GTM Strategy & Operations Lead

Francisco Partners; Raleigh (NC); On-site; USD 95,000 - 135,000; Full time

Job summary

Veradigm is seeking a Sales Enablement Manager to lead onboarding, coaching, and content for SDRs, AEs, and sales leadership across pharma commercial teams and health plan segments. The role focuses on building scalable programs and tools that reflect real buyer differences, not one-size-fits-all enablement.

You will own the content library, develop persona-based messaging, and implement MEDDIC in Gong and HubSpot while partnering cross-functionally with Product, Marketing, and RevOps to drive

Responsibilities

• Build a structured, repeatable coaching framework for frontline managers to run with SDRs and AEs
• Use Gong data to identify skill gaps: talk ratios, discovery depth, objection handling, multi-threading
• Run group coaching sessions (call reviews, roleplay, win/loss debriefs) tied to specific competencies
• Coach the coaches: help managers develop their own coaching skills so the program scales
• Own the sales content library, keeping it organized, current, and used
• Build role‑specific playbooks: SDR talk tracks and outbound sequences, AE discovery and demo frameworks, objection handling guides, competitive battlecards, and stakeholder maps for buying committees
• Develop persona‑based messaging across the stakeholders in a typical deal
• Build ROI and value frameworks that help AEs navigate budget conversations
• Maintain a living competitive intelligence resource
• Own the sales methodology (MEDDIC) and ensure it's embedded in Gong, playbooks, and coaching
• Audit deal quality using Gong and HubSpot data to spot where deals stall or get lost
• Build SDR‑to‑AE handoff standards so context transfers cleanly
• Define the metrics that demonstrate enablement impact: ramp time, quota attainment, win rate, deal velocity, SDR‑to‑SQL conversion, coaching frequency
• Build dashboards or reporting cadences that connect enablement activity to business outcomes
• Run win/loss analysis and share insights with sales leadership, product, and marketing
• Track content engagement and training completion; cut what isn't working, double down on what is
• Partner with Product on release enablement so reps can speak to new features before they go live
• Align with Marketing on campaign plays, ICP definition, and field‑ready messaging
• Work with RevOps to connect enablement data to pipeline and revenue outcomes
• Support Sales leadership with QBR prep, territory planning materials, and strategic initiative rollouts
• Design and own the new hire program for SDRs and AEs, covering product knowledge, buyer personas, competitive landscape, and sales process
• Build role‑specific ramp plans with clear milestones and time‑to‑productivity benchmarks
• Create certification programs to validate readiness before reps go live (cold call roleplay, demo certification, discovery call assessment)
• Partner with sales leadership to ensure onboarding reflects how top performers actually sell, not just what's in the slide deck
• Continuously update onboarding content as the product, market, and ICP evolve
• Veradigm believes in empowering our associates with the tools and flexibility to bring the best version of themselves to work and to further their professional development. Together, we are In the Network.

Skills

Gong analytics

Sales coaching

MEDDIC

Enablement strategy

Tools

Gong

HubSpot

Job description

About the Role

We're hiring a Sales Enablement Manager to support our sales teams. This person will own onboarding, coaching, and content for SDRs, AEs, and sales leadership across both segments — building the programs and tools that help reps sell effectively into two distinct and complex buyers.

This role requires someone who can hold two markets in their head simultaneously and build programs that reflect the real differences between selling to a pharma commercial team and a health plan's clinical leadership. One-size-fits-all enablement won't cut it here.

Responsibilities

Coaching & Skill Development

• Build a structured, repeatable coaching framework for frontline managers to run with SDRs and AEs
• Use Gong data to identify skill gaps: talk ratios, discovery depth, objection handling, multi-threading
• Run group coaching sessions (call reviews, roleplay, win/loss debriefs) tied to specific competencies
• Coach the coaches: help managers develop their own coaching skills so the program scales

Content & Playbooks

• Own the sales content library, keeping it organized, current, and used
• Build role‑specific playbooks: SDR talk tracks and outbound sequences, AE discovery and demo frameworks, objection handling guides, competitive battlecards, and stakeholder maps for buying committees
• Develop persona‑based messaging across the stakeholders in a typical deal
• Build ROI and value frameworks that help AEs navigate budget conversations
• Maintain a living competitive intelligence resource

Sales Process & Methodology

• Own the sales methodology (MEDDIC) and ensure it's embedded in Gong, playbooks, and coaching
• Audit deal quality using Gong and HubSpot data to spot where deals stall or get lost
• Build SDR‑to‑AE handoff standards so context transfers cleanly

Measurement & Reporting

• Define the metrics that demonstrate enablement impact: ramp time, quota attainment, win rate, deal velocity, SDR‑to‑SQL conversion, coaching frequency
• Build dashboards or reporting cadences that connect enablement activity to business outcomes
• Run win/loss analysis and share insights with sales leadership, product, and marketing
• Track content engagement and training completion; cut what isn't working, double down on what is

Cross-Functional Partnership

• Partner with Product on release enablement so reps can speak to new features before they go live
• Align with Marketing on campaign plays, ICP definition, and field‑ready messaging
• Work with RevOps to connect enablement data to pipeline and revenue outcomes
• Support Sales leadership with QBR prep, territory planning materials, and strategic initiative rollouts

Onboarding & Ramp

• Design and own the new hire program for SDRs and AEs, covering product knowledge, buyer personas, competitive landscape, and sales process
• Build role‑specific ramp plans with clear milestones and time‑to‑productivity benchmarks
• Create certification programs to validate readiness before reps go live (cold call roleplay, demo certification, discovery call assessment)
• Partner with sales leadership to ensure onboarding reflects how top performers actually sell, not just what's in the slide deck
• Continuously update onboarding content as the product, market, and ICP evolve

Enhancing Lives and Building Careers

Veradigm believes in empowering our associates with the tools and flexibility to bring the best version of themselves to work and to further their professional development. Together, we are In the Network.

Take a look at our Culture, Benefits, Early Talent Program, and Additional Openings.

Visa Sponsorship is not offered for this position.

At Veradigm, our greatest strength comes from bringing together talented people with diverse perspectives to support the needs of healthcare providers, life science companies, health plans, and the patients they serve. The Veradigm Network is a dynamic, open community of solutions, external partners, and cutting‑edge artificial intelligence technologies that provide advanced insights, technology, and data‑driven solutions. Veradigm offers a comprehensive compensation and benefits package, including holidays, vacation, medical, dental, and vision insurance, company paid life insurance and retirement savings.

Veradigm’s policy is to provide equal employment opportunity and affirmative action in all of its employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category. Applicants for North American based positions with Veradigm must be legally authorized to work in the United States or Canada. Verification of employment eligibility will be required as a condition of hire. Veradigm is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse and inclusive workforce.

From a \"VEVRAA Federal Contractor\" We request Priority Referral of Protected Veterans

Compensation for this job is subject to market conditions, geographic considerations, the candidate's unique skills and experience, state and local laws, and budget. Our commitment to pay transparency is a testament to our dedication to creating a fair, equitable, and inclusive workplace. By continuously analyzing market trends, staying abreast of changes in state laws, and making budgetary adjustments accordingly, we strive to ensure that our compensation practices reflect the value we place on our associates' unique contributions and support their professional growth.