The posting
The Director of Sales Operations & Enablement is responsible for leading the commercialization of new products and services across the IT Business Unit and owning the operational systems that drive how we sell. This is a builder and operator role, not a strategist or content function. The primary function of this role is faster, cleaner go-to-market motions for new offers, a sales organization that can repeatably execute against defined verticals, and a Salesforce environment that actively generates leverage rather than overhead. This role partners across Marketing, Sales, Sales Engineering, Service, Finance, and the General Managers of each IT business line to turn new solutions into revenue and to modernize how Sales and Sales Engineers operate day to day.
The Director of Sales Operations & Enablement owns the commercialization motion, the sales-side operating systems, and the cross-functional orchestration required to make new offers land in the field. This role takes new solutions from approved to revenue-generating, defines and operationalizes vertical go-to-market motions, and serves as the business owner of Salesforce for Sales. This is an individual contributor role that drives leverage through cross-functional influence, AI tooling, automation, and offshore or shared resources where appropriate. The role does not run sales territories, deliver client work, or own a sales engineering team. It owns the operating model that makes Sales and SE perform. ESSENTIAL FUNCTIONS:
- Product commercialization and go-to-market execution: Own the commercialization motion for new products and services across all seven IT business lines, taking offers from approved to revenue-generating with packaging, pricing alignment, positioning, sales plays, and field-ready enablement assets. Build repeatable go-to-market plays that define ICP, triggers, discovery flow, qualification criteria, talk tracks, and the path from identification to closed-won. Define and drive launch readiness criteria for each new offer (what must be true for sellers, solution engineers, marketing, finance, and service to be ready), and own go/no-go decisions with the responsible General Manager. Partner with Marketing to ensure positioning, demand-generation content, and campaign motions are aligned to the sales play before launch, not after. Reduce time-to-first-revenue on new offers and improve adoption rates across the seller population by measurable, reported amounts.
- Verticalization of the IT BU go-to-market Define and operationalize Marco's vertical go-to-market strategy across priority industries, in partnership with GMs and Marketing, including vertical-specific value propositions, reference architectures, proof points, and sales plays. Translate vertical strategy into seller-ready execution: who we target, what we sell, how we position, what objections to expect, and what proof we lead with. Assist in vertical pipeline accountability into seller cadences and pipeline reviews, so vertical motions actually show up in CRM and forecasts. Identify the vertical assets, references, and capabilities required to win, and drive the cross-functional work to create them.
- Salesforce business ownership and modernization Act as the IT BU business owner of Salesforce, distinct from Salesforce administration. Define what Salesforce should do for the business, prioritize the roadmap, and partner with Salesforce admins and IT to deliver against it. Modernize how Sales and Sales Engineering use Salesforce: lead capture, opportunity hygiene, stage definitions, forecasting accuracy, activity capture, and reporting that leadership can actually trust. Drive integrations that remove manual work and produce better data, including Teams call capture into leads and opportunities, conversation intelligence, and connected marketing/sales/service workflows. Own continuous improvement of the seller and SE workflow inside Salesforce, with measurable improvements in adoption, data quality, and cycle time.
- AI adoption for Sales and Sales Engineering Lead the practical adoption of AI tooling for sellers and Solution Engineers (research, prep, drafting, proposal generation, conversation intelligence, deal coaching, account planning) to make the field measurably faster and more effective. Identify high-leverage AI use cases tied to revenue or cycle-time outcomes, pilot them with select sellers and SEs, measure impact, and scale what works. Build the habits and operating cadence that turn AI tools into daily seller behavior rather than shelfware. Use AI, automation, and shared resources as leverage for this role itself, since the role is staffed as an individual contributor.
- Sales enablement and field execution Build only the enablement assets that drive execution: battlecards, qualification guides, discovery frameworks, proposal templates, and objection responses. Eliminate enablement noise. Partner with sales leaders on deal reviews and pipeline inspection for new offers and vertical plays, with direct accountability for adoption. Define and operationalize the handoff between Sales, Sales Engineering, Service, and Delivery so scope, expectations, and accountability are clear from sold to delivered. Drive consistent execution of the sales motion across regions and business lines.
- Cross-functional alignment and performance measurement Partner with Marketing, Finance, Service, Sales Engineering, and the GMs of each business line to align commercialization, pricing, positioning, and delivery. Own the KPIs for this role: adoption rate of new offers, pipeline generated from new plays, vertical pipeline coverage, Salesforce data quality and adoption, AI tool adoption, and win rate or cycle-time improvements. Report performance and progress on a defined cadence to IT BU leadership, with direct, evidence-based recommendations on what to keep, kill, or change. Continuously refine commercialization motions, vertical plays, Salesforce workflows, and enablement assets based on field feedback and revenue performance.
QUALIFICATIONS:
- Bachelor’s degree in business, marketing, or related field
- Eight or more years of progressive experience in sales enablement, product marketing, go-to-market leadership, revenue operations, or sales leadership, with at least three years in a commercialization or GTM leadership role.
- Demonstrated track record taking new products or services to market in managed services, IT services, SaaS, or AI/automation, with measurable revenue and adoption impact.
- Working business-owner experience with Salesforce (Sales Cloud), including driving roadmap, integrations, reporting, and adoption. Not Salesforce administration, but business ownership of the platform.
- Hands-on experience deploying AI tools to support sales and sales engineering workflows (Microsoft Copilot, Claude, conversation intelligence, AI for prep, drafting, and account planning), with measurable adoption and outcome data.
- Experience designing or leading vertical (industry-specific) go-to-market motions is strongly preferred.
- Demonstrated ability to operate effectively in complex, matrixed environments where success depends on cross-functional influence, not direct authority.
REQUIRED SKILLS:
- Commercialization leadership. Proven ability to take new products and services from concept to revenue, including packaging, positioning, pricing alignment, and field-ready sales motions.
- Salesforce business ownership. Ability to drive the Salesforce roadmap as a business owner (not an admin), including lead capture, opportunity hygiene, integrations, reporting, and adoption.
- Vertical go-to-market design. Ability to define industry-specific value propositions, sales plays, and proof points, and to drive them into seller behavior and pipeline.
- AI fluency for sales and SE workflows. Practical command of AI tooling and the judgment to identify high-leverage use cases, pilot them, and scale what works into daily seller and SE behavior.
- Field-oriented operator. Lives in pipeline reviews and deal mechanics, not just slide decks. Measures impact in adoption, pipeline, and revenue, not enablement activity.
- Translator and simplifier. Takes complex technical solutions and turns them into clear value propositions, talk tracks, and seller-ready motions without losing fidelity.
- Cross-functional influence. Drives outcomes across Marketing, Sales, Sales Engineering, Service, Finance, and GMs of each business line through clarity, accountability, and alignment, not authority.
- Revenue accountability and data discipline. Owns measurable KPIs (adoption, pipeline, win rate, cycle time, data quality) and uses them to refine motions on a defined cadence.
Pay Range: $151,504 - $249,982 annually + incentive opportunity!
The pay range listed for this position is based on candidate's skill level, experience, relevant licenses, and educational background. For detailed information about our benefits, please visit our careers page at www.marconet.com/careers.
