Sales Enablement Lead

Career Area

Sales

Job Description

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, youre joining 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 dont just 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 product‑focused selling to true customer problem‑solving 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 industry‑specific insight, and position our solutions in the context of meaningful business outcomes.

The lead role will guide the evolution from traditional feature‑based training to a dynamic, continuous enablement program driven by scenario‑based learning, industry playbooks, AI‑powered 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 outcome‑focused, customer‑centric 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 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.
  
  

• Execute masterclass micro‑learning series
• Deliver continuous enablement via:
• Scenario‑based microlearning simulations
• Real customer case studies
• AI‑powered sales coaching
• Deal intelligence reviews
• Win‑loss learning loops
• Digital tools and content for in-field discussions
  

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

• Proven experience in Sales Enablement, Sales Leadership, Learning & Development, or similar role.
• Demonstrated ability to create customer‑centric enablement experiences.
• Strong understanding of value‑based selling, discovery frameworks, and outcome‑based 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)
  
  

• Experience in heavy equipment, construction, agriculture, mining, or industrial sectors.
• Knowledge of operations, fleet management, or field service workflows.
• Familiarity with AI‑enabled coaching tools, win‑loss analysis, and competency frameworks.
• Program management certifications or instructional design experience
• Completed engineering or business degree.