About Sellers Dorsey

Sellers Dorsey is a healthcare impact strategy firm focused on improving care access, quality, and outcomes for our nation’s most vulnerable populations. We work with providers, managed care organizations, state entities, and others, to design, implement, fund, and optimize sustainable programs that deliver maximum impact to underserved communities. Built on decades of experience in Medicaid, our team includes former state Medicaid directors, healthcare policy experts, health plan execs, and hospital leaders who know how to navigate the complexities of the system and find creative, impactful solutions that drive the greatest impact for the individuals and communities that need it most.

About the Role

Sellers Dorsey is seeking a Director, Sales Enablement who is responsible for designing, operating, and continuously improving the firm’s commercial operating system—the repeatable, scalable engine that drives predictable revenue growth. As the Director, Sales Enablement, you own the strategy, governance, and activation of enterprise sales platforms and the commercial frameworks that power how the firm goes to market. You ensure that CRM, sales enablement tools, and commercial playbooks work together as an integrated revenue command center, enabling the organization to forecast, execute, and win—not simply track activity. You are accountable for building and institutionalizing how the firm sells consulting services: defining the Ideal Customer Profile (ICP), standardizing deal qualification and pipeline stages, developing sales playbooks and proposals that win, and enabling data-driven decision-making across Sales, Strategy, and Marketing. As a leader, you sit at the intersection of platforms, process, and performance, ensuring revenue growth is intentional, measurable, and repeatable.

Key Responsibilities

1- Commercial Operating System & Sales Platform Strategy: Define and execute the long-term vision for the firm’s commercial operating system, ensuring platforms, processes, and playbooks work together to drive sustainable revenue growth. Lead modernization, integration, and optimization initiatives across CRM, sales enablement, sales intelligence, and subscription-based platforms to support prospecting, capture, pipeline management, deal execution, and account expansion. Position the CRM not as a system of record, but as a revenue command center—the single source of truth for pipeline health, deal velocity, forecasting accuracy, and growth opportunities.

2- Commercial Playbooks & Sales Execution Frameworks: Own the development and ongoing evolution of commercial playbooks that enable consistent, high-quality deal execution across consulting services, including:

• Defining and refining the firm’s Ideal Customer Profile (ICP) and target buyer personas.
• Building and governing a standardized deal qualification framework (e.g., value-based qualification, risk assessment, competitive posture).
• Designing and enforcing pipeline stage definitions aligned to how consulting deals are actually sold.
• Creating scalable sales playbooks that include pitch decks, messaging frameworks, case studies, and solution narratives aligned to the firm’s service offerings and SKU strategy (e.g., Managed Care Strategy playbooks).

Ensure playbooks are practical, field-tested, and directly embedded into CRM workflows and enablement tools.

3- Platform Ownership, Governance & Data Integrity: Serve as the primary product owner for the firm’s CRM and sales enablement ecosystem. Own configuration management, data standards, access controls, user roles, and governance models to ensure platforms are secure, compliant, and optimized for revenue workflows. Ensure data integrity across pipeline, forecasting, pricing, and performance metrics.

4- Revenue Analytics, Forecasting & Performance Management: Design, activate, and manage executive and operator dashboards that provide real-time insight into:

• Pipeline health and coverage.
• Deal velocity and stage conversion rates.
• Win rates and loss drivers.
• Average deal size and growth trends.
• Forecast accuracy and revenue predictability Translate data into actionable insights for Sales, Strategy, and Executive Leadership, enabling proactive decision-making and course correction.

5- Deal Strategy, Pricing & Win-Rate Improvement: For large and strategic deals, partner directly with consulting and revenue teams to improve win rates by:

• Structuring deal strategy aligned to line-of-business (LOB) priorities.
• Developing competitive battlecards and positioning guidance.
• Supporting pricing strategy, margin discipline, and risk positioning.
• Providing deal coaching to consulting leaders to strengthen value articulation and differentiation.

Standardize proposal structures, pricing logic, and risk positioning to ensure consistency, quality, and speed across pursuits.

6- Marketing Alignment & ROI Accountability: Act as the connection point between Marketing, Strategy, and Revenue, ensuring marketing investments translate into qualified pipeline and closed revenue.

• Align sales messaging and campaign strategy with the firm’s brand positioning and value propositions.
• Ensure marketing campaigns are targeted to the ICP and supported by clear conversion paths into CRM.
• Define and measure ROI for all marketing activity, linking campaigns to pipeline creation, deal progression, and revenue outcomes.

7- Enablement, Adoption & Change Management: Lead training, onboarding, and change management to ensure platforms, playbooks, and commercial frameworks are consistently adopted and effectively used. Develop clear documentation and enablement assets so teams understand not just how to use tools, but why they matter to winning and growing revenue.

Key Qualifications

• 10+ years of progressive experience leading sales enablement, revenue operations, commercial operations, or go-to-market strategy initiatives.
• Bachelor's Degree in Business Administration, Information Systems, Finance, Marketing, Strategy, or related field. MBA or advanced business degree preferred.
• Demonstrated experience designing and operating a commercial or revenue operating system.
• Proven track record of 1) Building and scaling sales playbooks for consulting or professional services; 2) Defining Ideal Customer Profiles (ICP), buyer personas, and qualification frameworks; 3) Standardizing pipeline stages, proposal structures, pricing logic, and risk positioning.
• Experience partnering directly with Sales, Consulting, Marketing, and Strategy leaders to improve win rates and revenue predictability.
• Experience supporting large, complex, or strategic deals, including deal strategy, competitive positioning, pricing guidance, and deal coaching.
• Healthcare or regulated-industry experience preferred.

Key Critical Professional Related Technical Skills

1- Commercial & Revenue Leadership:

• Deep understanding of how consulting services are sold, from prospecting through close and expansion.
• Ability to translate firm strategy into repeatable commercial frameworks that scale across teams.
• Strong judgment in balancing growth, margin discipline, and risk management.

2- Sales Enablement & Playbook Development:

• Expertise in developing end-to-end sales playbooks that drive consistent deal execution, including: Messaging frameworks and pitch narratives; Case studies and proof points; SKU- or service-specific playbooks (e.g., Managed Care Strategy).
• Ability to embed playbooks directly into CRM workflows and enablement tools.

3- CRM & Platform Ownership:

• Advanced proficiency with CRM platforms as revenue systems (not just systems of record), including: Configuration, governance, and data standards; Pipeline and forecasting models; Role-based dashboards and reporting.
• Experience integrating CRM with sales enablement, marketing automation, and sales intelligence tools.
• Strong understanding of data integrity, access controls, and platform governance.

4- Revenue Analytics & Forecasting:

• Advanced analytical skills with the ability to design and interpret dashboards for: Pipeline health and coverage; Deal velocity and stage conversion; Win rates, loss drivers, and forecast accuracy; Average deal size and growth trends.
• Ability to translate data into executive-level insights that drive decisions, not just reporting.

5- Marketing Alignment & ROI Accountability:

• Experience aligning marketing strategy, campaigns, and messaging to ICP and revenue objectives.
• Ability to define and measure marketing ROI, linking campaigns to pipeline creation, deal progression, and closed revenue.
• Strong collaboration skills to ensure brand positioning and sales messaging are tightly aligned.

6- Change Management & Enablement:

• Proven ability to drive adoption of new processes, platforms, and commercial frameworks.
• Experience designing and delivering training, onboarding, and enablement materials for revenue-facing teams.
• Ability to influence without authority and lead through clarity, credibility, and outcomes.

7- Technical & Business Skills:

• Advanced proficiency in Microsoft Excel and PowerPoint for financial modeling, analysis, and executive presentations.
• Experience with data visualization and BI tools (e.g., Power BI, Tableau, or equivalent).
• Strong understanding of pricing models, margin analysis, and deal economics.
• Familiarity with API integrations, data migrations, and enterprise SaaS ecosystems preferred.

Other Requirements

• Strategic thinker with a strong bias toward execution and measurable outcomes.
• Comfortable operating at the intersection of strategy, data, and field execution.
• Ability to work well with others in teams and build relationships with staff throughout the firm, at multiple levels.
• Exceptional written, verbal, and executive-level communication skills.
• Highly organized, detail-oriented, and capable of managing multiple complex initiatives simultaneously while meeting deadlines.
• Trusted partner to senior leaders with the confidence to challenge assumptions using data and insight.

Compensation & Benefits 

The anticipated salary range for candidates is $140,300/year in our lowest geographic market range to up to $195,000/year in our highest geographic market range. The final pay offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and years of experience within the job, the type of years and experience within the industry, the candidate’s education, and the candidate’s market location. Typically, candidates are not hired near the top of the range and compensation decisions are made based upon Sellers Dorsey’s Total Compensation Policies & Guidelines. The successful candidate will also be eligible to participate in our annual Corporate Incentive Plan (CIP) that can range to up to 15% of annual salary. 

Provided they meet all eligibility requirements under the applicable plan documents, the successful candidate (and their eligible dependents) will be eligible to enroll in group healthcare plans that offer medical, dental, and vision and for insurance plans offering short term disability, long term disability, and basic life. Employees are also able to enroll in Sellers Dorsey’s 401k plan provided they meet plan requirements.  Sellers Dorsey offers a Flexible Time Off that allows employees to use what they need. Additionally, we offer 10 paid holidays throughout the calendar year, paid time off for qualifying medical leave, and up to 12 weeks of combined paid parental and bonding leave. The foregoing benefits and paid time off, including an employee’s eligibility therefore, will be controlled by applicable plan documents and Sellers Dorsey policy. 

This is intended to provide a general description of benefits and other compensation and is not a substitute for applicable plan documents or company policies. 

Sellers Dorsey is an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state, or local law.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at HumanResources@sellersdorsey.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

Sellers Dorsey maintains a Drug-Free workplace.