Manager, Sales Enablement & Effectiveness

The Sales Enablement & Effectiveness Manager, North America is responsible for advancing sales effectiveness and execution across CTM North America by equipping the sales team with the methodologies, skills, content, technology, coaching, and insights required to win. The role will lead the regional sales enablement strategy, including sales methodology and process adoption, BAS onboarding and development, manager-led coaching, strategic opportunity planning, sales technology adoption, and performance measurement.
 
Working closely with Sales Leadership, Sales Support, Marketing, Product, and other cross-functional partners, this position will translate CTM's go-to-market strategy into consistent, repeatable seller behaviors. The role will leverage platforms including Gong, CRM, ZoomInfo, and LinkedIn Sales Navigator to identify performance opportunities, strengthen coaching, and improve sales productivity, pipeline quality, conversion, and revenue outcomes.

Salary. General expectation: Monday through Friday 8:00am - 5:00pm (local time zone acceptable).

• Develop and execute the North America sales enablement and effectiveness strategy aligned with CTM's regional and global go-to-market priorities.
• Lead implementation and ongoing adoption of CTM's sales methodology, including MEDDICC, discovery, qualification, value selling, competitive positioning, account planning, and opportunity strategy.
• Embed consistent selling practices, required activities, and coaching expectations across CTM's defined CRM sales stages.
• Own the business strategy and adoption roadmap for Gong, including scorecards, coaching programs, call libraries, AI insights, best-practice identification, and seller and manager adoption.
• Partner with the Sales Systems Manager, Sales Operations, and IT to ensure sales platforms are configured, integrated, governed, and supported in alignment with enablement priorities.
• Design and deliver a structured regional enablement curriculum covering onboarding, sales methodology, discovery, executive selling, objection handling, negotiation, competitive selling, vertical expertise, and CTM solutions.
• Develop a formal 30/60/90-day onboarding program and ongoing learning, reinforcement, and certification programs for BAS and sales leaders.
• Equip sales leaders with coaching frameworks, deal-review tools, scorecards, and insights that embed enablement into weekly management and pipeline cadences.
• Partner with sales leadership to improve qualification, pipeline velocity, stage progression, forecast discipline, win rates, and conversion through data-driven coaching and targeted interventions.
• Establish repeatable frameworks for sales plans, key account acquisition plans, discovery sessions, pursuit strategy, and war rooms for priority Enterprise and Strategic opportunities.
• Partner with Marketing and Sales Support to translate CTM's value proposition, competitive intelligence, vertical strategies, product capabilities, and market insights into seller-ready plays, talk tracks, content, and buyer-facing messaging.
• Develop and maintain a scalable repository of sales plays, best practices, training resources, call examples, tools, and content mapped to buyer journeys and sales stages.
• Establish a voice-of-the-field feedback loop across Sales, Marketing, Product, Operations, and leadership to identify buyer objections, competitive trends, content gaps, and emerging market needs.
• Define and report enablement KPIs, including methodology adoption, Gong engagement, stage conversion, pipeline quality, sales cycle, win rate, ramp time, certification, and training effectiveness.
• Continuously assess BAS and manager capability gaps and use performance data, field feedback, and business priorities to shape enablement programs.
• Manage assigned enablement initiatives, vendors, budgets, timelines, risks, and communications to ensure effective delivery and measurable business impact.
• Act as a trusted advisor to senior leadership on sales execution, capability, technology adoption, and performance improvement opportunities.
• Create presentations and other documents as needed.
• Other duties as assigned.
• *Domestic (and global) travel is a requirement for this position. An accommodation may be considered under the Americans with Disabilities Act, but a bona fide reason must exist. The company will engage in the interactive process as necessary.

• This position is expected to provide direct leadership to the Sales Systems Manager and may have additional direct and/or indirect reports. Responsibilities include overall performance management, hiring, training, coaching, feedback, development, and effective alignment of sales systems administration with the regional enablement strategy.
• Models the way for employees and sets a positive example by demonstrating our core values.
• Provides ongoing feedback and supports team member growth by working with employees and encouraging growth plans.
• Drives employee engagement. Facilitates regular and ongoing conversations about employee engagement and takes action to improve team and organizational culture.

• Embrace CTM’s core values of Connect, Deliver and Evolve.
• Professional, collaborative & supportive interaction with employees, clients, suppliers or vendors
• Ability to work independently as well as part of a team.
• Appropriate and professional written and verbal communication.
• Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests.
• Creative and analytical thinking with strong problem-solving and consultative skills.
• Demonstrates calm under pressure – is a proactive contributor and eager to learn.
• Proficiency in Microsoft Office Suite.
• Ability to do basic math.
• Ability to read and interpret information.
• Attention to detail.
• Regular and reliable attendance.

• Bachelor's degree in business, sales, organizational development, learning and development, marketing, or a related field, or equivalent relevant experience.
• 5+ years of progressive experience in B2B sales enablement, sales effectiveness, sales operations, sales leadership, or a related commercial role, preferably supporting complex enterprise sales organizations.
• Demonstrated experience implementing and reinforcing structured sales methodologies such as MEDDICC/MEDDPICC, Challenger, Miller Heiman, Strategic Selling, Value Selling, or similar.
• Demonstrated ability to design and facilitate sales training, onboarding, workshops, reinforcement programs, and manager-led coaching.
• Experience leveraging conversation intelligence, CRM, and sales productivity platforms to improve seller effectiveness, coaching, and business performance.
• Strong understanding of complex B2B and enterprise sales cycles, including discovery, qualification, executive engagement, competitive differentiation, opportunity strategy, and negotiation.
• Experience leading cross-functional initiatives and driving measurable change across a geographically dispersed organization.
• Experience in the corporate travel, travel technology, or business services industry preferred.
• Prior experience in a quota-carrying sales or sales leadership role is strongly preferred.

• Strong commercial acumen and a practical understanding of the behaviors, disciplines, and coaching required to improve sales performance.
• Ability to translate go-to-market strategy into scalable sales plays, learning experiences, tools, and measurable seller behaviors.
• Strong facilitation, presentation, coaching, and instructional design skills, with credibility across sales professionals and senior leaders.
• Strong analytical skills with the ability to connect CRM, conversation intelligence, pipeline, and performance data to actionable recommendations.
• Excellent communication and interpersonal skills, with the ability to influence and engage stakeholders at all levels and across functions.
• Strong program and change leadership skills, with the ability to manage multiple priorities and sustain adoption in a fast-paced environment.
• Working knowledge of sales methodologies, adult learning principles, coaching practices, and enablement measurement.
• Proficiency with Gong or similar conversation intelligence platforms, CRM systems, ZoomInfo, LinkedIn Sales Navigator, and Microsoft Office Suite.
• Ability to work independently and collaboratively with regional and global teams across time zones.
• Flexible, adaptable, resourceful, and comfortable navigating changing business priorities.
• Ability to have fun with a collaborative and winning mindset.

CTM NA is an equal opportunity employer and is committed to fostering a diverse, equitable, and inclusive workforce.  All qualified applicants applying for job openings posted in the U.S. will receive consideration for employment without regard to, and will not be discriminated against on the basis of, race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, marital status, or any other characteristic or status protected by applicable law.

If you are a qualified individual with a disability or a disabled veteran and would like to request an accommodation in order to apply for a position, you may contact us at na.careers@travelctm.com.com. We will make every effort to respond to your request for assistance as soon as possible.  Please provide a preferred contact method for response via email or phone.

Flexible work arrangements are available. Depending on role, location, and business needs, colleagues may work onsite, hybrid (combination of in-office and virtual) or fully virtual.

Click https://www.dol.gov/general/topic/discrimination to view EEO and Other Legal Notices. 

BENEFITS PROGRAM

We provide competitive and comprehensive benefits programs, tailored to each part of the globe our people work in. From walking and fitness challenges to volunteer experiences, flexible work environments, generous leave programs and retirement plan options, we offer ways to support you in every stage of living your best life.   

♥ Company Paid Basic Life & AD&D Insurance 

⏳ Company Paid Short-Term Disability 

⌛Voluntary Long-Term Disability Insurance 

🏅 Robust Wellness Program with incentives available to save money on your medical insurance premiums. 

⛑ Supplemental Life; Accident; Cancer; Critical Illness; Identity Theft Protection and Legal Coverage 

🩺Three medical plan offerings including a High Deductible Health Plan, HMO plan (available in select states) and a Co-Pay medical plan. 

💲 Health Savings Account (HSA) with company core contribution and match, on a per pay period basis if enrolled in the HDHP medical plan. 

💰 Flexible Spending Accounts 

🐣 Dependent Care Savings Account. 

🦷 Dental Insurance Plan 

👓 Vision Insurance Plan 

🎊 9 Company Paid Holidays including the day after Thanksgiving. 

📅 Generous paid time off programs for vacation and sick days 

🤝 Employee Assistance Plan with access to Talk Space Therapy 

👨‍👩‍👧‍👦 Family Medical Leave 

👶 Paid Parental Leave (4 weeks) 

🤱 Maternity benefits utilizing company paid STD, plus Parental Leave (4 weeks) to provide time for recovery, baby bonding, and enjoying your family time. 

💕 Bereavement Leave 

💵 401(k) Retirement Plan with a generous match per pay period  

🎓 Student Loan Payment Match 

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Compensation for this position is determined based on a variety of factors, including the responsibilities and requirements of the role, relevant skills, experience and qualifications, internal equity, market data and business needs.

For positions that are funded through a specific client engagement or other designated funding source, compensation may be reviewed if the employee subsequently transfers to a different role within the company.