Sales Enablement Lead

Career Area:

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar yourejoining a global team who cares not just about the work we do but also about each other. We are the makers problem solvers and future world builders who are creating stronger more sustainable communities. We dontjust talk about progress and innovation here we make it happen with our customers where we work and live. Together we are building a better world so we can all enjoy living in it.

What you will do:

The Sales Enablement Lead is a strategic role responsible for transforming our sales organization from productfocused selling to true customer problemsolving partners. Leveraging the strategy and program design provided by the Sales Enablement Manager the Sales Enablement Lead is responsible to deliver a modern enablement ecosystem that equips our sales teams to deeply understand customer challenges engage with industryspecific insight and position our solutions in the context of meaningful business outcomes.
The lead role will guide the evolution from traditional featurebased training to a dynamic continuous enablement program driven by scenariobased learning industry playbooks AIpowered coaching and microlearning masterclass series. The ideal candidate is a storyteller strategist and educator with a passion for empowering sales teams to deliver measurable impact for customers.

Skill you should have

Transform the Sales Skillsets

• Lead the shift from product/application training toward outcomefocused customercentric sales enablement.
• Equip reps to diagnose customer challenges such as productivity gaps cost leakage downtime compliance safety and operational inefficiencies.
• Deliver frameworks that help teams articulate why customers should care and what KPIs or business outcomes are affected.

Deploy Industry & PersonaFocused Playbooks

• Deploy tailored playbooks for key industries including Quarry Civil Construction Agriculture and Mining Contractors.
• Define industry challenges with clear persona segmentation and specific KPIs
• Train reps to position product capabilities through the lens of these challenges.

Deploy the Future-State Learning Program

• Execute masterclass microlearning series
• Deliver continuous enablement via:
  • Scenariobased microlearning simulations
  • Real customer case studies
  • AIpowered sales coaching
  • Deal intelligence reviews
  • Winloss learning loops
  • Digital tools and content for in-field discussions

Drive Sales Performance & Capability

• Partner with Sales Leadership to identify skill gaps and highvalue learning opportunities.
• Enable reps to deliver scenariodriven demos tied to customer KPIs rather than product walkthroughs.
• Ensure enablement aligns with pipeline quality deal velocity and customer success outcomes.

Basic Requirements:

Essential

• Proven experience in Sales Enablement Sales Leadership Learning & Development or similar role.
• Demonstrated ability to create customercentric enablement experiences.
• Strong understanding of valuebased selling discovery frameworks and outcomebased messaging.
• Exceptional facilitation and communication skills.
• Ability to translate complex information into simple actionable programs.
• Fluent in spoken and written English
• Above-average commitment and willingness to travel (up to 50% of the time)

Preferred

• Experience in heavy equipment construction agriculture mining or industrial sectors.
• Knowledge of operations fleet management or field service workflows.
• Familiarity with AIenabled coaching tools winloss analysis and competency frameworks.
• Program management certifications or instructional design experience

• Completed engineering or business degree.

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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