Sales Enablement Leader

UpToDate; Waltham (MA); On-site; USD 99,000 - 173,000; Full time

Job summary

UpToDate in the United States (Waltham, MA) is seeking a Sales Training Manager to lead the CLC Sales Training team, shaping the enablement strategy, and delivering comprehensive onboarding, product and sales skills training. The role partners with Sales leadership and cross-functional teams to close capability gaps and drive time-to-productivity for sellers and managers.

You will oversee live and virtual sessions, leverage AI-enabled coaching, and ensure scalable learning resources across the

Qualifications

• Bachelor’s degree in business, learning and development, communications, education, or a related field, or equivalent relevant work experience.
• Master’s degree or advanced professional certification preferred.
• Experience leading, coaching, and developing employees, with responsibility for priorities, performance, and team delivery.
• Experience serving as a trusted partner and primary point of contact for Sales leaders and other senior stakeholders.
• Experience working in or closely supporting a B2B sales organization and a strong understanding of the sales process, seller workflows, and frontline manager needs.
• Experience designing and leading new-hire onboarding, sales skills, product, systems, and change enablement programs.
• Experience translating business priorities and performance gaps into practical, scalable learning and enablement solutions.
• Experience using learning, adoption, and performance insights to improve enablement programs in partnership with measurement and strategy teams.
• Experience developing and facilitating live, virtual, and blended learning for experienced sellers, managers, and leaders.
• Experience working across business units or enterprise functions to adopt common enablement standards and practices.
• Experience managing cross-functional programs, external vendors, and multiple priorities in a matrixed organization.
• Proficiency with Microsoft 365, including PowerPoint, Excel, Word, Outlook, and Teams.
• Experience with CRM and learning platforms; Salesforce and Workday Learning experience preferred.

Responsibilities

• Lead, coach, and develop the CLC Sales Training team; set priorities, align resources, clarify ownership, and foster a culture of accountability, collaboration, and continuous improvement.
• Serve as the primary enablement partner and main point of contact for CLC Sales leadership, maintaining a strong understanding of business priorities, seller needs, and emerging readiness requirements.
• Partner with CLC Sales leaders and key stakeholders to identify performance gaps, establish enablement priorities, and translate business needs into practical training, coaching, and reinforcement plans.
• Own the strategy and oversight of new-hire onboarding and ramp programs, including role-based learning paths, live learning, field application, reinforcement, and alignment to time-to-productivity goals.
• Oversee the design and delivery of sales skills, product, systems, process, and go-to-market training for the CLC sales organization, including new product introductions and significant business changes.
• Drive sales methodology adoption and reinforcement through practical training, coaching, role plays, certifications, and manager enablement.
• Establish how conversational intelligence, AI-enabled coaching, and productivity tools are used within seller and manager workflows; lead adoption, reinforcement, and ongoing improvement.
• Use available sales performance data, call analytics, learner feedback, assessments, and field observations to identify capability gaps and prioritize targeted enablement solutions.
• Partner with FCC enablement leadership and strategy partners on program measurement, reporting, and evaluation; provide CLC program context and data, apply agreed measurement approaches, and use findings to improve execution.
• Work across FCC and with Global Revenue Operations enablement partners to adopt shared standards, frameworks, tools, and best practices within the CLC Sales Training team, while contributing feedback and lessons learned to the broader enablement organization.
• Guide the development and governance of scalable learning resources, including e-learning, facilitator materials, videos, job aids, learning paths, and knowledge content.
• Ensure training content remains accurate, relevant, accessible, and aligned with current products, processes, systems, and seller workflows.
• Facilitate live and virtual learning sessions for sellers and managers as needed, including complex sales skills, coaching, product readiness, and strategic initiatives.
• Lead vendor relationships and support budget, license, resource, and delivery decisions for assigned enablement programs and platforms.
• Build strong partnerships across Sales, Product, Marketing, Revenue Operations, Sales Operations, and other stakeholders to coordinate launches, change initiatives, and seller readiness.
• Keep current with emerging practices in sales enablement, adult learning, AI, conversational intelligence, and learning technology; apply relevant practices to improve effectiveness and scale.

Skills

Leadership

Stakeholder management

Facilitation

Communication

Strategic alignment

Strategy & execution

Analytical thinking

Instructional design

Blended learning

Conversational intelligence

Sales enablement tech

Gong

AI tools

E-learning content

Articulate 360

Articulate Rise

Sales methodologies

Coaching frameworks

AI validation

Education

Bachelor’s degree

Master’s degree or advanced professional certification preferred

Richardson certification preferred

Tools

Salesforce

Workday Learning

Microsoft 365

Gong

Articulate 360

Job description

UpToDate in the United States (Waltham, MA) is seeking a Sales Training Manager to lead the CLC Sales Training team, shaping the enablement strategy, and delivering comprehensive onboarding, product and sales skills training. The role partners with Sales leadership and cross-functional teams to close capability gaps and drive time-to-productivity for sellers and managers.

You will oversee live and virtual sessions, leverage AI-enabled coaching, and ensure scalable learning resources across the