management leadership, equal parts strategist and hands-on coach. You translate between process and people, making frameworks and playbooks that reps actually want to use. You lead through influence and earn buy-in by being genuinely useful. You are detail-oriented, adaptable, and energized by ambiguity and fast pace.
First-Year Success Metrics: Account planning framework adopted across the book of business with clear quality standards; consistent opportunity review and forecasting cadence with measurable forecast accuracy improvement; live onboarding/ramp and ongoing training program with reduced time-to-productivity; coaching rhythm embedded with managers actively coaching their teams; at least one enablement playbook co-built with B2B marketing to support a campaign launch.
Requirements:
- 7+ years in sales enablement, commercial enablement, sales operations, or sales/account management leadership, ideally in B2B SaaS or healthcare/health tech
- Demonstrated experience designing and running account planning frameworks, opportunity/deal review processes, and forecasting cadences
- Proven track record building and delivering sales training, onboarding, and ongoing education programs
- Strong, demonstrable coaching skills — comfortable coaching both individual reps and frontline managers, one-on-one and in groups
- Experience partnering with marketing to enable campaigns and translate them into pipeline
- Excellent facilitation, written communication, and cross-functional influence skills; able to drive adoption without direct authority
- Working familiarity with Salesforce and enablement or conversation-intelligence tools (e.g., Gong)
Preferred:
- Experience in health tech, digital health, healthcare payer/provider, or telehealth
- Familiarity with a formal sales methodology (e.g., MEDDPICC, Challenger, Command of the Message)
- Coaching or sales-methodology certification
