[Hiring] Field Enablement Manager Inside Sales @Ericsson

Role Description

The Field Enablement Manager for Inside Sales is the primary enablement partner for the inside sales organization. This role drives new hire ramp, methodology adoption, territory strategy, coaching infrastructure, and sales play execution — ensuring every inside sales rep has the skills, knowledge, and tools to consistently hit quota. You will work at the intersection of sales leadership, product, and marketing, translating strategic priorities into field-ready programs that directly impact pipeline and revenue.

What you will do

• Contribute to the design and support onboarding for all new inside sales hires, covering product knowledge, sales process, ICP, tech stack, and territory planning fundamentals.
• Partner with sales managers to ensure consistent live coaching alongside structured training during the new hire ramp period.
• Run structured bootcamp sessions — live workshops, role-plays, mock calls, and pitches— act as the primary facilitator for inside sales new hire cohorts.
• Deliver ongoing reinforcement and learning support for the MEDDPICC curriculum tailored to the inside sales motion and deal cycle.
• Build scenario-based practice through realistic deal simulations, call reviews, and coaching exercises that develop MEDDPICC application in context, not just knowledge of the framework.
• Partner with front-line managers to build MEDDPICC into deal review and pipeline inspection processes so the framework is reinforced weekly, not just in training.
• Monitor MEDDPICC field adoption through Salesforce hygiene, win/loss data, and call intelligence — surface adoption gaps and respond with targeted coaching.
• Create quick-reference job aids and guides that make the framework practical and accessible.
• Build and deliver territory planning training that teaches reps how to segment their accounts, identify expansion opportunities, prioritize outreach, and build a coverage model aligned to quota.
• Run territory planning workshops at the start of each fiscal year and following any territory redesign or account redistribution.
• Partner with sales operations to ensure territory data in Salesforce is accurate and that reps understand how to use it to inform their planning.
• Support reps in building account plans for their top-tier accounts and deliver training on strategic account development within an inside sales motion.
• Provide just-in-time support for reps managing territory transitions, upsell motion expansions, or new vertical assignments.
• Run regular call review sessions and shadow calls, identify patterns, and create targeted skill development plans for individual reps.
• Build a rep skill matrix that gives managers real-time visibility into where each rep is strong and where they need development, mapped to the core competencies of the inside sales role.
• Partner with managers on Performance Improvement Plans — provide structured enablement support for underperforming reps to give them a path to improvement.
• Own the inside sales playbook — the living document that codifies how inside sales reps prospect, qualify, advance, and close deals — and keep it current as the business evolves.
• Design and run sales play activation — structured training, manager briefings, and reinforcement programs that get reps executing new plays quickly and consistently.
• Monitor play adoption and effectiveness through pipeline data, call intelligence, and win/loss analysis — iterate plays based on what's working in the field.
• Run SKO breakout sessions, quarterly business reviews, and ad hoc workshops that bring new plays and programs to life in a live environment.

Qualifications

• 5+ years in sales enablement, sales training, or a related field
• Direct experience enabling inside sales or high-velocity sales teams
• Hands-on experience with MEDDPICC or equivalent qualification framework
• Strong facilitation skills — comfortable running live sessions for groups of 20–100 reps
• Experience with sales enablement tools (Highspot, ZoomInfo, Outreach)
• Ability to analyze data and connect enablement activity to sales outcomes

Preferred

• Prior experience as an inside sales rep or inside sales manager
• Familiarity with territory planning methodologies and account segmentation
• Track record of managing enablement programs at 200+ rep scale

How success is measured

• Reduction in new hire ramp time
• Improved win rates and deal velocity
• Increased rep adoption of core GTM plays and tools
• Enablement program impact on pipeline and revenue

What great looks like in this role

The best person in this role won't wait to be asked. They're in the field — listening to calls, sitting in pipeline reviews, talking to managers — before anyone files a request. They understand the inside sales motion well, and they're credible enough in a room with sales leadership to push back when a program isn't the right solution.

They measure their success in rep outcomes, not program completions. They build relationships with front-line managers that make coaching conversations possible — not just delivering training but changing behavior.

And they protect the team's time and credibility. Not every problem is a training problem. The best enablement managers know the difference between a skill gap, a process gap, and a motivation problem — and they respond accordingly.

Benefits

• Competitive salary range dependent on various factors including location and candidate qualifications.
• Short-Term Variable Compensation Plan with annual bonus opportunities based on performance.
• Excellent health benefits including three medical plan options and a dental plan option.
• 401(k) Plan with automatic contributions and matching contributions from Ericsson.
• Minimum of 15 days of accrued vacation, up to 3 personal days, 11 annual holidays, 8 hours of volunteer time, and 80 hours of sick time annually.
• Up to 16 weeks of paid maternity leave and 6 weeks of parental or adoption leave at 100% of pay.
• Additional company-paid benefits such as financial wellness programs, educational assistance, matching gifts, and recognition programs.