The posting
Harbor is seeking a Sales Enablement Specialist to join our growing team. The Sales Enablement Specialist turns Harbor’s market insights, solution expertise, sales priorities, and operating tools into practical guidance that Client Engagement (CE) teams can use in client conversations. This role is the orchestration layer between Insights/Product/Solutions Marketing, Sales Leadership, Sales and Marketing Operations, and Delivery subject matter experts.
Harbor sells complex services that can span Enterprise Solutions, Business Operations Solutions (BOS), AI, and advisory. The role helps sellers recognize multi-dimensional client needs, lead effective discovery, bring the right Harbor experts together, and progress opportunities with a coherent client approach. It combines strong learning design with analytical judgment: using pipeline and performance evidence to identify capability gaps, prioritize enablement, and assess whether field behaviors are changing.
This is a remote position that can be worked from anywhere in the United States (CST/EST normal business hours).
Cross-Functional Operating Model:
The Specialist makes partner teams’ expertise usable in the field while keeping ownership clear:
Insights / Product / Solutions Marketing
- Primary ownership: Positioning, value propositions, customer and market insight, competitive messaging, market-facing content, campaigns, and buyer-journey assets. (Marketing Led)
- Enablement contribution: Translate approved insights and assets into playbooks that show sellers when, why, and how to use them.
Sales Leadership / GEO Leads
- Primary ownership: Commercial priorities, seller performance, field coaching, and accountability.
- Enablement contribution: Equip leaders with coaching guides, practice tools, and data-informed views of capability needs.
Sales / Marketing Operations
- Primary ownership: CRM, process, data, forecasting, systems, and reporting.
- Enablement contribution: Enable consistent use of tools and processes; interpret validated data to target enablement.
Delivery / Subject Matter Experts
- Primary ownership: Technical expertise, client experience, delivery realities, and proof.
- Enablement contribution: Turn expertise, use cases, and outcomes into credible discovery prompts, proof points, and handoffs.
Sales Enablement
- Primary ownership: Field adoption and practical application of the above.
- Enablement contribution: Orchestrate the inputs into repeatable conversations, playbooks, training, and reinforcement.
Key Responsibilities:
Orchestrate Field-Ready Enablement
- Partner with Marketing to understand the approved positioning, value proposition, customer insight, competitive context, and buyer-journey assets for Harbor solutions.
- Convert those inputs into practical sales playbooks: opportunity signals, discovery questions, value narratives, proof points, likely objections, adjacent-solution paths, and examples of effective client conversations.
- Explain how and when to use marketing assets at each stage of the buyer journey; do not own market positioning, messaging strategy, campaigns, or market-facing content.
- Coordinate enablement across solution lines so sellers can connect Enterprise Solutions, BOS, AI, and advisory where client needs call for a multidisciplinary response.
Enable Complex Discovery and Solution Orchestration
- Build guidance that helps CEs identify client problems, assess business impact, map stakeholders and buying processes, qualify opportunities, and agree on next steps.
- Create cross-solution discovery frameworks and handoff practices that help CEs assemble the right Delivery and SME support and maintain a clear, coordinated client conversation.
- Develop practical talk tracks, call plans, account-planning tools, objection responses, case examples, and role-play scenarios grounded in Harbor’s services and delivery experience.
Use Data to Prioritize Enablement
- Partner with Sales/Marketing Operations to analyze validated pipeline and performance data, including pipeline creation and coverage, stage conversion, win/loss patterns, sales-cycle length, slippage, forecast movement, opportunity source, and solution-line mix.
- Identify patterns that may indicate a skill, process, or adoption gap; recommend targeted playbooks, training, coaching resources, or reinforcement rather than applying generic training across the team.
- Use Salesforce, Clari, Power BI, learning-system data, and field feedback to assess participation, adoption, proficiency, and business indicators. Distinguish correlation from causation and validate definitions with Operations.
- Turn analysis into clear recommendations for GEO Leads and enablement partners while leaving forecast ownership, CRM administration, data definitions, and performance accountability with their respective owners.
Support Sales Methodology and Field Coaching
- Translate Harbor’s sales methodology into repeatable workflows for prospecting, discovery, qualification, stakeholder alignment, solution design, opportunity progression, and close planning.
- Partner with GEO Leads to identify coaching priorities and provide manager guides, observation tools, practice sessions, and reinforcement resources. GEO Leads retain accountability for seller performance and coaching.
- Facilitate workshops, onboarding, deal simulations, call reviews, knowledge checks, and ongoing reinforcement that help CEs apply the approach in live opportunities.
Design, Launch, and Improve Learning
- Own assigned enablement initiatives from needs assessment through design, development, launch, and evaluation; manage scope, timelines, contributors, reviews, and dependencies.
- Apply adult-learning and instructional-design principles across instructor-led, virtual, digital, and on-the-job learning. Develop facilitator guides, learner materials, job aids, exercises, and reinforcement plans.
- Use feedback from wins, losses, objections, client needs, Delivery, and the field to continuously improve enablement and inform partner teams.
Enable Tools and Processes
- Help CEs apply Salesforce, Clari, Workday Learning, and related sales tools as part of their day-to-day workflows; coordinate system or process changes with Operations.
- Work with Operations and Marketing to align enablement resources with CRM stages, campaign activity, pipeline reviews, and forecast routines without duplicating system ownership.
Measures of Success
- CEs can consistently recognize target client needs, conduct effective discovery, connect relevant Harbor capabilities, and use proof points appropriately.
- Enablement resources are adopted and used in the field, with GEO Lead feedback showing improved coaching consistency and application.
- Learning participation, proficiency, and readiness improve for priority topics and audiences.
- Pipeline and sales indicators—such as coverage, stage conversion, slippage, opportunity quality, sales-cycle progression, and cross-solution activity—are monitored with Operations to evaluate where enablement may be contributing to improvement.
- Enablement initiatives are delivered on agreed timelines, with clear ownership, measurable objectives, and ongoing refinement based on evidence.
Qualifications:
- Bachelor’s degree or equivalent experience in sales enablement, revenue operations and strategy, marketing, learning and development, instructional design, analytics, or a related field.
- 7+ years of relevant experience in sales enablement, sales effectiveness, revenue operations, instructional design, or a related business-facing role; experience enabling complex services, consulting, or professional-services sales is strongly preferred.
- Strong analytical skills and demonstrated ability to interpret pipeline, conversion, activity, and learning data; advanced Excel skills and experience with Power BI or similar analytics tools preferred.
- Experience with CRM and sales execution tools such as Salesforce and Clari; familiarity with Workday Learning or a comparable LMS and Articulate 360 or similar content tools preferred.
- Ability to translate complex service offerings and SME input into practical seller guidance; strong facilitation, communication, consulting, and project-management skills across functions.
- Uses AI-enabled tools responsibly; stays organized and adapts to shifting priorities in a client-focused environment.
About Us:
Harbor is the preeminent provider of expert services across strategy, legal technology, operations, and intelligence. Our globally integrated team of 900+ strategists, technologists, and specialists navigate alongside our clients – leading law firms, corporations, and their law departments – to provide essential resources and invaluable insights. Anchored in a rich heritage of deep knowledge, steadfast relationships, and mutual respect, our unwavering dedication lies in shaping the future of the legal industry and fostering enduring partnerships within our community and ecosystem.
Harbor is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, marital status, civil union status, national origin, ancestry, age, parental status, disabled status, veteran status, or any other legally protected classification, in accordance with applicable law.
