Sales Enablement Lead
Reston, VA
Who We Are:
Excelacom is a global consulting and technology solutions firm solving client’s complex business and technology challenges through a mix of consulting expertise, telecom-focused software, and managed services within the communications and media industries.
Who You Are:
You are a highly organized, execution-focused Sales Enablement professional who thrives in a fast-paced consulting and technology environment. You are passionate about improving sales effectiveness through training, coaching, content development, process adoption, and technology enablement. You partner closely with Client Partners, leadership, marketing, and delivery teams to ensure sellers have the tools, knowledge, and resources needed to drive revenue growth and deepen client relationships.
You bring a strong understanding of consultative selling, sales methodologies, onboarding, sales content management, and change management. You are equally comfortable facilitating workshops, developing playbooks, creating sales assets, and driving adoption of sales tools and processes across the organization.
As a Consultant, you’ll contribute to client engagements by delivering insights, building deliverables, and leading workstreams. You’ll be expected to bring strong analytical thinking, and a proactive mindset to solve client problems and drive transformation.
Role and Responsibilities:
You may work on various projects throughout your career with Excelacom. The roles and responsibilities noted below pertain to the specific role listed above.
Develop and execute Excelacom's sales enablement strategy aligned with company growth objectives.
Design and deliver onboarding programs for new Client Partners and sales team members.
Create and maintain sales playbooks, messaging guides, competitive intelligence materials, and client-facing collateral.
Partner with leadership to establish best practices for consultative selling and account growth.
Support proposal development by creating reusable content, templates, case studies, and value messaging.
Lead the rollout, adoption, and training efforts for Excelacom's Century Sales application.
Develop training programs and certification paths for sales methodologies, tools, and processes.
Facilitate sales workshops, account planning sessions, and enablement programs.
Collaborate with marketing and delivery teams to ensure alignment of messaging, thought leadership, and client success stories.
Measure and improve sales readiness, onboarding effectiveness, and technology adoption.
Drive organizational change management initiatives related to sales processes and technology.
Identify gaps in sales knowledge, content, or execution and implement programs to improve effectiveness.
Establish sales enablement metrics and provide recommendations to leadership based on adoption and performance trends.
Serve as a trusted advisor to Client Partners by helping them prepare for client meetings, presentations, and strategic pursuits.
Required Qualifications:
3–10 years of experience in Sales Enablement, Revenue Enablement, Sales Operations, Business Operations, Consulting, or a related role
Experience designing and delivering sales enablement, onboarding, training, or coaching programs
Experience creating sales playbooks, content, messaging frameworks, and proposal support materials
Strong presentation, facilitation, and communication skills
Experience implementing or managing CRM, CPQ, or sales enablement platforms
Strong organizational and project management skills with the ability to drive initiatives independently
Experience driving technology adoption and organizational change management initiatives
Ability to influence without direct authority and drive accountability across senior stakeholders
Strong analytical mindset with the ability to measure program effectiveness and identify improvement opportunities
Bachelor's degree, preferably in Computer Science, Business, Marketing, Communications, or a related field
Prior consulting experience in an agile environment with a leading strategy firm, consulting practice, or consulting technology firm
Proficiency in Microsoft Office (Word, Excel, PowerPoint, Visio)
Strong verbal and written communication skills
**Excelacom is currently unable to provide visa sponsorship for this position. All applicants must be authorized to work in the United States on a permanent and ongoing basis without the need for current or future employer sponsorship.**
Preferred Qualifications:
Prior experience in Telecommunications, Media, or Cable is highly preferred
Experience supporting consulting or technology sales organizations
Familiarity with sales methodologies such as Challenger, MEDDICC, SPIN Selling, or Solution Selling
Experience developing certification programs and sales competency frameworks
Experience working with sales content management, learning management, or enablement platforms
Good time management and collaboration skills
Familiarity with CPQ, CRM, and sales workflow tools
Experience driving system adoption and organizational change management initiatives
Exposure to Excelacom's Century platform or similar sales enablement tools
Compensation and Benefits:
Excelacom offers competitive salaries, health and wellness benefits, 401(k), paid time off, and career growth opportunities. For regular full-time employees, the estimated salary range is from $90,000 to $130,000/yr.
EEO Statement:
Excelacom, Inc. is an equal opportunity employer. Any decision affecting employment, compensation, promotion, or transfer will be based solely on personal qualifications and merit, regardless of sex, race, color, religion, gender identity, sexual orientation, marital status, national origin, disability, age, results of genetic testing, service in the military, pregnancy, childbirth or other related medical conditions or any other factor protected under applicable law. #LI-JH1
