Sales Enablement Manager

KLDiscovery, Inc.; McLean (VA); Remote; USD 110,000 - 160,000; Full time

Job summary

KLDiscovery, Inc. is standing up a dedicated Sales Enablement function and seeks an experienced leader to design the onboarding curriculum, develop playbooks by buyer type, and drive adoption of a redesigned sales process.

You will own MEDDPICC and Challenger Sale frameworks and integrate Salesforce training with analytics. The role is remote within the US and reports to the Senior Director, Revenue Operations.

Qualifications

• Eight or more years in sales enablement, sales operations, or sales leadership.
• Experience building an enablement function from the ground up at a B2B company of meaningful scale.
• Certified or deeply fluent in MEDDPICC and Challenger Sale with coaching or certification experience.

Responsibilities

• Define enablement strategy and twelve‑month roadmap aligned to Revenue Operations priorities.
• Design onboarding curriculum with ramp milestones for new hires.
• Build playbooks by buyer type and translate the sales process into usable materials.
• Own MEDDPICC and Challenger Sale certification programs and coaching cadence.
• Stand up Salesforce training and adoption analytics in partnership with Data & Systems.
• Collaborate with Finance on pricing/ deal desk enablement curriculum.
• Create a centralized repository of enablement content and evaluate tooling.

Skills

Sales enablement

Sales operations

Sales leadership

B2B SaaS

Curriculum design

Tools

Salesforce

Highspot

Seismic

Showpad

Outreach

Salesloft

Gong

BI dashboards

Job description

Sales Enablement Manager

Reports to: Senior Director, Revenue Operations * Location: Remote (US) * Function: Revenue Operations

The opportunity

KLDiscovery is standing up Revenue Operations as a dedicated function, organized around three pillars: Pipeline & Forecast, Data & Systems, and Enablement & Adoption. This role owns the third. Reporting to the Senior Director of Revenue Operations, the Sales Enablement Manager is a senior individual contributor who will build KLD's sales enablement function from the ground up, including the onboarding curriculum, the playbooks, the training programs, and the adoption analytics that turn a redesigned sales process into how the sales team actually sells.

What you'll own

Enablement strategy and roadmap. Define the enablement charter and a twelve-month roadmap sequenced against Revenue Operations priorities, prioritized by measurable seller impact: ramp time, productivity, win rate, and CRM adoption.

Onboarding and ramp. Design and run a structured onboarding curriculum for new sales hires, with defined ramp milestones and time-to-productivity targets. Own the ongoing skills development calendar for the existing sales team.

Playbooks and process adoption. Build playbooks by buyer type (corporations, law firms, and government agencies) and translate the redesigned end-to-end sales process, including stage-gate criteria, MQL/SQL/SAL definitions, and lead routing rules, into materials sellers use daily. Adoption of the process, not documentation of it, is the deliverable.

Sales methodology. Own MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition) as KLD's qualification standard, embedding it in stage-gate criteria, deal reviews, and Salesforce opportunity fields so every deal is scored the same way. Build Challenger Sale certification alongside it: commercial teaching, tailoring the pitch by stakeholder, and taking control of pricing conversations, so reps pair qualification rigor with a point of view they can lead with. Own the certification path, assessment, and coaching cadence for both.

Salesforce training and certification. Stand up the Salesforce training and certification program in partnership with the Data & Systems pillar. Own CRM adoption analytics and use them to target coaching where adoption lags.

Pricing and deal desk enablement. Partner with the Pricing and Deal Desk team in Finance on curriculum covering pricing methodology, deal desk workflow, and approval routing.

Content and tooling. Create and govern a single repository of enablement content, keep it current, and retire what goes unused. Evaluate enablement tooling (Highspot or similar) and make the business case as the function scales.

Measurement. Define the enablement scorecard (ramp time, certification completion, playbook and CRM adoption, win rate movement) and report it through the Revenue Operations single source of truth.

First-year outcomes

An approved enablement charter and twelve-month roadmap, sequenced against Revenue Operations priorities.

A structured onboarding curriculum in production, with ramp milestones defined and measured for every new sales hire.

Playbooks by buyer type in sellers' hands, aligned to the redesigned sales process and stage-gate criteria.

MEDDPICC and Challenger Sale certification complete for the full sales team, with MEDDPICC fields live in Salesforce and referenced in every deal review.

Salesforce training and certification launched, with adoption analytics showing measurable improvement across the sales organization.

Pricing and deal desk enablement curriculum delivered jointly with Finance.

An enablement scorecard live in the revenue single source of truth, with baselines set and targets agreed with sales leadership.

What we're looking for

Experience. Eight or more years in sales enablement, sales operations, or sales leadership, including at least one build of an enablement function from the ground up at a B2B company of meaningful scale. Comfortable as a senior individual contributor: hands-on with the work today, with the judgment to design a function others will staff tomorrow.

Industry. eDiscovery, legal technology, or legal services experience is strongly preferred. Professional services or B2B SaaS backgrounds with complex, consultative sales cycles are encouraged.

Technical. Working fluency in Salesforce from an adoption and training perspective. Experience with enablement platforms (Highspot, Seismic, Showpad), sales engagement tools (Outreach, Salesloft, Gong), and LMS or curriculum design. Enough BI literacy to read and act on adoption dashboards.

Methodology. Certified or deeply fluent in MEDDPICC (or the broader MEDDIC family) and Challenger Sale, with experience building the certification program, coaching rubric, or deal-review framework around them, not just having sold using them, but having taught and enforced them across a sales team.

Attributes. A builder energized by greenfield and undeterred by ambiguity. A credible communicator and facilitator who earns the trust of sellers and sales leadership alike. Data-driven, measuring what enablement changes rather than what it produces. Moves with urgency and holds high standards for process discipline.