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Sales Enablement Director

Nashville, Tennessee, United States

Unlock Health breaks down the walls that healthcare providers have lived with for decades. We connect the dots across managed care and marketing so that providers can realize their missions and patients can get the right care. We've brought together the top healthcare marketing organizations to make this vision a reality, with a team of experts in managed care, technology, and ROI design.

Who You Are

At Unlock Health, the Director of Sales Enablement turns strategy into action. You’ll take what we stand for, our brand, our stories, and our solutions, and turn them into tools and moments that move deals forward. This role blends strategy and execution. You’ll build systems that scale, shape the stories our sales team tells, and make sure every touchpoint feels smart, relevant, and human. You’ll bring structure and creativity together, using your healthcare knowledge and comfort with AI tools to help our team show up sharper and faster in every conversation.

What You'll Do

Training & Development:

  • Design and implement comprehensive training programs for sales team onboarding, ongoing education, reseller program and new product launches.
  • Oversee training initiatives to address sales performance gaps, collaborating with Sales and Operations teams to develop tailored solutions.
  • Co-develop and deliver, with Sales Leaders, ongoing education sessions focused on sales methodologies, best practices, and product knowledge.
  • Put together and run training plans for Sales on New Product Launches, Existing Materials, and Consolidated USPs (unique selling propositions)
  • Facilitate call reviews, pipeline review sessions, and sales SPIFF programs with Sales and Operations teams to foster engagement and improve performance.

Sales Content & Playbook Development:

  • Build and maintain a Sales Playbook to standardize sales methodologies, processes, and best practices.
  • Collaborate with Marketing and Product teams to develop high-quality sales materials (e.g., presentations, case studies, competitive analysis).
  • Ensure that all sales enablement content is accessible, up-to-date, and aligned with sales objectives.
  • Cross-Functional Collaboration:
  • Act as a strategic partner to Sales, Marketing, Product, and Customer Success leaders to align enablement programs with broader business goals.
  • Ensure seamless coordination between teams to support new product launches, market campaigns, and strategic initiatives.
  • Gather insights from customer calls, sales interactions, and competitive analysis to refine training content.
  • Establishing the Outbound strategies for ABM based campaigns across LOBs, in tandem with Marketing & Sales.
  • Collaborate with Marketing and Growth to translate healthcare, marketing, and technology trends into sales-ready insights, POV briefs, and competitive battlecards.

SDR Management & Development:

  • Directly manage and develop the Sales Development Representative (SDR) team, providing clear expectations, ongoing coaching, and career progression guidance.
  • Establish and maintain SDR operating rhythms, including activity targets, call coaching, outbound messaging standards, and QA processes.
  • Own the onboarding and ongoing education program for SDRs to reduce ramp time and ensure consistent pipeline contribution.
  • Build and refine the outbound motion, including sequencing, persona targeting, cadences, and messaging, in alignment with Marketing, ABM, and Sales leadership.
  • Monitor SDR performance metrics (meetings booked, SQL conversion, pipeline contribution, activity productivity) and leverage data to improve processes and efficiency.
  • Ensure tight Sales–SDR alignment through clear qualification criteria, smooth handoff processes, and real-time feedback loops.
  • Recruit, hire, and retain high-performing SDRs while fostering a culture of curiosity, accountability, and continuous improvement.

Sales Tools & Technology:

  • Oversee the adoption and optimization of sales enablement tools and platforms (e.g., CRM systems, content management platforms, learning management systems).
  • Champion the use of AI and automation to scale personalization, insight generation, and efficiency in enablement content and outreach tools.
  • Continuously evaluate and recommend new tools and technologies to improve sales efficiency.

Performance Analytics & Continuous Improvement:

  • Define and track key performance indicators (KPIs) to measure the effectiveness of sales enablement initiatives.
  • Use data to identify sales gaps, evaluate training impact, and refine enablement strategies.
  • Leverage performance data to test and refine sales messaging and content, turning insights into improved communication tools and training programs.
  • Provide regular performance reports to leadership, highlighting insights and areas for improvement.

Key Performance Indicators (KPIs):

  • Sale Reps Certifications (sign-offs)
  • Sales Rep Improvement Rate on Funnel Conversion (e.g., Opportunity Creation M/M, Closed Won Rate M/M, Pipeline Velocity M/M)
  • Volume of Sales Trainings Held (# of Trainings Held per Month)
  • Training Feedback Score (Evaluation by Sales Team on Trainings)
  • Sales productivity ramp time
  • Quota attainment lift
  • Deal cycle reduction
  • Win-rate improvement


Qualifications

Must-haves:

  • 5-7 years of experience in sales enablement, marketing, or related executional role
  • Strong storytelling and design instincts with the ability to make complex ideas simple and compelling
  • Proficiency with AI tools that support content creation and personalization
  • Experience producing a range of sales materials (decks, case studies, playbooks, briefs, one-pagers, etc.)
  • Familiarity and experience with healthcare
  • Excellent writing, editing, and communication skills
  • Strong organizational skills with ability to manage multiple projects simultaneously
  • Strategic curiosity, comfortable bringing insights and ideas to improve sales narratives and tools
  • Self-starter mindset with a bias toward execution and delivering high-quality outputs quickly

Nice-to-haves:

  • Experience with HubSpot and Salesforce
  • Design proficiency including ability to use design platforms (PowerPoint, Canva, Adobe Creative Suite, or similar tools)
  • Experience producing or editing short-form video, podcasts, or other multimedia content


Perks and Benefits

  • Competitive Salary
  • Health, Dental and Vision benefit packages to fit all types of lifestyles (FSA / HSA Options)
  • Life, Short- and Long-Term Disability Insurance paid 100% by the company
  • Pet insurance
  • 401(K) with a generous company match program
  • Flexible (Unlimited) Paid Time Off
  • Paid Parental Leave
  • Employee Assistance Program (unlimited free telephonic counseling for a variety of issues such as mental health, financial support, and legal advice)
  • Employee Referral Program

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