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Commercial Enablement Manager

Company: Norstella

Location: Remote, United States

Date Posted: Oct 30, 2026

Employment Type: Full Time

Job ID: R-2220

Description

Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers. By providing critical proprietary data supporting AI-driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella's investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs.

Job description:

The Commercial Enablement Manager is a commercially grounded performance partner responsible for translating Business Unit and portfolio priorities into field-ready execution while strengthening the skills, confidence, and productivity of Norstella's revenue-generating teams. This role owns the design, execution, and continuous improvement of enablement across Sales, Customer Success, Solution Consulting, Account Management, and Sales Development, with a focus on measurable commercial outcomes.

Reporting to the VP, Commercial Enablement, this role works across GTM strategy, field execution, and commercial readiness. The Manager partners directly with BU commercial leaders and cross-functional stakeholders to identify performance needs, shape the right enablement response, and ensure programs are adopted and reinforced in the field. The role also contributes to enterprise capability priorities, including commercial skills frameworks, certification, coaching, AI fluency, onboarding, and continuous learning.

The ideal candidate brings a revenue lens, strong business judgment, and the credibility to challenge requests that will not improve performance. They understand what good looks like in the field, can diagnose what is getting in the way, and can turn complex strategies into practical sales motions, tools, and development experiences that commercial teams trust and use.

Responsibilities:

Commercial Performance Partnership & BU Alignment

+ Act as the primary Commercial Enablement partner to assigned Business Units, portfolios, or commercial functions, building trusted relationships with CROs, sales leaders, and functional leaders while following enterprise enablement standards.

+ Partner with commercial leaders to identify the business problem, performance gap, target audience, and desired outcome before committing enablement resources.

+ Surface field insights, capability gaps, adoption risks, and execution barriers using performance data, field observation, and direct conversation with commercial teams.

+ Participate in commercial planning, pipeline reviews, QBRs, talent discussions, and operating rhythms where enablement can materially improve execution and results.

+ Protect seller time by prioritizing work that is practical and tied to real commercial needs.

GTM Strategy & Field Execution

+ Translate GTM strategy into executable sales motions, value narratives, playbooks, messaging, tools, and role-specific guidance that support pipeline generation, deal progression, account growth, retention, and expansion.

+ Lead field readiness for product launches, portfolio changes, strategic initiatives, and process updates so commercial teams know what is changing, why it matters, and how to act.

+ Own the enablement plan from intake and scoping through build, delivery, reinforcement, adoption, and measurement, working within the Commercial Enablement operating model.

+ Partner with Product Marketing, Revenue Operations, Solution Consulting, Customer Success, Sales Development, and business leaders to align content, process, systems, and manager reinforcement.

+ Represent the voice of the field in GTM planning and post-launch retrospectives and translate feedback into clear recommendations and continuous improvement actions.

Commercial Readiness, Skills & Certification

+ Apply and evolve Norstella's Commercial Skills Framework within assigned teams so role expectations are clear, measurable, and specific to how each commercial function creates value.

+ Build skills development into active enablement efforts and decide what should be addressed through practice, coaching, certification, content, process, or manager reinforcement.

+ Support the design and operation of commercial certification programs so certification reflects demonstrated field capability.

+ Design practical workshops, practice experiences, coaching frameworks, and reinforcement plans that help commercial teams apply skills in real customer and deal situations.

+ Treat AI fluency as a core commercial skill by embedding effective, responsible use of AI tools into role expectations, learning programs, workflows, and field execution.

+ Partner with frontline leaders to strengthen manager-led coaching using call insights, pipeline signals, observed behaviors, and competency assessments.

Enablement Programs, Content & Technology

+ Partner with the Manager of Learning and Content so programs are structured for application, sequenced appropriately, and connected to role-specific skills and performance outcomes.

+ Support onboarding and continuous learning across assigned commercial audiences to improve time-to-productivity and reinforce consistent execution beyond initial training.

+ Validate and improve commercial assets including pitch decks, demos, playbooks, discovery guides, competitive positioning, account growth tools, renewal materials, and manager resources.

+ Drive adoption and effective use of enablement technologies including Highspot, Salesforce, the LMS, conversation intelligence platforms, and related GTM tools.

+ Use AI to improve enablement output, personalize development, surface insights, scale practice and coaching, and reduce low-value manual work for enablement and field teams.

Cross-Functional Governance & Prioritization

+ Coordinate and align work across Commercial Enablement, Product Marketing, Revenue Operations, Sales, Customer Success, Solution Consulting, and other partners.

+ Use established intake, prioritization, build, and delivery workflows to balance BU urgency with enterprise priorities, available capacity, and expected commercial impact.

+ Clearly recommend where enablement investment is warranted, where existing resources should be reused, and where the request should be solved through another function or operating mechanism.

+ Maintain visibility into the enablement roadmap, dependencies, decisions, risks, and expected outcomes for commercial leaders and delivery partners.

+ Drive accountability for leader sponsorship, manager reinforcement, field participation, and adoption.

Measurement & Impact

+ Define success measures at the start of each initiative and track leading and lagging indicators tied to readiness, adoption, behavior change, and commercial performance.

+ Use signals such as ramp time, certification attainment, content and tool adoption, pipeline quality, win rates, sales ...

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