Sales Enablement Lead (Remote)

Geotab · Atlanta

Sales & Businessposted 4mo ago

Who we are:

Geotab ® is a global leader in IoT and connected transportation and certified “Great Place to Work™.” We are a company of diverse and talented individuals who work together to help businesses grow and succeed, and increase the safety and sustainability of our communities.

Geotab is advancing security, connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets. Geotab’s open platform and Geotab Marketplace ®, offering hundreds of third-party solution options, allows both small and large businesses to automate operations by integrating vehicle data with their other data assets. Processing billions of data points a day, Geotab leverages data analytics and machine learning to improve productivity, optimize fleets through the reduction of fuel consumption, enhance driver safety and achieve strong compliance to regulatory changes.

Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram.

Who you are:

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking an Enablement Lead who will be responsible for defining and driving sales and partner readiness strategy across a specific product, platform, or segment domain — equipping the field with the positioning, sales plays, and execution frameworks needed to sell and scale solutions globally. If you love translating complex capabilities into compelling field strategies and thrive at the intersection of product, go-to-market, and revenue execution, and are keen to join an industry leader — we would love to hear from you!

What you’ll do:

As an Enablement Lead, your key area of responsibility will be owning and defining the end-to-end enablement strategy for a specific product, platform, or segment domain, ensuring all solutions are grounded in deep domain expertise and directly tied to field execution. You will be responsible for translating product and solution capabilities into domain-specific value propositions, sales plays, deal strategies, and scalable execution frameworks that span the full revenue lifecycle — from prospecting and discovery through proposal and expansion. You will also need to define and own a suite of enablement assets including sales playbooks, messaging frameworks, competitive positioning guides, objection handling frameworks, demo strategies, and discovery guides, all built to reflect real-world customer scenarios and sales motions within your domain.

You will need to work closely with Product Management, Product Marketing, Sales Leadership, Revenue Delivery, and Revenue Operations to ensure enablement is tightly aligned to roadmap, GTM priorities, and field performance outcomes, while also collaborating with central teams including Learning Design, Content, and Demo Excellence to operationalize and deliver programs at scale. To be successful in this role you will be a strategic thinker who balances big-picture vision with execution-focused outcomes and thrives in cross-functional environments. In addition, the successful candidate will have deep understanding of solution selling, strong stakeholder management skills, and the ability to communicate complex domain concepts clearly to both technical and non-technical audiences.

How you’ll make an impact:

• Own and define the enablement strategy for a specific product, platform, or segment domain, ensuring all enablement solutions are grounded in deep expertise within that specific area

• Act as the primary enablement partner to Sales leadership, aligning on priorities, pipeline needs, and performance outcomes

• Ensure readiness across the full revenue lifecycle, including prospecting, qualification, discovery, demo, proposal, and expansion

• Identify domain-specific readiness gaps and define targeted enablement strategies to improve execution and results

• Translate capabilities within their specific product, platform, or segment domain, into clear, domain-specific value propositions, use cases, and customer outcomes

• Define how solutions should be positioned across segments, personas, and sales motions

• Ensure messaging reflects the unique needs, challenges, and buying behaviors associated with their specific product, platform, or segment domain

• Establish competitive positioning and differentiation specific to the domain

• Develop domain-specific sales plays, discovery approaches, and deal strategies aligned to their specific product, platform, or segment domain

• Translate product or segment solutions into role-specific execution across SDR, BDR, Account Executives, Partners, and Solution Engineering

• Ensure all sales motions and execution frameworks are tailored to the realities of their specific product, platform, or segment domain, including customer use cases and deal dynamics

• Enable repeatable, scalable execution models that support pipeline generation, deal progression, and expansion within the domain

• Define and own all enablement solutions for their specific product, platform, or segment domain, ensuring they are directly aligned to domain expertise and field execution needs

• Establish requirements and direction for enablement assets specific to their product, platform, or segment domain, including: Sales playbooks, Messaging frameworks, Demo strategies and flows, Competitive positioning guides, Objection handling frameworks, Discovery guides, Deal support materials

• Ensure all assets are built to reflect real-world execution within their specific product, platform, or segment domain, including customer scenarios, industry nuances, and sales motions

• Partner with Content, Learning Design, and Demo Excellence teams to operationalize and deliver these solutions

• Partner with Product Management, Product Marketing, Sales, Revenue Delivery and Revenue Operations to ensure enablement is aligned to roadmap, messaging, and GTM priorities

• Collaborate with other Enablement Leads to ensure consistency and alignment across product and segment domains

• Ensure horizontal and vertical alignment so that solutions are both globally consistent and locally relevant

• Gather domain-specific field insights, feedback, and performance data related to their specific product, platform, or segment domain

• Identify gaps in positioning, messaging, and execution specific to the domain and drive improvements

• Continuously refine enablement solutions to reflect evolving customer needs, market dynamics, and sales performance

• Ensure enablement remains practical, relevant, and directly tied to field success

What you’ll bring to this role:

• Bachelor's degree in a related field, or equivalent combination of education and work experience

• 5-8 years of experience in sales enablement, product enablement, sales strategy, or a related field

• Experience in B2B technology, SaaS, IoT, or similar industries strongly preferred

• Experience working in cross-functional go-to-market environments required

• Deep expertise in a specific product, platform, solution area, or customer segment, with the ability to translate that knowledge into actionable sales enablement strategies

• Strong understanding of sales enablement principles, value-based and solution selling, and the full revenue lifecycle from prospecting through expansion

• Proven ability to develop domain-specific enablement solutions including sales plays, messaging frameworks, competitive positioning, and execution tools

• Sales methodology certifications (e.g., MEDDIC, Challenger, CHAMP) considered an asset

• Enablement or product-related certifications considered an asset

If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.

Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.

This posting is for an existing vacancy.

#LI-Remote

Why job seekers choose Geotab:

Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program

*The above are offered to full-time permanent employees only

How we work:

At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!

We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals. We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice.

The annual base salary for this position is the expected annual salary for this role, and may be subject to change. Geotab offers various perks and benefits and other compensation components that an individual may be eligible for. The actual base salary for this position depends on a variety of factors such as but not limited to skills, qualifications, education and overall experience, including the location the applicant lives while performing the job. This also includes equity with other team members and alignment with local market data. All offers of employment are contingent upon proof of eligibility to work and the individual's ability to pass a background check.

Hiring Range

$115,000—$140,000 CAD