[Hiring] Field Enablement Coach @CoLab Software

Role Description

We are seeking a Field Enablement Coach to raise the performance bar in our live deals — owning call quality, coaching, and continuous learning for our customer-facing teams. Rather than building programs from the sidelines, you will be in the trenches:

• Reviewing calls, running coaching sessions, and supporting reps win the deals in front of them right now.
• This is one of the most urgent levers we have on late-stage conversion.
• This is a remote-friendly position open to candidates across the United States and Canada, with strong geographic talent hubs in Toronto and St. John’s, Newfoundland.

What you’ll do:

• Run a weekly call-review cadence — reviewing recordings across every deal stage, scoring them against the good/great framework, and surfacing coaching priorities to management.
• Operate deal rooms for enterprise opportunities in key stages — joining calls live or async to diagnose what’s stalling and coach the AE on exactly what to do next.
• Own the continuous learning calendar — biweekly sessions on sales methodology, objection handling, competitive positioning, and product updates.
• Build and maintain the sales mechanics playbook — mutual action plan templates, discovery frameworks, and late-stage objection guides.
• Track AE performance trends and flag reps who need targeted coaching before issues compound.
• Stay close to live selling yourself, credible enough that reps respect your coaching because you can do the job — not just talk about it.

What success looks like:

• Late-stage conversion rate across the enterprise segment improves quarter over quarter.
• AEs spend less time stalled in deal stages past expected benchmarks.
• 100% of AEs receive at least one structured coaching touchpoint every month.
• Continuous learning sessions hit 80%+ attendance with measurable knowledge retention.
• The sales playbook is continuously used — tracked through the LMS and rep feedback, not just created.

Qualifications

• Experience in frontline sales leadership, sales enablement, or coaching high-performing B2B sales teams is strongly preferred.
• 3–6 years of enterprise AE experience, having carried quota in a complex, multi-stakeholder sale.
• Sold at CoLab already, or a willingness to spend a full quarter in the field before assuming the role.
• A strong coaching instinct — you can watch a call and diagnose the real problem, not just the surface mechanics, and coach the rep through it 1:1 and in a group.
• Comfort facilitating in front of 20–50 reps and holding the room.
• An analytical orientation — you can build a scorecard, track trends, and present findings.
• Deep fluency in modern sales methodology and qualification frameworks — MEDDPICC and the 3 Whys — and the ability to coach reps to apply them in live deals.
• Hands-on experience with Salesforce and a call-recording/conversation-intelligence tool like Gong.
• Excellent communication (written/verbal), facilitation skills, and the ability to break down complex topics to easily train stakeholders.

Requirements

• A background, degree, or deep understanding of Mechanical Engineering, CAD systems, or PLM data architecture is a plus.
• Experience with the wider field tech stack — ZoomInfo, Rattle, or Outreach.
• Experience incorporating AI productivity tools (like ChatGPT and Claude) into workflows or enablement programming.
• Familiarity with additional sales frameworks such as Sandler, Challenger, or Command of the Message.
• Prior experience in rapid-growth B2B SaaS, manufacturing tech, or complex enterprise software environments.

Who you’ll partner with

• AE Onboarding Manager — you start working with AEs at Day 30 once certified and take ownership of ongoing performance development from there.
• Technical Enablement Specialist — you route the technical objections you surface in call reviews to the Specialist for curriculum updates or targeted coaching.
• Product Marketing — you pull updated positioning and market intel into the continuous learning calendar and flag gaps in late-stage collateral.
• Revenue Excellence — you escalate reps with continuous performance gaps and feed call-review insights upward for decisions on curriculum and team structure.