Director of Sales Enablement & Development

Reports to: Sr. Director, of Sales

Work location: Detroit, MI

Description

The Director of Sales Enablement & Development leads Graham Media Group’s enterprise-wide strategy for sales training, onboarding, leadership development, and performance excellence. Serving as the sales organization’s center of excellence for learning and talent development, this role ensures Account Executives, Sales Managers, and emerging leaders have the skills and resources to drive revenue growth and strong client outcomes.

The incumbent owns the full learning ecosystem for sales positions within Graham Media Group including onboarding, manager development, certifications, sales specific LMS strategy, sales playbooks, and go-to-market readiness. They partner with Sales Leadership, Digital, Product, and HR teams to build a culture of continuous learning, accountability, and career growth. They also help advance the company’s multi-platform evolution by equipping sellers to position integrated broadcast, streaming, digital, social, sponsorship, data, and emerging advertising solutions.

Success is measured by onboarding effectiveness, retention, manager readiness, seller productivity, leadership bench strength, training engagement, and adoption of strategic initiatives.

Key Responsibilities

Sales Organization Learning & Development Strategy

• Develop and lead the company’s enterprise sales learning and development strategy to support engagement, retention, and career growth for those in sales positions.
• In close partnership with HR, develop competency models, career development pathways, and learning frameworks for both independent contributor and manager-level sales roles.
• Partner with Human Resources and Sales Leadership to identify talent gaps and create development solutions that strengthen organizational capability.
• Create and maintain succession development programs that cultivate future leaders across the organization.
• Develop and deliver leadership training programs for sales managers and emerging leaders.
• Equip sales managers with tools and resources to effectively lead, coach, and develop high-performing teams.
• Create sales leadership certification pathways that strengthen management effectiveness and organizational leadership capability.
• Continuously evolve the LMS to support hybrid learning, self-paced education, manager coaching, and performance development initiatives for sales positions.
• Lead the expansion, maintenance, and governance of a centralized learning library that houses onboarding materials, sales certifications, product training, leadership development programs, best practices, and professional development resources.
• Develop and execute the strategy for the asynchronous learning & development for sales positions via the learning management system.
• Develop reporting and analytics to track participation, certifications, completion rates, learning effectiveness, and business impact.
• Establish sales training standards and certification requirements for sales positions across the organization.

Sales Onboarding & Readiness

• Responsible for owning and enhancing onboarding programs for sales roles across the company.
• Design, document, and implement structured 30-, 60-, 90-, and 180-day onboarding and development plans.
• Create sales certification programs that ensure new hires demonstrate readiness in core sales competencies, products, tools, platforms, and company processes.
• Partner with market sales leadership to accelerate ramp time and improve new hire retention and long-term success.
• Design and lead comprehensive sales enablement programs that improve seller effectiveness across prospecting, consultative selling, account growth, client retention, negotiation, presentation skills, pipeline development, forecasting, and strategic account management.
• Build and maintain sales playbooks, enablement resources, talk tracks, case studies, customer success stories, and best practices.
• Deliver ongoing sales skills training aligned with evolving market conditions, customer needs, and company priorities.
• Develop role-based learning journeys that support career progression and continuous improvement.

Multi-Platform Sales Growth & Go-to-Market Enablement

• Create training and go-to-market programs that strengthen sales capabilities across broadcast television, streaming, CTV, OTT, digital marketing services, social media, sponsorships, audience targeting, data solutions, and emerging products.
• Partner with various teams in the sales and digital organizations to create launch materials, positioning, competitive intelligence, and sales narratives.
• Develop executive-level sales presentations, customer-facing materials, and enablement resources supporting new revenue opportunities.
• Ensure every strategic initiative includes consistent training and adoption plan across all markets.

Sales Performance & Process Excellence

• Partner with market sales leadership to identify skill gaps and development opportunities.
• Drive adoption of sales methodologies, CRM best practices, pipeline management disciplines, forecasting standards, and account growth strategies.
• Measure and communicate the business impact of learning and enablement initiatives.

AI, Technology & Future Readiness

• Serve as organizational leader for AI-enabled selling, productivity, and learning.
• Deliver training focused on Spark, AI-assisted prospecting, proposal generation, client research, presentation development, and workflow automation.
• Evaluate emerging technologies and learning solutions that increase productivity and seller performance.
• Ensure the organization remains at the forefront of modern sales enablement and learning practices.

Qualifications

Required

• Minimum of 7 years of experience in sales leadership, sales enablement, learning and development, organizational development, sales training, or performance coaching.
• Demonstrated success building enterprise onboarding, training, and enablement programs.
• Experience leading learning management systems, certification programs, and talent development initiatives.
• Strong understanding of consultative selling, media sales, digital advertising, and multi-platform revenue strategies.
• Advanced proficiency in Microsoft 365, including Copilot, PowerPoint, Excel, Teams, and SharePoint.
• Strong CRM expertise, including pipeline management, forecasting, reporting, adoption, and sales analytics.
• Proven ability to lead cross-functional initiatives and influence stakeholders at all levels of the organization.
• Exceptional facilitation, presentation, communication, and leadership skills.

Preferred

• Media industry sales leadership experience.
• Experience supporting multi-market organizations.
• Sales methodology certifications (Miller Heiman, Challenger, Sandler, Strategic Selling, SPIN, or comparable programs).
• Experience implementing or managing an LMS platform.
• Background in organizational development, learning strategy, or talent management.
• Experience leading large-scale change management and transformation initiatives.

Please send resumes to Shosh Abromovich at [email protected]

Graham Media Group is an Equal Opportunity Employer. In addition to complying with the requirements of federal law, GMG will comply with applicable state and local laws prohibiting employment discrimination. Any offer of employment is conditional upon the successful completion of a pre-employment drug screening, investigative background check, employment/education verifications and reference checks.