Remote Commercial Enablement Lead

Norstella; Columbus (OH); Remote; USD 110,000 - 160,000; Full time

Benefits offered by this job

Medical and Prescription Drug Benefits

Health Savings Accounts (HSA) or Flex

Dental & Vision Benefits

Basic Life and AD&D Benefits

401k Retirement Plan with Company Map

Company Paid Short & Long-Term Disab

Paid Parental Leave

Paid Time Off & Company Holidays

Job summary

Norstella is seeking a Commercial Enablement Manager to translate BU priorities into field-ready programs across Sales, Customer Success, and Solution Consulting. You will partner with CROs and leaders to diagnose performance gaps, design actionable enablement plans, and drive adoption with measurable impact.

Reporting to the VP, this role emphasizes practical, scalable enablement, content and tools, and an enterprise capability mindset. A revenue-focused background and AI fluency are key assets.

Qualifications

• 5 to 8+ years of experience in Commercial Enablement, Revenue Enablement, GTM Enablement, Sales Readiness, Sales Training, or a closely adjacent role with ownership of field execution or capability outcomes.
• Demonstrated experience supporting complex B2B commercial teams across multiple functions such as Sales, Customer Success, Solution Consulting, Account Management, and Sales Development.
• Proven ability to translate GTM strategy into practical sales motions, launch readiness plans, learning experiences, tools, and reinforcement that commercial teams use.
• Experience identifying performance or capability gaps and converting those findings into prioritized plans with clear outcomes and measures.
• Strong cross-functional leadership and stakeholder management skills, including the ability to influence senior commercial leaders in a matrixed environment.
• Demonstrated experience with skills frameworks, certification, coaching, onboarding, or continuous learning programs that are trusted by the field and its leaders.
• Ability to balance strategic thinking with hands-on program execution, project management, facilitation, communication, and change management.
• Active practitioner of AI tools in a commercial or enablement context, with the ability to help field teams build practical AI fluency and improve day-to-day performance.
• Ability to present enablement plans, field insights, performance data, and recommendations to senior commercial audiences.

Responsibilities

• Commercial Performance Partnership & BU Alignment
• Act as the primary Commercial Enablement partner to assigned Business Units, portfolios, or commercial functions, building trusted relationships with CROs, sales leaders, and functional leaders while following enterprise enablement standards.
• Partner with commercial leaders to identify the business problem, performance gap, target audience, and desired outcome before committing enablement resources.
• Surface field insights, capability gaps, adoption risks, and execution barriers using performance data, field observation, and direct conversation with commercial teams.
• Participate in commercial planning, pipeline reviews, QBRs, talent discussions, and operating rhythms where enablement can materially improve execution and results.
• Protect seller time by prioritizing work that is practical and tied to real commercial needs.
• GTM Strategy & Field Execution
• Translate GTM strategy into executable sales motions, value narratives, playbooks, messaging, tools, and role-specific guidance that support pipeline generation, deal progression, account growth, retention, and expansion.
• Lead field readiness for product launches, portfolio changes, strategic initiatives, and process updates so commercial teams know what is changing, why it matters, and how to act.
• Own the enablement plan from intake and scoping through build, delivery, reinforcement, adoption, and measurement, working within the Commercial Enablement operating model.
• Partner with Product Marketing, Revenue Operations, Solution Consulting, Customer Success, Sales Development, and business leaders to align content, process, systems, and manager reinforcement.
• Represent the voice of the field in GTM planning and post-launch retrospectives and translate feedback into clear recommendations and continuous improvement actions.
• Commercial Readiness, Skills & Certification
• Apply and evolve Norstella's Commercial Skills Framework within assigned teams so role expectations are clear, measurable, and specific to how each commercial function creates value.
• Build skills development into active enablement efforts and decide what should be addressed through practice, coaching, certification, content, process, or manager reinforcement.
• Support the design and operation of commercial certification programs so certification reflects demonstrated field capability.
• Design practical workshops, practice experiences, coaching frameworks, and reinforcement plans that help commercial teams apply skills in real customer and deal situations.
• Treat AI fluency as a core commercial skill by embedding effective, responsible use of AI tools into role expectations, learning programs, workflows, and field execution.
• Partner with frontline leaders to strengthen manager-led coaching using call insights, pipeline signals, observed behaviors, and competency assessments.
• Enablement Programs, Content & Technology
• Partner with the Manager of Learning and Content so programs are structured for application, sequenced appropriately, and connected to role-specific skills and performance outcomes.
• Support onboarding and continuous learning across assigned commercial audiences to improve time-to-productivity and reinforce consistent execution beyond initial training.
• Validate and improve commercial assets including pitch decks, demos, playbooks, discovery guides, competitive positioning, account growth tools, renewal materials, and manager resources.
• Drive adoption and effective use of enablement technologies including Highspot, Salesforce, the LMS, conversation intelligence platforms, and related GTM tools.
• Use AI to improve enablement output, personalize development, surface insights, scale practice and coaching, and reduce low-value manual work for enablement and field teams.
• Cross-Functional Governance & Prioritization
• Coordinate and align work across Commercial Enablement, Product Marketing, Revenue Operations, Sales, Customer Success, Solution Consulting, and other partners.
• Use established intake, prioritization, build, and delivery workflows to balance BU urgency with enterprise priorities, available capacity, and expected commercial impact.
• Clearly recommend where enablement investment is warranted, where existing resources should be reused, and where the request should be solved through another function or operating mechanism.
• Maintain visibility into the enablement roadmap, dependencies, decisions, risks, and expected outcomes for commercial leaders and delivery partners.
• Drive accountability for leader sponsorship, manager reinforcement, field participation, and adoption.
• Measurement & Impact
• Define success measures at the start of each initiative and track leading and lagging indicators tied to readiness, adoption, behavior change, and commercial performance.
• Use signals such as ramp time, certification attainment, content and tool adoption, pipeline quality, win rates, sales cycle velocity, quota attainment, retention, and expansion to evaluate impact where relevant.
• Provide the VP, Commercial Enablement and senior commercial stakeholders with insights and recommendations backed by data.
• Use conversation intelligence, field feedback, assessments, and performance data to identify skill gaps and continuously refine programs.
• Contribute to the Commercial Performance Measurement Framework and regular performance reviews that connect enablement investment to business outcomes.

Skills

Commercial Enablement

Revenue Enablement

GTM Enablement

Sales Readiness

Cross-functional Leadership

AI Tools in Enablement

Program Management

Communication Skills

Strategic Thinking

Job description

Norstella is seeking a Commercial Enablement Manager to translate BU priorities into field-ready programs across Sales, Customer Success, and Solution Consulting. You will partner with CROs and leaders to diagnose performance gaps, design actionable enablement plans, and drive adoption with measurable impact.

Reporting to the VP, this role emphasizes practical, scalable enablement, content and tools, and an enterprise capability mindset. A revenue-focused background and AI fluency are key assets.