Description
Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers. By providing critical proprietary data supporting AI-driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella’s investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs.
Job description:
The Commercial Enablement Manager is a commercially grounded performance partner responsible for translating Business Unit and portfolio priorities into field-ready execution while strengthening the skills, confidence, and productivity of Norstella's revenue-generating teams. This role owns the design, execution, and continuous improvement of enablement across Sales, Customer Success, Solution Consulting, Account Management, and Sales Development, with a focus on measurable commercial outcomes.
Reporting to the VP, Commercial Enablement, this role works across GTM strategy, field execution, and commercial readiness. The Manager partners directly with BU commercial leaders and cross-functional stakeholders to identify performance needs, shape the right enablement response, and ensure programs are adopted and reinforced in the field. The role also contributes to enterprise capability priorities, including commercial skills frameworks, certification, coaching, AI fluency, onboarding, and continuous learning.
The ideal candidate brings a revenue lens, strong business judgment, and the credibility to challenge requests that will not improve performance. They understand what good looks like in the field, can diagnose what is getting in the way, and can turn complex strategies into practical sales motions, tools, and development experiences that commercial teams trust and use.
Responsibilities:
Commercial Performance Partnership & BU Alignment
- Act as the primary Commercial Enablement partner to assigned Business Units, portfolios, or commercial functions, building trusted relationships with CROs, sales leaders, and functional leaders while following enterprise enablement standards.
- Partner with commercial leaders to identify the business problem, performance gap, target audience, and desired outcome before committing enablement resources.
- Surface field insights, capability gaps, adoption risks, and execution barriers using performance data, field observation, and direct conversation with commercial teams.
- Participate in commercial planning, pipeline reviews, QBRs, talent discussions, and operating rhythms where enablement can materially improve execution and results.
- Protect seller time by prioritizing work that is practical and tied to real commercial needs.
GTM Strategy & Field Execution
- Translate GTM strategy into executable sales motions, value narratives, playbooks, messaging, tools, and role-specific guidance that support pipeline generation, deal progression, account growth, retention, and expansion.
- Lead field readiness for product launches, portfolio changes, strategic initiatives, and process updates so commercial teams know what is changing, why it matters, and how to act.
- Own the enablement plan from intake and scoping through build, delivery, reinforcement, adoption, and measurement, working within the Commercial Enablement operating model.
- Partner with Product Marketing, Revenue Operations, Solution Consulting, Customer Success, Sales Development, and business leaders to align content, process, systems, and manager reinforcement.
- Represent the voice of the field in GTM planning and post-launch retrospectives and translate feedback into clear recommendations and continuous improvement actions.
Commercial Readiness, Skills & Certification
- Apply and evolve Norstella's Commercial Skills Framework within assigned teams so role expectations are clear, measurable, and specific to how each commercial function creates value.
- Build skills development into active enablement efforts and decide what should be addressed through practice, coaching, certification, content, process, or manager reinforcement.
- Support the design and operation of commercial certification programs so certification reflects demonstrated field capability.
- Design practical workshops, practice experiences, coaching frameworks, and reinforcement plans that help commercial teams apply skills in real customer and deal situations.
- Treat AI fluency as a core commercial skill by embedding effective, responsible use of AI tools into role expectations, learning programs, workflows, and field execution.
- Partner with frontline leaders to strengthen manager-led coaching using call insights, pipeline signals, observed behaviors, and competency assessments.
Enablement Programs, Content & Technology
- Partner with the Manager of Learning and Content so programs are structured for application, sequenced appropriately, and connected to role-specific skills and performance outcomes.
- Support onboarding and continuous learning across assigned commercial audiences to improve time-to-productivity and reinforce consistent execution beyond initial training.
- Validate and improve commercial assets including pitch decks, demos, playbooks, discovery guides, competitive positioning, account growth tools, renewal materials, and manager resources.
- Drive adoption and effective use of enablement technologies including Highspot, Salesforce, the LMS, conversation intelligence platforms, and related GTM tools.
- Use AI to improve enablement output, personalize development, surface insights, scale practice and coaching, and reduce low-value manual work for enablement and field teams.
Cross-Functional Governance & Prioritization
- Coordinate and align work across Commercial Enablement, Product Marketing, Revenue Operations, Sales, Customer Success, Solution Consulting, and other partners.
- Use established intake, prioritization, build, and delivery workflows to balance BU urgency with enterprise priorities, available capacity, and expected commercial impact.
- Clearly recommend where enablement investment is warranted, where existing resources should be reused, and where the request should be solved through another function or operating mechanism.
- Maintain visibility into the enablement roadmap, dependencies, decisions, risks, and expected outcomes for commercial leaders and delivery partners.
- Drive accountability for leader sponsorship, manager reinforcement, field participation, and adoption.
Measurement & Impact
- Define success measures at the start of each initiative and track leading and lagging indicators tied to readiness, adoption, behavior change, and commercial performance.
- Use signals such as ramp time, certification attainment, content and tool adoption, pipeline quality, win rates, sales cycle velocity, quota attainment, retention, and expansion to evaluate impact where relevant.
- Provide the VP, Commercial Enablement and senior commercial stakeholders with insights and recommendations backed by data.
- Use conversation intelligence, field feedback, assessments, and performance data to identify skill gaps and continuously refine programs.
- Contribute to the Commercial Performance Measurement Framework and regular performance reviews that connect enablement investment to business outcomes.
Qualifications:
- 5 to 8+ years of experience in Commercial Enablement, Revenue Enablement, GTM Enablement, Sales Readiness, Sales Training, or a closely adjacent role with ownership of field execution or capability outcomes.
- Demonstrated experience supporting complex B2B commercial teams across multiple functions such as Sales, Customer Success, Solution Consulting, Account Management, and Sales Development.
- Proven ability to translate GTM strategy into practical sales motions, launch readiness plans, learning experiences, tools, and reinforcement that commercial teams use.
- Experience identifying performance or capability gaps and converting those findings into prioritized plans with clear outcomes and measures.
- Strong cross-functional leadership and stakeholder management skills, including the ability to influence senior commercial leaders in a matrixed environment.
- Demonstrated experience with skills frameworks, certification, coaching, onboarding, or continuous learning programs that are trusted by the field and its leaders.
- Ability to balance strategic thinking with hands-on program execution, project management, facilitation, communication, and change management.
- Active practitioner of AI tools in a commercial or enablement context, with the ability to help field teams build practical AI fluency and improve day-to-day performance.
- Ability to present enablement plans, field insights, performance data, and recommendations to senior commercial audiences.
Preferred Skills & Tools:
- Experience in Life Sciences, Pharma, Biotech, Healthcare, or data and analytics solutions; RWD/RWE experience strongly preferred.
- Prior hands-on sales experience in a quota-carrying, account management, or other customer-facing commercial role, providing firsthand credibility with the field.
- Experience with enablement and GTM technology ecosystems including Highspot, Salesforce, Gong or equivalent conversation intelligence, Docebo or another LMS, and Microsoft 365 tools.
- Familiarity with sales methodologies such as MEDDIC or MEDDPICC, Challenger, SPIN, or similar frameworks, and experience applying methodology within commercial programs.
- Experience using Microsoft Copilot, Claude, generative AI platforms, AI role play, coaching assistants, or analytics tools to improve enablement capacity and seller performance.
- Strong commercial storytelling, facilitation, coaching, data interpretation, and executive communication skills.
- Formal coaching, sales training, instructional design, or change management credentials are beneficial.
What Success Looks Like:
- Commercial leaders treat this role as a trusted performance partner and bring the Manager into planning and problem-solving early.
- Assigned teams execute GTM priorities consistently, with clear value narratives, practical tools, strong launch readiness, and sustained manager reinforcement.
- Commercial development is role-specific, relevant to the work, and valued by reps, CSMs, solution consultants, account managers, SDRs, and their leaders.
- Enablement programs show measurable adoption and a credible connection to improved ramp, pipeline quality, deal execution, win rates, quota attainment, retention, or expansion where applicable.
- Skills frameworks and certification are actively used to guide development, coaching, readiness decisions, and role progression.
- AI fluency is embedded in commercial expectations and workflows, with growing adoption and clear examples of improved productivity or execution.
- Cross-functional partners have a clear, shared understanding of priorities, roles, dependencies, and expected outcomes.
- Enablement work is focused on the highest-value commercial problems, protects seller time, and continuously improves based on field and performance signals.
Our Guiding Principles for success at Norstella:
- 01: Bold, Passionate, and Mission-First
- 02: Integrity, Truth, and Reality
- 03: Kindness, Empathy, and Grace
- 04: Resilience, Mettle, and Perseverance
- 05: Humility, Gratitude, and Learning
Please Note - All candidates must be authorized to work in the United States. We do not provide visa sponsorship or transfers. We are not currently accepting candidates who are on an OPT visa.
Benefits:
- Medical and Prescription Drug Benefits
- Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)
- Dental & Vision Benefits
- Basic Life and AD&D Benefits
- 401k Retirement Plan with Company Match
- Company Paid Short & Long-Term Disability
- Paid Parental Leave
- Paid Time Off & Company Holidays
Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.
Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you.
All legitimate roles with Norstella will be posted on Norstella’s job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella, please contact the Company using the following email address: ApplicationHelp@norstella.com.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
5-8+ years in commercial enablement or adjacent roles; experience with B2B commercial teams; skills frameworks, certification, coaching; AI tool proficiency; U.S. work authorization without sponsorship.
Key Responsibilities
- translating strategy
- designing enablement programs
- measuring commercial impact
Skills & Tools
Highspot, Salesforce, Gong, Docebo, Microsoft 365, Microsoft Copilot, Claude
Job Details
- Category: Business Operations
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — United States
- Languages: English
Benefits
- 401k matching
- Generous paid time off
- Retirement plan
- Generous parental leave
About Norstella
A company providing critical proprietary data and AI-driven workflows to pharmaceutical, biotech, and regulatory clients. — Industry: Information Technology