Enterprise Manufacturing Sales Director

Accountabilities

You will lead the development and execution of a comprehensive sales enablement function, ensuring enterprise sales professionals have the knowledge, resources, and support needed to achieve consistent results in complex manufacturing environments.

Sales Enablement Strategy and Leadership

• Define and execute a company-wide sales enablement strategy aligned with revenue objectives and enterprise go-to-market priorities.

• Build scalable onboarding and continuous learning programs for Enterprise Account Executives.

• Establish key performance indicators to measure enablement effectiveness, including ramp time, win rates, average deal size, and quota attainment.

• Partner with Sales Leadership to identify skill gaps, assess team performance, and implement targeted development initiatives.

• Build and lead the sales enablement function, establishing processes that support organizational growth.

Sales Training and Development

• Design and deliver structured onboarding programs for new enterprise SaaS sales hires.

• Develop ongoing training covering discovery, qualification, deal strategy, multi-threading, negotiation, closing, and executive communication.

• Facilitate role-playing exercises, call reviews, and deal strategy workshops.

• Provide individual coaching and practical guidance on active enterprise opportunities.

• Train Account Executives on manufacturing terminology, industrial protocols, equipment, and operational workflows.

• Apply adult learning principles to create effective, engaging, and measurable training experiences.

Technical and Industry Enablement

• Educate sales teams on computer vision, artificial intelligence, and machine learning concepts.

• Develop training around manufacturing workflows and use cases, including quality inspection, industrial automation, and workplace safety.

• Translate technical product capabilities into clear business benefits and customer value propositions.

• Collaborate with Field Applications Engineers to strengthen the team's technical fluency.

• Build industry-specific enablement programs for verticals such as automotive, metals, and electronics.

• Help sales professionals understand manufacturing technologies, protocols, and equipment relevant to enterprise customer environments.

Sales Process and Methodology

• Implement and reinforce consistent enterprise sales methodologies, such as MEDDICC and Challenger.

• Standardize best practices for pipeline management, forecasting, and opportunity qualification.

• Develop playbooks and frameworks for land-and-expand strategies within large manufacturing accounts.

• Drive consistent adoption of sales processes, methodologies, and tools across the organization.

Content, Tools, and Performance Analytics

• Create and maintain sales playbooks, pitch decks, ROI calculators, competitive battlecards, and other enablement resources.

• Develop industry-specific messaging and positioning for manufacturing customers.

• Partner with Product and Marketing to ensure sales content reflects product capabilities and market priorities.

• Evaluate and implement modern sales enablement platforms and tools.

• Analyze sales performance data to identify trends, training needs, and opportunities for improvement.

• Work with leadership to improve win rates, sales cycle efficiency, average deal size, and pipeline conversion.

• Monitor onboarding effectiveness, ramp timelines, and overall adoption of enablement initiatives.

• Gather feedback from sales professionals to continuously improve training and resources.

Requirements

The ideal candidate combines extensive enterprise sales or enablement experience with a strong understanding of manufacturing environments, technical products, and complex B2B sales cycles.

Required Qualifications

• 7–12+ years of experience in sales enablement, sales training, or enterprise SaaS sales.

• Experience supporting enterprise sales teams selling into manufacturing or industrial markets.

• Strong understanding of consultative and value-based selling methodologies.

• Proven ability to coach, develop, and improve the performance of enterprise sales professionals.

• Experience managing or supporting complex, multi-stakeholder enterprise sales cycles.

• Excellent communication, presentation, storytelling, and training skills.

• Strong analytical capabilities and a data-driven approach to measuring sales performance.

• Experience working cross-functionally in a fast-paced startup environment.

• Ability to translate complex technical concepts into clear business value.

• Strong strategic thinking combined with a hands-on approach to execution.

Preferred Qualifications

• Experience with computer vision, AI/ML technologies, or data platforms.

• Background in manufacturing, industrial technology, or related markets.

• Familiarity with industrial automation technologies, including MES, SCADA, and sensors.

• Previous experience as an Enterprise Account Executive or Sales Leader.

• Familiarity with MEDDICC, Challenger Sale, or comparable enterprise sales frameworks.

• Experience building a sales enablement function from the ground up.

• Knowledge of manufacturing technologies, industrial protocols, and equipment.

Key Competencies

• Sales coaching and adult learning principles.

• Technical storytelling and business-value communication.

• Sales messaging and content development.

• Strategic planning and operational execution.

• Cross-functional leadership and stakeholder influence.

• Performance analysis and continuous improvement.

Success Measures

• Reduced onboarding and ramp time for new Enterprise Account Executives.

• Improved sales win rates and quota attainment.

• Increased average deal size and pipeline conversion.

• Strong adoption of sales methodologies, tools, and processes.

• Positive feedback from the sales organization regarding enablement effectiveness.

Benefits

• Competitive salary ranging from $150,000 to $225,000 per year.

• Equity compensation.

• Medical, dental, and vision insurance with 100% of premiums covered.

• Gym membership reimbursement.

• Opportunity to build and lead a sales enablement function within an innovative AI-focused organization.

• High-impact role influencing how enterprise AI solutions are introduced and adopted across manufacturing industries.