Director, Sales Enablement (Commercial Operating System) - Healthcare Consulting

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