Director, Client Enablement

Job Description:

JOB OVERVIEW

The Director of Client Excellence Enablement is responsible for ensuring the Client organization is operationally and commercially positioned for sustainable growth. This role owns the rhythm, discipline, and transparency of pipeline management, forecasting, opportunity reviews, and product penetration strategy enabling Client Managers and leaders to focus on execution with confidence.

This leader acts as a force multiplier across the Client organization by standardizing best practices, reinforcing accountability, and ensuring consistent use of tools, data, and insights to drive growth and retention.

KEY RESPONSIBILITIES - ESSENTIAL FUNCTIONS

• Pipeline, Funnel & Forecast Ownership

  • Own and lead regular pipeline, funnel, and forecasting reviews with Client Leadership.

  • Establish consistent standards for opportunity qualification, staging, and forecasting accuracy.

  • Identify risks, gaps, and upside opportunities and partner with leaders to drive corrective actions.

• Growth & Product Penetration Strategy

  • Develop and operationalize product penetration strategies across the client base, including cross-sell and upsell initiatives.

  • Partner with Product Marketing to craft sales narratives, campaigns, and playbooks that align to growth priorities.

  • Track and report on product adoption trends, penetration rates, and growth outcomes.

• Salesforce & Commercial Discipline

  • Serve as the Client organization’s SME on Salesforce usage for opportunity management, risk tracking, and reporting.

  • Ensure consistent, accurate, and timely data entry across Client teams to support forecasting, health scoring, and leadership reporting.

  • Identify opportunities to simplify, standardize, or improve Salesforce processes in partnership with Commercial Operations.

• Client Reporting & Insights

  • Own recurring commercial reporting cadences, including:

  • Pipeline & Opportunity Reviews

  • Client Awareness Reports

  • Executive growth and risk summaries

  • Translate data into actionable insights for Client Leaders and Executive stakeholders.

• Enablement & Best Practices

  • Partner with Client Leaders to reinforce selling discipline, growth behaviors, and execution standards.

  • Develop and maintain templates, tools, and frameworks that improve efficiency and consistency across the Client organization.

  • Support onboarding and ongoing enablement for Client Managers related to growth processes and expectations.

• Success Measures

  • Improved forecast accuracy and pipeline visibility

  • Increased product penetration and growth consistency

  • Ensure Salesforce is consistently used as the system of record, with disciplined data management practices that enable accurate reporting and informed decision-making

  • Clear, actionable reporting used by leadership to drive decisions

COMPETENCIES - SKILLS

• Experience in sales enablement, commercial operations, or client growth leadership

• Strong analytical, process design, and executive communication skills

• Deep experience with Salesforce and enterprise reporting

• Ability to influence without direct authority across senior client leaders

EDUCATION AND EXPERIENCE

• 10 years of relevant work experience;

• Minimum 5 years of telematics experience,

• Bachelor's degree required

CORE VALUES

At Wheels, we believe in fostering a culture that is built on our Core Values and Guiding Principles. We cultivate a culture of excellence and innovation by upholding these values, driving our collective success and growth.

• Integrity – Always act with integrity and honesty.

• One Team – Treat others with dignity and respect; act as a cohesive, inclusive and accountable team that is making a difference.

• Innovation – Drive continuous improvement, spark creativity and embrace next generation thinking.

• Customer Success – Ensure that customer and driver success is at the heart of everything we do.

CULTURAL ATTRIBUTES

At Wheels, leaders are expected to model and champion our cultural attributes through their actions:

• Discipli