C.H. Robinson is looking for a Manager, Sales Enablement, to join our team. In this role will lead a team of Sales Enablement Managers (SEMs) focused on improving frontline sales execution, seller productivity, manager effectiveness, and pipeline generation quality across the organization. You will partner closely with Sales Leadership, Revenue Operations, Marketing, Product, and frontline managers to drive scalable selling behaviors and consistent execution across the customer lifecycle. You are accountable for improving top-of-funnel rigor, pipeline creation quality, and early-stage conversion performance across the sales organization.
If you possess a strong understanding of modern B2B sales execution, organizational leadership, seller workflows, and performance improvement within complex commercial environments, you may be a great fit for this position!
DUTIES AND RESPONSIBILITIES
Lead & Develop the Sales Enablement Team
Lead, coach, and develop a team of Sales Enablement Managers supporting frontline sales teams
Establish clear priorities, operating rhythms, and performance expectations across the SEM organization
Build a high-performing enablement culture focused on execution, accountability, continuous improvement, and field partnership
Develop talent and create scalable approaches that improve consistency across the organization
Top-of-Funnel & Pipeline Creation Accountability
Own the operating framework for top-of-funnel execution, including outbound workflows, engagement strategy, and qualification standards
Drive measurable improvement in engagement-to-qualified pipeline and qualified-to-sales-accepted conversion rates
Improve early-stage pipeline velocity and opportunity quality across the sales organization
Partner with Sales Leadership to enforce consistent pipeline inspection, qualification rigor, and handoff quality
Standardize how pipeline is created, qualified, and progressed to ensure consistency and predictability of outcomes
Improve Seller Productivity & Revenue Execution
Drive measurable improvement in pipeline generation quality, opportunity progression, and seller effectiveness across the sales organization
Identify operational friction points and simplify workflows, tools, and processes to improve seller productivity and execution speed
Partner with sales leadership to drive consistency in discovery, qualification, opportunity management, and customer engagement
Own and drive execution of scalable sales methodologies and frontline commercial disciplines (e.g., MEDDIC, stage criteria, cadence execution)
Operationalize Sales Strategy
Translate organizational priorities into actionable execution frameworks, workflows, and manager cadences
Partner cross-functionally with Revenue Operations, Marketing, Product, and Sales Leadership to drive alignment and execution consistency
Leverage KPI trends, conversion metrics, seller feedback, and pipeline insights to identify execution gaps and improvement opportunities
Drive adoption and enforcement of standardized selling practices and operational standards
Improve Manager Coaching & Accountability
Improve frontline manager coaching effectiveness, inspection quality, and performance management consistency
Define and implement leading indicators tied to pipeline creation, conversion, and revenue outcomes
Reinforce accountability systems that improve execution quality, pipeline discipline, and performance consistency without unnecessary complexity
Advance Modern Enablement Capabilities
Support the integration of AI-enabled workflows, sales technologies, and customer intelligence capabilities into daily seller execution
Scale modern enablement practices that improve productivity, personalization, and customer engagement quality
Continuously evaluate opportunities to improve seller efficiency and execution consistency through process and technology improvements
Success Metrics
Success in this role is measured through improvements in pipeline creation rates, conversion metrics, early-stage velocity, seller productivity, and execution consistency across the sales organization
QUALIFICATIONS
Required:
5+ years of experience in sales enablement, sales leadership, revenue operations, commercial operations, or related go-to-market functions
2+ years of people leadership experience with demonstrated ability to coach and develop high-performing teams
Experience improving sales execution, pipeline generation, seller productivity, or opportunity management within a B2B sales environment
Strong understanding of modern sales methodologies, pipeline management, and commercial workflows
Experience leading cross-functional initiatives and influencing stakeholders across multiple functions
Strong communication, facilitation, organizational, and leadership skills
Analytical mindset with ability to leverage data and field feedback to drive continuous improvement
Experience driving adoption and behavioral change across sales organizations
Preferred:
Experience supporting large, distributed sales organizations
Experience with MEDDIC or similar sales methodologies
Experience integrating AI-enabled workflows or sales technologies into commercial execution
Background in logistics, transportation, supply chain, SaaS, or operationally complex industries
Experience building scalable coaching, onboarding, or manager enablement programs
Strong understanding of outbound pipeline generation and account-based engagement strategies
We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.
Compensation Range
$77,000.00 - $173,600.00
The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.
Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we're building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit!
Equal Opportunity
C.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We're committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.
EOE\Disabled\Veteran
Benefits
Your Health, Wealth and Self
Your total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including:
Three medical plans which include
Prescription drug coverage
Enhanced Fertility benefits
Flexible Spending Accounts
Health Savings Account (including employer contribution)
Dental and Vision
Basic and Supplemental Life Insurance
Short-Term and Long-Term Disability
Paid observed holidays
2 paid floating holidays for U.S. hourly employees
Flexible Time Off (FTO) offered to U.S. salaried employees - no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
Paid parental leave
Paid time off to volunteer in your community
Charitable Giving Match Program
401(k) with 6% company matching
Employee Stock Purchase Plan
Plus a broad range of career development, networking, and team-building opportunities
Learn more about our benefit offerings on our BENEFITS & WELLBEING (https://www.chrobinson.com/en-us/about-us/careers/life-at-chr/benefits-and-wellbeing/) page
Why Do You Belong at C.H. Robinson?
C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With $22 billion in freight under management and 19 million shipments annually, we are one of the world's largest logistics platforms and rank in the FORTUNE 200. We've been an innovator in logistics for over 100 years. Our global suite of services accelerates trade to seamlessly deliver the products and goods that drive the world's economy. With the combination of our multimodal transportation management system and expertise, we use our information advantage to deliver smarter solutions for more than 90,000 customers and 450,000 contract carriers on our platform. Our technology is built by and for supply chain experts to bring faster, more meaningful improvements to our customers' businesses.
As a responsible global citizen, we contribute millions of dollars to support causes that matter to us and our people. FORTUNE has named C.H. Robinson one of the World's Most Admired Companies 2024, showcasing our position as a leader in our industry. Our commitment to excellence is further affirmed by being named a Great Place to Work 2023-24 by the Great Place to Work Institute, one of Forbes' Best Employers for Diversity and one of America's Greatest Workplaces in 2023 by Newsweek. Join us as we collaborate, innovate, and work as one global team to make life better and more sustainable for our customers, communities, and world. For more information, visit us at www.chrobinson.com .
