Senior Sales Enablement Consultant, Fleet

Solera · Westlake

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Job Title: Senior Sales Enablement Consultant, Fleet

Location: Remote, United States or Mexico City, Mexico

Overview

As a Senior Sales Enablement Consultant supporting Solera’s Fleet business, you will serve as a strategic partner to Sales Leadership, Revenue Operations, Product, Marketing, and other key stakeholders to improve seller effectiveness and accelerate commercial performance.

You will go beyond traditional training delivery, acting as a trusted advisor who diagnoses business and performance challenges, identifies capability gaps, and develops scalable enablement strategies aligned with Fleet priorities.

This role requires someone who understands how complex B2B sales organizations operate and can translate business objectives into practical seller readiness, coaching, onboarding, certification, and GTM programs. You will partner closely with Revenue Operations and Fleet leadership to use performance data, sales methodologies, AI-enabled tools, and field insights to drive measurable improvements in sales execution.

Experience in Fleet, trucking, transportation, logistics, telematics, fleet management technology, or adjacent industries is highly valued. The successful candidate should understand, or be able to quickly engage with, the operational realities facing Fleet customers and translate those realities into effective seller development.

Key Responsibilities

Strategic Business Consulting

• Partner with Fleet Sales Leadership, Revenue Operations, Product, Marketing, and other stakeholders to understand business priorities, sales performance challenges, and organizational readiness needs.
• Conduct structured intake sessions, performance assessments, and root-cause analyses to distinguish learning needs from process, technology, management, or execution challenges.
• Translate strategic business objectives into practical and scalable enablement plans.
• Serve as a trusted enablement advisor to Fleet leadership and other business partners.

Sales Enablement Strategy & Program Development

• Design and execute enablement programs aligned with Fleet priorities, GTM initiatives, product readiness, sales methodologies, onboarding, certification, and performance improvement.

• Develop and continuously improve role-based learning journeys for sellers, account managers, sales managers, and other revenue-generating roles.

• Drive adoption of sales methodologies, including Challenger and MEDDPICC, through training, coaching, reinforcement, inspection, and manager enablement.

• Ensure enablement programs reinforce customer-centric selling and connect Solera capabilities to meaningful Fleet business outcomes.

Fleet GTM & Product Readiness

• Lead enablement workstreams supporting strategic launches, product enhancements, and GTM initiatives across the Fleet portfolio.
• Partner with Product and Marketing to translate technical capabilities and messaging into seller-ready learning experiences and practical customer conversations.
• Develop readiness plans, certifications, sales plays, job aids, and reinforcement strategies.
• Prepare sellers to engage credibility with Fleet stakeholders around areas such as safety, compliance, route optimization, video-based safety, operational efficiency, and workflow automation, where relevant to the solution being positioned.
• Ensure sellers can move beyond feature discussions and connect Fleet solutions to customer operational and business priorities.

Facilitation, Coaching & Reinforcement

• Deliver engaging virtual and in-person enablement experiences for geographically distributed sales teams.
• Facilitate onboarding, product training, sales methodology, readiness, and skills-development programs.
• Design learning experiences centered on practice, role-play, real-world application, coaching, and feedback.
• Coach sellers and frontline managers to reinforce desired behaviors and improve sales execution.
• Develop scalable reinforcement mechanisms that drive sustained behavior change beyond initial training.
• Create manager enablement strategies that allow frontline leaders to effectively reinforce learning through ongoing coaching.

Revenue Performance & Analytics

• Partner with Revenue Operations to analyze sales performance data, identify trends, and prioritize enablement interventions.
• Establish clear success measures and business impact metrics for major enablement initiatives.
• Monitor readiness, adoption, pipeline performance, seller productivity, win rates, ramp time, and other relevant indicators.
• Use quantitative and qualitative insights to continuously improve enablement programs and recommend targeted interventions.

AI & Sales Technology Enablement

• Drive effective adoption of AI-powered tools and productivity solutions across the Fleet sales organization.
• Leverage platforms such as Salesforce, Highspot, Outreach, Microsoft Copilot, ChatGPT, Terret AI, and other AI-enabled solutions to improve seller readiness, coaching, training adoption, and performance insights.
• Identify practical opportunities to integrate AI into enablement workflows while maintaining a clear focus on seller productivity and business outcomes.
• Help sellers and managers develop confidence using AI-supported workflows as part of their day-to-day execution.

Cross-Functional Leadership

• Lead complex enablement initiatives involving geographically distributed and cross-functional stakeholders.
• Partner closely with Fleet Sales Leadership, Revenue Operations, Product, Marketing, Professional Services, Customer Success, HR, and IT as appropriate.
• Influence without direct authority and build alignment across teams with different priorities and perspectives.
• Effectively support US-based stakeholders while operating remotely or from the Mexico City Center of Excellence.

Team Collaboration

• Be an active member of the Global Sales Enablement organization, sharing best practices and contributing to continuous improvement.
• Collaborate with other Enablement pillar leads to create consistency while preserving the specific needs of the Fleet business.
• Contribute to the evolution of enablement methodologies, AI adoption, onboarding, certification, and seller effectiveness programs.

Qualifications

Required Experience

• 7+ years of experience in Sales Enablement, Revenue Enablement, Sales Training, Revenue Operations, Sales Effectiveness, or related commercial functions.
• Proven experience supporting quota-carrying teams in complex B2B sales environments.
• Demonstrated ability to design and deliver enablement programs that result in measurable changes in seller behavior and performance.
• Experience partnering with Sales Leadership and Revenue Operations on performance improvement initiatives.
• Track record of independently leading cross-functional initiatives from discovery through implementation, adoption, and measurement.

Fleet & Industry Experience

• Strong preference for experience within one or more of the following:
• Fleet management
• Commercial trucking
• Transportation and logistics
• Telematics
• Video-based safety
• Fleet compliance
• Route optimization
• Commercial vehicle technology
• Transportation SaaS or adjacent industries

Candidates should be able to understand the operational environment of Fleet customers and translate industry challenges into practical enablement strategies and customer-focused selling motions.

Sales & Business Acumen

• Strong understanding of modern sales methodologies, including Challenger, MEDDPICC, value-based selling, and consultative selling.

• Ability to translate complex product capabilities into clear customer business value.

• Strong understanding of enterprise and mid-market B2B sales cycles.

• Ability to connect enablement initiatives to measurable commercial outcomes, including pipeline quality, win rates, productivity, adoption, and revenue performance.

Technology & AI

• Strong proficiency with Salesforce and modern sales technology ecosystems.
• Experience leveraging enablement, sales engagement, analytics, and AI-powered technologies to support sales effectiveness.
• Demonstrated ability to apply AI practically across enablement, coaching, content creation, performance analysis, and seller workflows.

Leadership & Influence

• Exceptional communication, facilitation, presentation, and stakeholder management skills.
• Demonstrated ability to establish credibility with experienced sellers, frontline managers, and senior business stakeholders.
• Strong consulting skills with the confidence to challenge assumptions and recommend solutions beyond training when appropriate.
• Ability to influence without authority across geographically distributed organizations.
• Strong project management, prioritization, and change management capabilities.

Personal Attributes

• Strategic thinker with a strong bias for action.
• Consultative and curious, with a strong ability to diagnose before prescribing.
• Highly analytical and comfortable making decisions based on business and performance data.
• Self-starter capable of independently managing multiple priorities in a fast-paced environment.
• Comfortable operating through ambiguity and evolving business priorities.
• Passionate about coaching, seller development, continuous improvement, and measurable business impact.

EQUAL OPPORTUNITY EMPLOYER
The Solera group is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws.

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