The Manager Sales & Services Enablement is a critical leadership role responsible for leading a team of Program Managers who design, execute, and continuously improve enablement programs that drive sales and services performance. This leader champions full ownership for ensuring all enablement initiatives are delivered on time, on budget, and to the high standards expected by GTM Leadership across sales organizations.
You will build and lead a high-performing team of Program Managers, connecting broader company strategy to enablement programs that support sales success. This role requires maintaining strong relationships with GTM Leaders including RVPs, Sales Directors, and Services Leadership to ensure programs meet their expectations and are successfully rolled out to their teams. Success means demonstrating measurable business impact, tracking how enablement programs correlate to quota attainment, win rates, customer satisfaction, and other key performance metrics.
Responsibilities include
- Lead and Develop Program Managers: Build and manage a stable, high-performing team of Program Managers with clear goals and low regrettable attrition. Conduct regular 1:1s, provide timely coaching, and manage performance issues effectively. Actively hire and onboard new team members to meet functional standards while supporting career development through well-defined roles and competencies. Set the standard by demonstrating professional poise and visibly taking responsibility for outcomes
- Build Strong Stakeholder Relationships: Maintain positive, professional relationships with key GTM stakeholders including RVPs, Sales Directors, front-line managers, Services Leadership, and Product Marketing teams. Effectively gather requirements for new programs and ensure the enablement roadmap is clearly communicated. Build trust by ensuring all stakeholders have clear visibility into program progress, including communicating potential risks along with well-defined recovery plans when needed
- Ensure Successful GTM Enablement Rollout: Partner closely with GTM Leaders to ensure enablement programs are properly rolled out to sales teams. This includes aligning on rollout timing, communication strategies, manager enablement, and change management approaches. Monitor adoption and effectiveness, adjusting rollout strategies based on feedback and early indicators to maximize program impact across the field organization
- Deliver Core Enablement Programs with Excellence: Ensure your team consistently delivers core enablement programs such as New hire onboarding, Everboarding trainings, and services certification programs on time, on budget, and to specification. Programs must be well-organized with clear, timely communication to the field. Champion full ownership for program quality, gathering standard feedback and reporting on program metrics and KPIs to demonstrate effectiveness
- Connect Strategy to Execution: Translate broader company and Sales strategies into enablement programs and daily priorities for your team. Ensure every Program Manager understands the “why” behind their work by focusing the team on the most critical short-term objectives that directly support strategic goals. Consistently reinforce how enablement programs contribute to sales and services success, building a clear line of sight from program design to business outcomes
- Drive Instructional Design Excellence: Ensure all enablement programs adhere to solid adult learning principles and instructional design best practices. Guide your team to incorporate a balanced mix of learning modalities including virtual instructor-led training (VILT), in-person training (ILT), elective learning, role-plays, and modern tools. Ensure content is relevant, clear, and practical for enterprise sales and services roles, continuously improving based on participant feedback
- Demonstrate Measurable Business Impact: Track and report on learning and activity metrics including program completion rates, assessment scores, rep confidence levels, and content utilization. More importantly, demonstrate clear correlation between enablement programs and business performance outcomes (e.g., “Reps who completed the Enterprise Selling program achieved 12% higher quota attainment” or “Services teams certified in Product X had 15% higher customer satisfaction scores”). Use data to continuously improve program effectiveness and demonstrate ROI to stakeholders.
The ideal candidate will have
- 7+ years of experience in sales enablement, services enablement, learning and development, or related fields, with at least 3+ years in a people management role leading high-performing teams of Program Managers or similar roles
- Proven track record of delivering large-scale enablement programs (Sales Kick-Offs, product launches, new hire onboarding) on time, on budget, and with excellence. Demonstrated ability to champion full ownership for program outcomes, taking visible responsibility for results and focusing on solutions when challenges arise
- Deep understanding of adult learning principles, instructional design, and training effectiveness measurement. Experience ensuring programs include appropriate mix of modalities (VILT, ILT, role-plays, etc.) and are relevant for enterprise sales and services roles
- Exceptional stakeholder management skills with proven ability to build and maintain positive, professional relationships with GTM Leaders including RVPs, Sales Directors, Services Leadership, and front-line managers. Experience effectively gathering requirements and ensuring alignment on program expectations and rollout strategies
- Strong ability to connect broader company strategy to enablement programs and help teams understand the “why” behind their work. Experience focusing teams on critical objectives that directly support strategic goals and reinforcing how programs contribute to business success
- Data-driven mindset with experience tracking enablement metrics and demonstrating clear correlation between programs and business performance outcomes (quota attainment, win rates, customer satisfaction, etc.). Ability to use data to demonstrate ROI and drive continuous improvement
- Experience in B2B software or SaaS environment with understanding of enterprise sales methodologies, complex sales cycles, and services delivery models. Familiarity with sales and services organization structures, roles, and performance metrics
- Outstanding project management and organizational skills with ability to manage multiple complex programs simultaneously. Experience ensuring programs are delivered with clear timelines, well-organized execution, and transparent communication to stakeholders
- Strong communication and influence skills with confidence engaging GTM Sales leadership and presenting program results to executive stakeholders. Ability to clearly communicate enablement roadmaps and build alignment across the organization
- Passion for developing people and creating development programs that drive meaningful impact on sales and services performance. Commitment to continuous learning and staying current on enablement best practices
About MongoDB
MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure.
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REQ ID: 2273443076