The Sr. Manager, Commercial Enablement leads the strategy, operating model, execution, adoption and continuous improvement of the Commercial Conversations capability path for Customer Growth. This leader is responsible for strengthening the quality of customer interactions across discovery, value-based selling, business impact storytelling, negotiation, objection handling and closing. The Sr. Manager also serves as the business owner for Gong, embedding revenue intelligence and AI into commercial workflows, coaching and learning to accelerate adoption, improve execution and create measurable business impact. The role partners across Sales Leadership, Client Success, Marketing, Product, Revenue Operations, IT and other functions to connect learning, technology, customer intelligence and commercial performance.
Strategic Leadership - Commercial Conversations (40%)
- Own the Commercial Conversations learning strategy and roadmap, defining the capabilities, behaviors and reinforcement required to improve the quality and consistency of customer interactions.
- Design scalable learning systems for discovery, value-based selling, business impact storytelling, negotiation, objection handling, closing and other priority commercial skills.
- Partner with Sales Leadership and Client Success leaders to embed commercial conversation standards into manager coaching, seller development, opportunity execution and the rhythm of the business.
- Apply adult learning and change-management principles to create scenario-based practice, coaching, reinforcement and role-specific learning experiences that drive behavior change.
- Establish measures of seller confidence, behavior adoption, coaching effectiveness, customer outcomes and commercial performance; use insights to continuously improve the path.
Gong Business Ownership & Revenue Intelligence (40%)
- Serve as business owner for Gong, accountable for the operating model, adoption, governance, training, optimization and ongoing value realization across Customer Growth.
- Translate Gong capabilities into prescriptive, role-based workflows for sellers, managers and cross-functional partners, embedding the platform into preparation, customer conversations, follow-up, coaching and opportunity management.
- Partner with Sales Leadership to embed scorecards, playbooks, call evaluation, AI-supported self-coaching and evidence-based manager coaching into commercial routines.
- Lead cross-functional governance with Revenue Operations, IT, Marketing, Product, Client Success and other stakeholders on platform priorities, configuration, integrations, data quality, use cases and enhancements.
- Use Gong customer-interaction data to strengthen learning and surface Voice of Customer, competitive, product and market insights to appropriate partners.
- Monitor adoption and usage, identify barriers and opportunities, and maintain a prioritized roadmap that maximizes business value from the platform and its evolving AI capabilities.
Commercial Learning Governance & Business Impact (20%)
- Partner with the Sr. Manager responsible for Product and Industry Expertise to create one connected Commercial Learning experience across all three capability paths.
- Help govern sequencing, readiness and the commercial learning calendar so learning is designed into initiatives early and major launches include reinforcement and measurable adoption plans.
- Establish reporting that connects learning and Gong adoption to relevant measures such as methodology adherence, coaching activity, ramp time, pipeline and revenue outcomes, and cross-functional use of customer intelligence.
- Provide senior leaders with clear recommendations on capability gaps, adoption risks, commercial execution trends and opportunities for continuous improvement.
Required Qualifications
- Bachelor's degree; or equivalent combination of education, experience and training.
- 7+ years of progressive experience in sales enablement, commercial learning, revenue enablement, sales effectiveness, commercial operations or a related discipline, including leadership of complex cross-functional initiatives.
- Demonstrated expertise in sales methodology, manager coaching, behavior change, change management and commercial capability development.
- Experience leading enterprise technology adoption or operating models and translating technology capabilities into repeatable business workflows.
- Strong analytical, executive communication, influence and stakeholder-management skills; demonstrated ability to connect adoption and behavior measures to business outcomes.
Preferred Qualifications
- Experience with Gong or another revenue/conversation intelligence platform, including implementation, governance, enablement or optimization.
- Experience in CPG, Retail, Retail Media, Media, Martech or another complex B2B commercial environment.
- Experience with CRM, sales enablement platforms, AI-enabled commercial tools and Voice of Customer or customer-intelligence programs.
Individual Competencies
- Vision and Strategy: Takes a long-term view and builds a shared vision for commercial capability and execution.
- Influence: Establishes credibility and uses data and facts to build alignment across functions and levels.
- Change Management: Acts as a catalyst for adoption of new behaviors, workflows and technology.
- Business Acumen: Connects learning, customer interactions and operating practices to commercial outcomes.
- Judgment: Integrates knowledge, evidence and experience to make sound decisions in complex situations.
- Accountability: Sets clear goals and owns measurable actions and results.
Physical Demands and Inmar Associate Expectations
The physical demands described here are representative of those that must be met by an associate to successfully perform the major job responsibilities (essential functions) of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the major job responsibilities. This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job.
- Regularly required to use hands to finger, handle or feel objects, tools or controls, and reach with hands or arms; talk or hear; and read instructions on a computer monitor and/or printed on paper.
- Occasionally required to stand, kneel or stoop, and lift and/or move up to 15 pounds; regularly required to view items at an extremely close range and adjust focus.
- Support a safe work environment by following safety rules and regulations and reporting all safety hazards.
As an Inmar Associate, you:
- Put clients first by listening and responding to short- and long-term needs and working to exceed expectations.
- Treat clients and teammates with courtesy, consideration and tact; communicate effectively to delight and retain clients.
- Build collaborative relationships inside and outside the organization to accomplish objectives and achieve results.
- Set and attain achievable, yet aggressive, goals with urgency and accountability.
- Turn mission into action while consistently meeting quality, service and productivity standards to deliver the best possible client outcome.
At Inmar, we put people first and that means empowering our associates to thrive at every stage of life and career. Our comprehensive and competitive benefits package is thoughtfully designed to support a wide range of lifestyles and life stages.
Eligible associates have access to:
Medical, Dental, and Vision insurance
Basic and Supplemental Life Insurance options
401(k) retirement plans with company match
Health Spending Accounts (HSA/FSA)
We also offer:
Flexible time off and 11 paid holidays
Family-building benefits, including Maternity, Adoption, and Parental Leave
Tuition Reimbursement and certification support, reflecting our commitment to lifelong learning
Wellness and Mental Health counseling services
Concierge and work/life support resources
Adoption Assistance Reimbursement
Perks and discount programs
Please note that eligibility for some benefits may depend on your job classification and length of employment. Benefits are subject to change and may be governed by specific plan or program terms.
At Inmar, compensation reflects our belief in integrity, transparency, and the value of individual contributions. The hiring range for this position is:
92,761.88 - 154,603.13 USD Annual
The final offer may vary based on factors such as geographic location, job-related skills, education, certifications, work experience, and other relevant considerations.
Depending on the job level and role, it may include:
Annual discretionary bonuses through our Core Company Performance Bonus Plan
Equity grants, sign-on bonuses, and other tailored incentive opportunities
Additional discretionary compensation, such as:
The actual annualized salary offered at the time of hire will be communicated in the candidate’s offer letter. We remain committed to fairness and transparency across all locations. Where required, including for remote-eligible roles, local pay ranges are disclosed in accordance with applicable laws and regulations.
We are an Equal Opportunity Employer, including disability/vets.
Recruitment Fraud Notice: Recruitment fraud is an increasingly common scam where individuals pose as employers to offer fictitious job opportunities. Scammers sometimes impersonate Inmar recruiters on LinkedIn and other channels. We will never ask for payment or sensitive personal information during the hiring process. Verify any role on our official Workday Careers site and learn how to spot scams in our full notice.
This position is not eligible for student visa sponsorship, including F-1 OPT or CPT. Candidates must have authorization to work in the U.S. without the need for employer sponsorship now or in the future.
