Sales Enablement Lead

Overview

The Sales Enablement team plays a critical role in equipping Esri’s sales professionals with the training, tools, and resources they need to succeed. You will lead the design and delivery of sales enablement programs that build product proficiency, customer engagement capabilities, and sales confidence. This role is highly cross-functional and focuses improving seller performance, execution against go-to-market priorities, and customer outcomes.

This role is ideal for someone who is highly organized, collaborative, and passionate about building scalable sales excellence. This role serves as a trusted partner and influence leader across Sales, Sales Operations, Product Marketing, and other cross‑functional teams.

Esri has a Relocation Assistance Program and can provide support with relocating to the Redlands, CA area for this position.

Responsibilities

• Sales Enablement Strategy & Execution. Design and deliver advanced sales enablement programs aligned to enterprise sales goals, go‑to‑market priorities, and account strategies. Translate commercial strategy into practical learning experiences that improve seller effectiveness and drive measurable outcomes.
• Curriculum Design & Delivery Excellence. Own end‑to‑end design of complex sales curricula, including onboarding, role‑based learning paths, messaging enablement, and skill development programs. Deliver high‑impact live and virtual training, modeling strong facilitation and instructional excellence.
• Cross‑Functional Alignment & Influence. Partner closely with Sales, Sales Operations, Product Marketing, Technical Enablement, and other stakeholders to ensure enablement initiatives are aligned, relevant, and actionable. Lead enablement efforts through influence rather than authority, navigating organizational complexity to drive outcomes.
• Coaching & Enablement Leadership. Serve as a recognized sales enablement expert and coach, mentoring peers and enablement team members on program design, delivery, and execution.
• Performance Insight & Continuous Improvement. Define and apply program‑level success metrics such as adoption, readiness, and sales performance indicators. Use data, field feedback, and stakeholder input to diagnose performance gaps and continuously improve programs.
• Change & Innovation Enablement. Champion new approaches, tools, and methodologies that improve seller productivity and execution. Adapt strategies to evolving sales motions, market conditions, and business priorities while maintaining focus on scale and consistency.

Requirements

• 8+ years of experience in a technical sales, solution engineering, or enablement role in an enterprise B2B or SaaS environment
• Deep understanding of technical sales motions and the role of solution engineers in complex sales cycles
• Familiarity with Esri technology or similar enterprise software products
• Experience designing and delivering technical enablement programs and tools
• Strong communication, facilitation, and project management skills
• Experience with learning management systems, sales/technical content platforms, and enablement technology
• Ability to travel domestically or internationally up to 25%
• Bachelor’s degree in business administration, GIS, or a related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for an employer in the U.S.

Recommended Qualifications

• Experience supporting complex solution sales or technical sales teams
• Basic understanding of Esri’s technology or similar enterprise software solutions
• Exposure to instructional design or adult learning methodologies
• Experience with analytics tools or reporting dashboards
• Master’s degree in business administration, GIS, or a related field

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