About the Role:
Fetch is investing in dedicated enablement support for two important growth segments: Mid-Market, an established and rapidly expanding business, and SMB, a new business that is being built from the ground up.
We are seeking a Sales Enablement Manager to serve as the embedded enablement partner for both teams. This role will simplify how sellers understand and sell Fetch's packages, build and maintain segment-specific onboarding and playbooks, and create a repeatable go-to-market motion that helps new and existing sellers become productive faster.
This is a builder role for someone who can move between strategy and execution diagnosing what is getting in the way of performance, translating complex offerings into practical sales guidance, and partnering closely with leaders and managers to reinforce the right behaviors in the flow of work.
Reporting to the Director of Sales Enablement, this role will partner closely with the Director to translate the overall Sales Enablement strategy into an SMB and Mid-Market-specific roadmap. They will also work closely with a Sales Enablement Manager peer who leads broader programs and supports Fetch’s other verticals. Together, the team will preserve a consistent company-wide approach while ensuring MM and SMB needs are considered early and reflected wherever the sales motion requires a different approach.
This is a full-time role that can be held from one of our US offices or remotely in the United States.
Responsibilities:
Segment Enablement Strategy & GTM Motion
- Serve as the primary enablement partner to SMB and Mid-Market Sales leaders, aligning priorities and enablement roadmaps to each segment's goals, seller needs, and stage of maturity.
- Build and operationalize a clear, repeatable SMB sales motion while continuously evolving the Mid-Market motion as the team and opportunity set grow.
- Translate business priorities into the processes, skills, messaging, tools, and reinforcement sellers need to execute consistently.
- Use seller feedback, call insights, pipeline data, and performance trends to identify the highest-impact skill, process, and content gaps.
Onboarding, Ramp & Readiness
- Take ownership of the customized Mid-Market onboarding already in development and continuously improve the end-to-end ramp experience for MM and future SMB sellers.
- Build and maintain distinct learning paths for Mid-Market Growth, Mid-Market New Business, and future SMB roles, incorporating segment- and role-specific training, practice, certifications, and manager-led reinforcement.
- Adapt shared onboarding content where the MM/SMB motion differs—for example, cold outreach and discovery for new business, segment-specific package details, and more accessible entry points.
- Partner with frontline managers to define readiness expectations and ensure a consistent handoff from formal onboarding into in-role coaching.
- Track time-to-readiness and time-to-productivity, using results to improve the ramp experience and remove friction for new hires.
Sales Packages, Playbooks & Training
- Partner with GTM, Product Marketing, Sales, and Revenue Operations to simplify Fetch's products and packages into clear, sellable solutions for SMB and Mid-Market customers.
- Own the creation and ongoing maintenance of every required MM/SMB version of broader training, package guidance, pitch decks, playbooks, talk tracks, and seller tools.
- Translate shared offerings into the right MM/SMB execution—including package variances and more accessible entry levels, cold-outreach and new-business discovery motions, segment-relevant positioning, and role-specific pitch guidance.
- Build practical segment playbooks that include buyer needs, outreach and discovery guidance, positioning, talk tracks, package selection, objection handling, proof points, measurement guidance, and execution steps.
- Develop and facilitate targeted live and on-demand training for ramped and unramped sellers, grounded in real opportunities and the skills most likely to improve performance.
- Convert launches and one-time trainings into reusable learning, coaching tools, and reinforcement that drive sustained adoption and behavior change.
- Maintain accurate, easy-to-use segment content in Letter AI in partnership with the broader enablement content owner and established governance standards.
Enablement Peer & Cross-Functional Partnership
- Work closely with the Sales Enablement Manager serving other verticals to co-plan the roadmap, preserve consistent core messaging and methods, and identify MM/SMB versioning needs before broader programs are finalized.
- Operate from shared standards and sources of truth rather than building a parallel enablement system; clearly divide ownership of core assets and MM/SMB adaptations.
- Equip frontline managers with coaching guides, call-review frameworks, readiness checkpoints, and team exercises that reinforce the segment motion.
- Develop deep working relationships with GTM partners responsible for product launches, media units, and Moments, representing MM/SMB requirements while plans, packages, and activation details are still being shaped.
- Influence cross-functional plans so new products and activations have a compelling, executable fit for MM/SMB customers rather than requiring late-stage retrofitting.
- Partner closely with Sales, Product Marketing, Revenue Operations, AIM, and other subject-matter experts to turn complex inputs into clear seller actions.
- Create a reliable feedback loop between the field and cross-functional partners so messaging, packages, processes, and training improve as the businesses evolve.
- Represent SMB and Mid-Market enablement needs in broader Sales Enablement planning while reusing shared programs and standards wherever they create scale.
Measurement & Continuous Improvement
- Define and track success measures for onboarding, training, package adoption, and seller proficiency, including leading and lagging indicators.
- Track MM and SMB participation and completion across required trainings, following up with sellers and managers to close gaps and maintain clear visibility into readiness.
- Monitor Gong adoption and use call reviews, manager observation, assessments, content usage, seller feedback, and commercial performance data to determine whether training is being applied in the field.
- Use observed field behaviors to target reinforcement, coaching, content updates, and future training rather than treating completion as the finish line.
- Use Letter AI, Gong, Salesforce, and AI-enabled workflows to improve learning, surface performance insights, and make enablement easier to access in the flow of work.
Qualifications
- 8+ years of experience in Sales Enablement, Revenue Enablement, Sales Training, or a comparable commercial role; experience supporting SMB and/or Mid-Market sales teams is strongly preferred.
- Demonstrated success building or improving onboarding, playbooks, training, coaching, or sales motions that produced measurable changes in seller performance.
- Strong understanding of high-velocity SMB selling and consultative Mid-Market selling, with the judgment to tailor enablement to different cycle lengths, buyers, and levels of deal complexity.
- Ability to simplify complex products, pricing, packaging, and processes into clear guidance sellers can confidently use with customers.
- Experience using data and qualitative insights to diagnose performance gaps, prioritize programs, and measure impact.
- Strong facilitation, coaching, program management, and stakeholder-management skills.
- Ability to operate independently and build structure in a fast-paced, evolving environment.
- Experience with LMS/CMS platforms, CRM, conversation intelligence, and AI-enabled sales or learning tools.
- Prior quota-carrying sales experience or meaningful experience coaching sellers in-role is strongly preferred.
What Success Looks Like
- A clear, repeatable SMB sales motion is documented, taught, reinforced, and improved as the new team scales.
- Customized onboarding and ramp paths for Mid-Market Growth, Mid-Market New Business, and future SMB roles remain current and help sellers reach meaningful readiness milestones faster.
- Every broader enablement initiative that requires MM/SMB nuance has a clear, current segment version without creating conflicting narratives or disconnected systems.
- Fetch's packages are easier for MM/SMB sellers to understand, select, position, and execute, with appropriate entry points and guidance for their buyers and sales motions.
- MM/SMB requirements influence product launches, media units, and Moments early enough that the resulting plans are compelling and executable for the segments.
- Training completion and Gong-based field application are visible, with managers receiving timely follow-up and reinforcement support.
- Segment playbooks and training are trusted, current, and consistently used in live selling situations.
- Enablement priorities are driven by measurable performance needs, with visible improvement in proficiency, adoption, conversion, deal velocity, or other agreed commercial outcomes.
Compensation:
At Fetch, we offer competitive compensation packages including base, equity, and benefits to the exceptional folks we hire. The base salary range for this position is
$141,131-$166,036. Discover our benefits and how our employees live rewarded at
https://fetch.com/careers.
— Sarah J.
·
Marketing Manager
★★★★★
Verified
