Senior Sales Enablement Manager

Senior Sales Enablement Manager (Hybrid Position)

MD Energy Advisors (MDEA) is a rapidly growing energy management company that provides solutions

to Commercial and Utility clients across the United States. We are seeking a strategic, hands-on Senior

Sales Enablement Manager to build the sales infrastructure, data capabilities, and practical AI tools that

help Commercial Solutions acquire new clients, grow existing relationships, and scale revenue.

This role owns the systems, processes, data, analytics, and enablement programs supporting energy

procurement, energy efficiency, and future commercial offerings including solar, battery storage, and

demand response. The position is not a traditional quota-carrying sales role; success will be measured by

adoption, sales-accepted opportunities, pipeline quality, seller productivity, customer growth, and

documented commercial impact.

PRIMARY RESPONSIBILITIES

• Develop and execute an integrated sales enablement and AI growth roadmap that balances netnew acquisition, existing-account growth, seller productivity, and measurable revenue impact.

• Build and continuously improve the new-customer acquisition operating system, including lead

definitions, funnel stages, ownership, handoffs, service-level expectations, conversion

measurement, and source attribution.

• Define ideal customer profiles, priority markets, buyer personas, and solution-fit criteria;

maintain an enriched target-account and decision-maker database using approved commercial,

public, utility, building, property, incentive, regulatory, and market data.

• Develop AI- and data-assisted scoring, lookalike, trigger-event, and opportunity-prioritization

methods that surface high-potential prospects and expansion opportunities across Commercial

Solutions offerings.

• Design repeatable acquisition plays and campaign workflows with clear segments, offers,

messages, content, seller actions, follow-up sequences, and performance measures; sales

professionals will retain responsibility for relationships and closing.

• Own Salesforce and the connected sales technology stack, including process design, data

standards, integrations, governance, adoption, and continuous improvement.

• Build executive reporting for target-account coverage, lead source, seller acceptance, pipeline,

conversion, forecast, stage aging, renewal visibility, customer growth, productivity, and return on

enablement investment.

• Create scalable prospect briefs, discovery and qualification tools, account-based selling materials,

proposals, presentations, content libraries, and AI-assisted research and drafting workflows with

appropriate human review.

• Create and maintain key-account plans and implement the gold, silver, and bronze nurturing

strategy through defined cadences, relevant content, technology-enabled reminders, escalation

triggers, and cross-sell reviews.

• Standardize customer onboarding, including welcome messaging, handoff checklists, required

data capture, customer education, and first-90-day follow-up.

• Implement customer surveys, Net Promoter Score (NPS), customer health indicators, closed-loop

feedback, detractor recovery, and referral or expansion signal capture.

QUALIFICATIONS

• Bachelor's degree in business, analytics, computer science, data science, engineering, energy,

economics, or equivalent related work experience.

• At least 8 years of progressive experience in sales enablement, revenue operations, sales

operations, growth analytics, CRM strategy, business intelligence, demand generation operations,

or a related function.

• Demonstrated experience building scalable B2B acquisition and revenue operations infrastructure

across prospecting, qualification, pipeline management, forecasting, account growth, and

performance measurement.

• Hands-on Salesforce expertise, including process design, lead and opportunity management, data

governance, reporting, dashboards, workflow requirements, user adoption, and integration

oversight; Salesforce certification preferred.

• Experience identifying, piloting, and scaling practical automation or AI use cases that improve

client acquisition, seller productivity, revenue growth, or customer intelligence.

• Ability to translate complex business, data, and technical requirements into clear workflows,

tools, dashboards, playbooks, and recommendations for non-technical users.

• Proven change-management, training, and communication capabilities with a record of improving

adoption of new systems and ways of working.

• Experience in energy, utilities, energy services, commercial real estate, or another complex B2B

industry; knowledge of energy procurement, efficiency, solar, storage, demand response, or utility

and building data preferred.

• Self-motivated, receptive to feedback, highly organized, and comfortable operating as both a

strategic leader and a hands-on builder.

BENEFITS

MD Energy Advisors offers competitive salaries and benefits. The base salary for this position is $140,000

annually, with eligibility for an annual performance bonus based on achievement of defined KPIs. We put

a premium on work-life balance and offer flexibility with our remote team. Benefits include:

• Medical, dental, and vision health insurance

• 401(k)

• Paid time off and paid holidays

• Wellness reimbursement

• Professional development reimbursement

• Regular team meetings and in-person gatherings

Maryland Energy Advisors is an Equal Opportunity Employer/M/F/Disability/Vet