Manager of Sales Enablement

C.H. Robinson is looking for a Manager, Sales Enablement, to join our team. In this role will lead a team of Sales Enablement Managers (SEMs) focused on improving frontline sales execution, seller productivity, manager effectiveness, and pipeline generation quality across the organization. You will partner closely with Sales Leadership, Revenue Operations, Marketing, Product, and frontline managers to drive scalable selling behaviors and consistent execution across the customer lifecycle. You are accountable for improving top-of-funnel rigor, pipeline creation quality, and early-stage conversion performance across the sales organization.If you possess a strong understanding of modern B2B sales execution, organizational leadership, seller workflows, and performance improvement within complex commercial environments, you may be a great fit for this position!Duties And ResponsibilitiesLead & Develop the Sales Enablement TeamLead, coach, and develop a team of Sales Enablement Managers supporting frontline sales teamsEstablish clear priorities, operating rhythms, and performance expectations across the SEM organizationBuild a high-performing enablement culture focused on execution, accountability, continuous improvement, and field partnershipDevelop talent and create scalable approaches that improve consistency across the organizationTop-of-Funnel & Pipeline Creation AccountabilityOwn the operating framework for top-of-funnel execution, including outbound workflows, engagement strategy, and qualification standardsDrive measurable improvement in engagement-to-qualified pipeline and qualified-to-sales-accepted conversion ratesImprove early-stage pipeline velocity and opportunity quality across the sales organizationPartner with Sales Leadership to enforce consistent pipeline inspection, qualification rigor, and handoff qualityStandardize how pipeline is created, qualified, and progressed to ensure consistency and predictability of outcomesImprove Seller Productivity & Revenue ExecutionDrive measurable improvement in pipeline generation quality, opportunity progression, and seller effectiveness across the sales organizationIdentify operational friction points and simplify workflows, tools, and processes to improve seller productivity and execution speedPartner with sales leadership to drive consistency in discovery, qualification, opportunity management, and customer engagementOwn and drive execution of scalable sales methodologies and frontline commercial disciplines (e.g., MEDDIC, stage criteria, cadence execution)Operationalize Sales StrategyTranslate organizational priorities into actionable execution frameworks, workflows, and manager cadencesPartner cross-functionally with Revenue Operations, Marketing, Product, and Sales Leadership to drive alignment and execution consistencyLeverage KPI trends, conversion metrics, seller feedback, and pipeline insights to identify execution gaps and improvement opportunitiesDrive adoption and enforcement of standardized selling practices and operational standardsImprove Manager Coaching & AccountabilityImprove frontline manager coaching effectiveness, inspection quality, and performance management consistencyDefine and implement leading indicators tied to pipeline creation, conversion, and revenue outcomesReinforce accountability systems that improve execution quality, pipeline discipline, and performance consistency without unnecessary complexityAdvance Modern Enablement CapabilitiesSupport the integration of AI-enabled workflows, sales technologies, and customer intelligence capabilities into daily seller executionScale modern enablement practices that improve productivity, personalization, and customer engagement qualityContinuously evaluate opportunities to improve seller efficiency and execution consistency through process and technology improvementsSuccess MetricsSuccess in this role is measured through improvements in pipeline creation rates, conversion metrics, early-stage velocity, seller productivity, and execution consistency across the sales organizationQualificationsRequired:5+ years of experience in sales enablement, sales leadership, revenue operations, commercial operations, or related go-to-market functions2+ years of people leadership experience with demonstrated ability to coach and develop high-performing teamsExperience improving sales execution, pipeline generation, seller productivity, or opportunity management within a B2B sales environmentStrong understanding of modern sales methodologies, pipeline management, and commercial workflowsExperience leading cross-functional initiatives and influencing stakeholders across multiple functionsStrong communication, facilitation, organizational, and leadership skillsAnalytical mindset with ability to leverage data and field feedback to drive continuous improvementExperience driving adoption and behavioral change across sales organizationsPreferred:Experience supporting large, distributed sales organizationsExperience with MEDDIC or similar sales methodologiesExperience integrating AI-enabled workflows or sales technologies into commercial executionBackground in logistics, transportation, supply chain, SaaS, or operationally complex industriesExperience building scalable coaching, onboarding, or manager enablement programsStrong understanding of outbound pipeline generation and account-based engagement strategiesWe will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.Compensation Range$77,000.00 - $173,600.00The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we’re building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit!Equal OpportunityC.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.EOE\Disabled\VeteranBenefitsYour Health, Wealth and SelfYour total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including:Three medical plans which includePrescription drug coverageEnhanced Fertility benefitsFlexible Spending Accounts Health Savings Account (including employer contribution)Dental and VisionBasic and Supplemental Life InsuranceShort-Term and Long-Term Disability Paid observed holidays 2 paid floating holidays for U.S. hourly employeesFlexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and CanadaPaid parental leavePaid time off to volunteer in your communityCharitable Giving Match Program401(k) with 6% company matchingEmployee Stock Purchase PlanPlus a broad range of career development, networking, and team-building opportunitiesLearn more about our benefit offerings on our BENEFITS & WELLBEING page