About The Role
We're hiring our first Sales Development Enablement Program Manager to build and own the enablement strategy that drives top-of-funnel performance. You'll shape how SDRs ramp, develop their skills, and convert activity into pipeline, building the programs and processes that help reps perform at their best as we scale. You'll have the opportunity to establish the foundation for SDR enablement and directly influence how the team develops and delivers results.
What You'll Do
Own SDR enablement strategy and performance with accountability for improving ramp, conversion, and pipeline outcomes.
Analyze funnel and cohort performance to diagnose root causes, identify performance gaps, and prioritize interventions.
Own the SDR enablement roadmap and calendar, aligning programs to business priorities and the highest-impact performance gaps.
Design and manage ongoing development programs that accelerate productivity and improve rep effectiveness.
Establish qualification and SDR-to-AE handoff standards with sales leadership to improve meeting quality and conversion to accepted opportunities.
Partner with RevOps and GTM stakeholders to improve SDR processes, workflows, data quality, and tool adoption.
Define program success metrics and measure impact across cohorts to continuously optimize or sunset initiatives based on results.
Lead the SDR enablement operating cadence, including cohort reviews, performance readouts, and quarterly retrospectives with SDR leadership.
Advise SDR leadership and frontline managers with data-backed recommendations and drive adoption of performance improvements across teams.
Build the foundational infrastructure, processes, and repeatable programs needed to scale SDR enablement as the organization grows.
What We're Looking For
5+ years of relevant experience in Enablement, GTM Program Management, Sales Operations, or RevOps, including firsthand experience as an SDR or SDR team lead.
A strong understanding of the top-of-funnel motion and how targeting, activity, messaging, qualification, and conversion work together to generate pipeline.
Fluency in SDR funnel metrics, with the ability to diagnose root causes, distinguish symptoms from underlying problems, and recommend where to focus.
A track record of translating performance insights into programs or process changes that produce measurable business outcomes.
Experience building and scaling programs across onboarding, ramp, ongoing development, or sales process improvement.
The ability to influence SDR leaders and frontline managers, drive adoption across teams you don't directly manage, and challenge assumptions with data.
Strong program management skills, with the ability to prioritize competing initiatives, align stakeholders, and drive execution from diagnosis through measurable results.
A bias toward action and iteration. You can build structure where little exists, make decisions with imperfect data, and adjust quickly as performance and business priorities change.
Bonus If You Have
Experience in B2B SaaS, ideally selling to data, marketing, or analytics buyers.
Experience with sales engagement and dialing tools such as Nooks, Outreach, or Salesloft, and with Gong.
Exposure to MEDDPICC or a similar qualification framework.
Experience building or scaling an SDR program through rapid headcount growth.
Experience running experiments (A/B tests on sequences, messaging, or targeting) and reading the results with rigor.
5+ years in enablement, GTM program management, sales operations, or RevOps with SDR experience; strong understanding of top-of-funnel motion; fluency in SDR funnel metrics; proven track record of translating insights into measurable outcomes; ability to influence leaders and drive adoption.
Key Responsibilities
- owning enablement strategy
- analyzing funnel performance
- designing development programs
Skills & Tools
Nooks, Outreach, Salesloft, Gong, MEDDPICC
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — North America
- Salary: USD 140,000 – 180,000 / year
- Languages: English
About Hightouch
A technology company that builds sales development enablement programs and processes. — Industry: Information Technology