Director of Sales Enablement

Purpose of Role

The Director of Sales Enablement is a strategic leader responsible for improving seller effectiveness and providing the operational foundation that drives revenue growth. Operating as a sales enablement and operations team of one, this role balances onboarding, seller readiness, and content enablement with core sales operations such as process standardization, compensation support, forecasting, and technology adoption. The Director will proactively prioritize high impact initiatives, starting with restructuring onboarding and standardizing seller programs, while leveraging data, AI, and cross functional partnerships to scale the Trusted Advisor sales model and deliver consistent performance across regions, including LATAM.

Areas of Accountability

Sales Enablement & Seller Readiness

• Lead the ongoing evolution of the Delivery Solutions selling model in alignment with the Trusted Advisor framework, partnering closely with L&D and Sales leadership.
• Design, restructure, and continuously optimize onboarding programs to accelerate ramp time for new sellers.
• Own all seller readiness programs, including training, certifications, coaching frameworks, and reinforcement strategies.
• Ensure all enablement initiatives are outcome-driven, measurable, and directly tied to seller productivity and revenue impact.

Sales Operations & Business Performance

• Build and maintain the operational foundation needed for sales success, including standardized processes, CRM usage, dashboards, and reporting.
• Partner with Sales leadership to deliver actionable insights that strengthen pipeline health, improve forecasting accuracy, and enhance execution consistency.
• Translate data and insights into clear priorities and performance improvement actions for both leaders and individual sellers.
• Lead forecasting and pipeline management using Salesforce and relevant market insights.

Sales Technology & AI/Data Enablement

• Define, maintain, and annually reassess the sales technology and AI roadmap in partnership with the VP of Sales.
• Evaluate, implement, and drive adoption of high-impact sales and enablement tools.
• Apply AI and analytics to surface trends, forecast outcomes, and improve seller effectiveness.
• Measure ROI across all enablement programs, content, and technology investments.
• Promote strong data hygiene, AI literacy, and data literacy across the sales organization.

Compensation, Deal Support & Cross-Functional Alignment

• Partner with Finance and Accounting on compensation plan design, administration, and quarterly payout execution.
• Support deal structuring and internal/external sales events as needed, balancing responsiveness with strategic priorities.
• Ensure strong alignment across Sales, Marketing, Finance, and LATAM leadership to create a consistent, scalable sales experience.

Content Management & Enablement Infrastructure

• Build and maintain a true single source of truth for all sales content, tools, and resources.
• Oversee content governance, lifecycle management, and alignment to the sales process.
• Partner with Marketing to ensure messaging, value propositions, and customer outcomes are consistent across enablement materials, advertising, and promotional channels.
• Leverage enablement platforms and Salesforce integrations to ensure content accessibility, adoption, and performance measurement.

Knowledge, Skills, and Experience

• 7+ years of experience in sales, with at least 5 years in sales enablement, sales operations, revenue operations, or sales leadership.
• Prior direct sales experience preferred to build credibility with sellers and leaders.
• Experience with consultative sales methodologies (Challenger or similar).
• Proven experience leading change management and technology adoption initiatives.
• Strong AI literacy and data literacy, with the ability to apply insights to drive sales outcomes.
• Excellent analytical skills, executive communication capabilities, and cross-functional leadership presence.
• Passion for building scalable systems, elevating seller experience, and driving measurable revenue impact.

Why Rehrig Pacific?

Rehrig Pacific is a leading manufacturer of integrated sustainable solutions for the supply chain and environmental waste industries with a diverse customer list of industry leaders. We provide end-to-end solutions including returnable plastic products, delivery lifts and sleds, technology to track those assets, and a service team to ensure their longevity. Our team is dedicated to the values, mission, and unique culture within our organization that celebrates our people. We believe in fostering an environment where employees can be their authentic selves and know that they are viewed as integral members of the Rehrig Pacific Family.

Key skills/competency

• Sales Enablement Strategy
• Sales Operations Management
• CRM Administration (Salesforce)
• AI/Data Analytics
• Content Management
• Compensation Design & Administration
• Training & Onboarding Development
• Consultative Sales Methodologies
• Change Management Leadership
• Cross-functional Collaboration