Sales Strategy & Enablement Director

Cox Enterprises; Burlington (VT); Hybrid; USD 135,000 - 225,000; Full time

Benefits offered by this job

Vacation with pay

Paid holidays

Wellness time

Job summary

Cox Automotive is seeking a Sales Strategy & Enablement Director to drive the AI vision and roadmap for the Sales and SBO organizations. This individual will serve as the AI ambassador, guiding teams on AI solutions and integration with core sales tools, while coordinating across governance and transformation initiatives.

The role emphasizes strategic planning, change management, and executive communication, with an emphasis on delivering measurable improvements in seller experience and sales

Qualifications

• Bachelor's degree with 10+ years of strategy, transformation or senior operations.
• At least 1 year designing or advising on AI solutions with demonstrated ability to evaluate AI use cases.
• Ability to develop multi-year visions and translate them into actionable roadmaps with milestones.
• Hands-on expertise with enterprise AI and agentic technologies (Claude, Copilot, M365).
• Strategic partner to senior sales leadership in technology and transformation.
• Experience leading enterprise transformation in a matrix organization (Prosci/ADKAR).
• Strong evaluation of emerging technologies for strategic fit and impact.
• Knowledge of AI governance, data privacy, security; responsible AI principles.
• Excellent executive communication; leadership materials creation.
• Experience developing investment roadmaps and business cases.
• Strong analytical skills and ability to define metrics.
• Comfort with ambiguity and iterative frameworks.
• Fluent in MS Office, especially PowerPoint, Excel, Word.

Responsibilities

• Drive the CAI Sales and SBO AI vision and roadmap forward through the delivery system.
• Serve as the AI Ambassador for the Sales and SBO organizations in enterprise AI governance networks.
• Advise teams on AI solutions and integration with Salesforce, CPQ, and sales enablement tools.
• Lead organizational readiness for new AI capabilities with evaluation criteria and sequencing.
• Communicate transformation narratives to sales leadership and field organization.
• Capture seller feedback to inform roadmap decisions and priorities.
• Define success criteria and transformation measurement frameworks for ROI and seller experience.
• Drive tool rationalization and consolidation across the sales tool stack.
• Create investment roadmaps and impact analyses for AI initiatives.
• Ensure alignment with enterprise AI policy and governance decisions.
• Partner with SBO BPDI team for handoffs and implementation readiness.
• Support governance frameworks and citizen development standards.

Skills

Executive communication

AI governance

Strategic roadmaps

Change management

Stakeholder alignment

Data analysis

MS Office

Agile / phase-gate

Sales tech know-how

Industry knowledge

Education

Bachelor's degree

MBA or PhD (preferred)

Tools

Claude

Copilot M365

Salesforce

CPQ

Conversational AI

Job description

** Candidates must be located in the Eastern or Central time zone. **

** This is a remote role; however, candidates located near the Atlanta office will come in 3 days/week. **

The Sales Strategy & Enablement Director, is an individual contributor responsible for driving the AI vision and roadmap for the Sales and SBO (Sales Business Office) organizations at Cox Automotive, both by tracking progress and maturity and by actively driving roadmap items through delivery systems. This individual serves as the designated AI Ambassador for Sales and SBO within the enterprise-wide AI ambassador program, ensuring these functions have an informed, engaged voice in enterprise AI governance, pilot coordination, and emerging technology evaluation. This role leads the strategic effort to determine how Sales and SBO tools should converge as AI capabilities mature, partnering heavily across the Sales Analytics, Business Process Design & Improvement, Technology, Sales, and SBO teams to shape the future seller experience. The Director develops frameworks, evaluation criteria, and phased plans that guide how the current tool stack evolves and how new AI-enabled experiences are curated for sellers and SBO team members. Beyond AI-specific responsibilities, this individual contributes to broader initiatives that improve the overall seller experience at Cox Automotive, serving as a strategic resource that can be deployed against high-priority projects and transformation efforts as business needs evolve.

PRIMARY DUTIES/KEY RESPONSIBILITIES

• Drives the CAI Sales and SBO AI vision and roadmap forward through the delivery system, tracking progress and maturity while ensuring the roadmap evolves as technology, vendor landscape, and business priorities shift.
• Serves as the designated AI Ambassador for the Sales and SBO organizations, representing their priorities and readiness in the enterprise-wide AI ambassador network through weekly coordination and ad hoc testing sessions.
• Serves as a trusted AI advisor to CAI Sales and SBO, guiding teams through the development and implementation of AI solutions, helping ensure the right foundation and approach are in place, and providing expertise to assess whether solutions are being designed effectively.
• Leads organizational readiness and positioning efforts for incoming agentic AI capabilities, developing structured evaluation criteria and sequencing recommendations before new tools enter build or pilot phases.
• Contributes to the strategic change narrative for sales leadership and the broader field organization, communicating what transformation is coming, why it matters, and how the organization will navigate it.
• Owns the structured mechanism for capturing seller feedback and channeling it back to vision-level roadmap decisions, ensuring transformation efforts remain grounded in actual seller and SBO team member experience.
• Defines vision-level success criteria and transformation measurement frameworks that assess whether the overall seller and SBO experience, sales effectiveness, and return on investment are improving, beyond individual tool adoption metrics.
• Drives strategic tool rationalization and consolidation decisions, identifying redundancy across the sales and SBO tool stack and building business cases for convergence aligned to the broader AI vision.
• Creates investment roadmaps and impact analyses aligned with future budget plans, providing clear visibility into new funding requirements and potential variances associated with AI transformation initiatives.
• Ensures Sales and SBO interests are represented in enterprise-level AI policy, platform, and governance decisions, advocating for alignment between what is being built enterprise-wide and what sellers actually need.
• Contributes to broader initiatives that enhance the overall seller experience at Cox Automotive, serving as a strategic resource available for high-priority projects and transformation efforts beyond AI-specific work.
• Partners with the SBO Business Process Design & Improvement Team to ensure smooth handoffs between strategic transformation decisions and operational enablement execution, including tool sunset timing, migration planning, and field communication sequencing.
• Supports the development of shared governance frameworks, intake and prioritization mechanisms, handoff protocols, and citizen development standards.

Minimum Qualifications

• Bachelor's degree with 10+ years of strategy, transformation or senior operations. The right candidate could also have a different combination, such as a master's degree and 8 years of the above experience; a Ph.D. and 5 years related experience; or 14 years of the above experience without a degree.
• Minimum 1 year of hands-on experience designing, implementing, or advising on AI solutions, with demonstrated ability to evaluate AI use cases, solution approaches, and foundational requirements and guide others on effective AI implementation.
• Demonstrated ability to develop and communicate multi-year strategic visions and translate them into actionable roadmaps with measurable milestones. Experience with product or program lifecycle management within a structured delivery framework (e.g., Agile or phase-gate), rather than strategic planning alone.
• Deep, hands-on expertise with enterprise AI and agentic technologies, including tools such as Claude and Copilot M365, with the ability to advise teams on how AI can effectively integrate with the broader sales technology ecosystem, including Salesforce, CPQ, sales enablement, and conversation intelligence platforms. Able to evaluate solutions, identify overlap, and recommend opportunities to simplify and optimize the technology stack.
• Proven ability to operate as a strategic partner to senior sales leadership, translating business priorities into technology and transformation strategy.
• Experience leading enterprise-level transformation or change initiatives in a matrixed organization, including stakeholder alignment across multiple functions without direct authority, ideally grounded in a recognized change management framework such as Prosci or ADKAR.
• Strong ability to evaluate emerging technologies for strategic fit, organizational readiness, and business impact rather than purely technical capability.
• Working knowledge of AI governance, data privacy, and security considerations, including responsible AI principles, with the ability to represent business interests in enterprise-level AI policy and governance decisions.
• Excellent executive communication and presentation skills, including the ability to develop leadership-facing materials that simplify complex transformation narratives.
• Experience developing investment roadmaps, business cases, and impact analyses that support funding decisions.
• Outstanding analytical and problem-solving skills with a high degree of intellectual curiosity, including strong data gathering, reporting, and statistical analysis; the ability to define performance measurements and interpret data using concepts such as variance, correlation, and trends; and the ability to define problems, determine root causes, and translate findings into clear, actionable recommendations that connect strategic vision to operational reality.
• Comfort operating in ambiguity and evolving organizational models, with a bias toward building lightweight frameworks that can iterate rather than waiting for perfect structures.
• Fluent in Microsoft Office, particularly PowerPoint, Excel, and Word; ability to create executive-level documentation.

Preferred Qualifications

• Familiarity with the automotive retail industry or Cox Automotive's business model is a plus.

USD 134,900.00 - 224,900.00 per year

Compensation

Compensation includes a base salary in the range of $134,900.00 - $224,900.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate's knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

Benefits

The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.

Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.

EOE, including disability/vets