[Hiring] Director of Commercial Enablement @Foodsmart

Role Description

The Director of Commercial Enablement is a new, foundational role responsible for how our sales and account management teams sell, plan, and grow accounts. This person will define and operationalize the commercial team's core processes and coach managers and individual contributors to build lasting skill and consistent execution.

You will:

• Account Strategy & Planning
  • Design and own a standard account strategy and planning framework (account segmentation, whitespace/growth mapping, stakeholder mapping) for net-new and existing accounts.
  • Build and maintain account planning templates, documentation, and a clear standard for what “good” looks like.
  • Define and manage the cadence and meeting expectations for account planning reviews (e.g., QBRs, renewal planning, strategic account reviews) in partnership with sales and account management leadership.
• Opportunity Reviews & Deal Strategy
  • Define and facilitate a consistent opportunity review and deal strategy process across the pipeline, from qualification through close.
  • Build deal qualification frameworks and scorecards (e.g., MEDDPICC or a similar methodology) in partnership with sales leadership, and train the team to use them.
  • Run and/or coach managers to run deal strategy sessions that sharpen win strategy, identify risk, and build close plans on key opportunities.
• Forecasting & Pipeline Cadence
  • Own the end-to-end cadence for forecast and pipeline review meetings — scheduling, agendas, prep materials, and follow-through on action items.
  • Build and maintain forecast and pipeline review templates and manager prep toolkits.
  • Partner with Commercial Operations to ensure forecast and pipeline dashboards in Salesforce reflect the process design.
  • Act as the primary point of contact for process and adoption questions, routing tooling/system requests to Commercial Operations.
• Coaching + Training & Education Program
  • Design, launch, and manage an ongoing training and education program for sales and account management, spanning new-hire onboarding/ramp and continuous education (skills, product, industry, competitive).
  • Own a certification and enablement roadmap, and measure completion, knowledge retention, and business impact.
  • Select and manage enablement content and tooling (e.g., LMS, content/playbook repository) as needed.
  • Serve as a hands-on coach to frontline managers and reps — live deal coaching, call reviews, and skill-building on discovery, negotiation, and account strategy.
  • Build a manager-as-coach framework and coach managers directly so effective coaching scales beyond this role.
  • Establish regular coaching rhythms (1:1 shadowing, deal clinics, role-play, peer learning) and track adoption and impact.
• Partnership with Marketing
  • Partner with B2B marketing on campaign planning and launches, ensuring the commercial team has the messaging, talk tracks, and follow-up process to convert campaign activity into pipeline.
  • Create a feedback loop from sales and account management back to marketing on lead/campaign quality and market response.
  • Align sales plays, battlecards, and objection-handling content with marketing positioning and product messaging.
• Process, Content & Continuous Improvement
  • Document, standardize, and continuously improve core commercial processes and playbooks (new-logo sales, upsell/cross-sell, renewals).
  • Own a central, current repository of enablement content, templates, and playbooks.
  • Define and report on enablement KPIs — ramp time, quota attainment, win rate, forecast accuracy, and adoption of defined processes — to commercial leadership.

Qualifications

• 7+ years in sales enablement, commercial enablement, sales operations, or sales/account management leadership, ideally in B2B SaaS or healthcare/health tech.
• Demonstrated experience designing and running account planning frameworks, opportunity/deal review processes, and forecasting cadences.
• Proven track record building and delivering sales training, onboarding, and ongoing education programs.
• Strong, demonstrable coaching skills — comfortable coaching both individual reps and frontline managers, one-on-one and in groups.
• Experience partnering with marketing to enable campaigns and translate them into pipeline.
• Excellent facilitation, written communication, and cross-functional influence skills; able to drive adoption without direct authority.
• Working familiarity with Salesforce and enablement or conversation-intelligence tools (e.g., Gong).

Requirements

• A builder, energized by creating something from scratch rather than maintaining what already exists.
• A trusted strategic partner to sales and account management leadership.
• Equal parts strategist and hands-on coach, as comfortable designing a forecasting cadence as you are sitting in on a live deal review.
• A natural translator between process and people, able to make frameworks and playbooks something reps actually want to use.
• Skilled at leading through influence — you earn buy-in because you're genuinely useful, not because of a reporting line.
• Detail-oriented and adaptable — you build knowing the first version is a starting point and iterate from there.
• Energized by ambiguity and fast pace, comfortable standing up a new function without waiting for a fully-formed process to be handed to you.

Benefits

• Remote-First Company
• Unlimited PTO
• Flexible & remote location
• Healthcare Coverage (Medical, Dental, Vision)
• 401k & bonus
• Registered Dietitian Sessions

Company Description

Foodsmart is the leading Foodcare platform in the U.S., built to deliver nutrition-driven healthcare at scale. Our mission is to make nutritious food accessible and affordable for everyone, regardless of economic status.