Field Enablement Manager, Mid-Enterprise

We are looking for a Field Enablement Manager for our Mid-Enterprise sales team to turn our field enablement strategy into repeatable, field-facing execution for the Mid-Enterprise Sales organization. This role owns the day-to-day delivery of onboarding, coaching, and content programs that help Mid-Enterprise sellers execute complex, multi-stakeholder sales motions from discovery through close.

You will work closely with the Field Enablement and Onboarding Leader, who owns portfolio strategy and leadership alignment. Your role is to keep delivery moving: build and maintain approved assets, run defined workstreams, manage handoffs to specialist partners, and close the loop with adoption data and field feedback.

This is an execution-oriented role for an experienced seller and enablement practitioner who has firsthand knowledge of Mid-Enterprise sales cycles, account strategy, technical validation, champion development, multithreading, forecasting, negotiation, and executive-level value communication.

Please note this role requires for you to come into the office two days a week.

This role will be responsible for…..

Program execution and delivery

• Own the delivery plan for assigned Mid-Enterprise workstreams, surfacing risks, dependencies, and capacity implications.

• Run Mid-Enterprise sales onboarding programs, including cohort operations, learner communications, completion tracking, content refreshes, and manager-led reinforcement.

• Build and operate role-based programs that develop proficiency in complex discovery, account planning, mutual action plans, technical validation, business-case development, multithreading, and deal progression.

• Serve as program manager or workstream lead for high-impact cross-functional programs after scope and stakeholder model are established.

Field coaching

• Own recurring call-review and coaching operations for Mid-Enterprise sellers and frontline managers.

• Curate strong call and deal examples, facilitate routine coaching sessions, identify performance patterns, and report actionable insights to sales leadership.

• Coach and reinforce seller behaviors across executive discovery, value articulation, 3 WHYs or comparable qualification, technical and security stakeholder engagement, competitive positioning, mutual close plans, and forecast discipline.

• Support Gong scorecard rollout and reporting in partnership with the Field Enablement and Onboarding Leader, Head of Global Enablement, and Enablement Ops.

Content and asset maintenance

• Draft field inputs, coordinate reviews, QA, publish, and maintain Mid-Enterprise enablement assets, including account-planning guides, discovery frameworks, value messaging, talk tracks, battlecards, proof-point libraries, onboarding materials, and manager guides.

• Partner with Product Marketing, Technical Enablement, and Deal Desk stakeholders to keep field assets aligned to the Mid-Enterprise sales motion.

• Lead scoped efforts such as Partner 101 for AEs coordination, tech-enablement discovery, and Deal Desk module requirements gathering.

• Own contained content updates, tool-module coordination, and specialist follow-up so leaders are not the default builders or first responders.

Request intake, routing, and measurement

• Validate incoming requests, gather missing inputs, maintain the backlog, and prepare routing recommendations.

• Before routing approved work to specialists, prepare a clear brief covering the business problem, audience, desired seller behavior, priority, deadline, SME and approver, source materials, and definition of done.

• Route instructional-design work to aligned colleagues then manage projects through launch.

• Maintain feedback collection, post-launch reviews, adoption reporting, and monthly status updates for assigned workstreams.

What You’ll Bring

• 5+ years of quota-carrying B2B sales experience, including at least 3 years as a Mid-Market, Mid-Enterprise, Enterprise, or Strategic Account Executive.

• Demonstrated success selling complex SaaS, cybersecurity, or technical solutions with multiple buyer personas, longer sales cycles, and six-figure or larger deal sizes.

• Firsthand experience leading complex sales motions, including account planning, executive discovery, champion development, multithreading, technical validation, business-case development, negotiation, and forecasting.

• 2+ years of experience in sales enablement, sales leadership, program management, sales operations, or a related field, including managing multiple timelines, dependencies, and stakeholders.

• Strong field-facing facilitation and deal-coaching skills, with the credibility to coach experienced Mid-Enterprise sellers and managers.

• Experience partnering with sales leaders to translate win/loss patterns, pipeline needs, and sales-process gaps into practical enablement programs.

• Ability to coordinate work clearly across Enablement, Revenue Operations, Marketing, and other relevant stakeholders while protecting field relevance and adoption.

• Comfort operating without formal authority, building trust, managing handoffs, and escalating risks or decisions appropriately.

• Strong written and verbal communication skills, including clear briefs, status updates, coaching feedback, and executive-ready seller messaging.

What sets you apart?

• Experience as a sales manager, player-coach, field enablement leader, or mentor for Mid-Enterprise or Enterprise AE teams.

• Experience running call-review, deal-review, or coaching programs using Gong or a comparable conversation-intelligence platform.

• Experience operating onboarding programs, including cohort administration, completion tracking, and content-refresh cycles.

• Familiarity with sales tooling such as Gong, ZoomInfo, DealHub, Salesforce, or a comparable CRM and enablement stack.

Travel Required

This job may require up to 20% of travel to be successful.

Perks of Horizon3

• Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.

• Base salary range $116,000 - $150,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.

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