Director, Commercial Enablement

About Foodsmart:
Foodsmart is the leading Foodcare platform in the U.S., built to deliver nutrition-driven healthcare at scale. Powered by a national network of Registered Dietitians, Foodsmart combines personalized clinical nutrition care, behavior change tools, and food benefits to improve member health outcomes while lowering healthcare costs.

Our platform is designed to foster healthier food choices, drive lasting behavior change, and deliver sustainable health outcomes. Through our highly personalized, digital platform, we guide more than 3 million members—including those in employer-sponsored health plans, regional and national Medicaid managed care organizations, Medicare Advantage plans, and commercial insurers—on a tailored journey to eating well while saving time and money.

Foodsmart seamlessly integrates dietary assessments and nutrition counseling with online food ordering and cost-effective meal planning for the entire family, optimizing ingredients both at home and on the go. We partner with national and regional retailers across the U.S., many of whom accept SNAP/EBT, making healthier food more accessible. Additionally, we assist members with SNAP enrollment and management, providing tangible access to nutritious food. In 2024, Foodsmart secured a $200 million investment from TPG’s Rise Fund, which supports entrepreneurs dedicated to achieving the United Nations’ Sustainable Development Goals. This investment helps us expand our reach, particularly to low-income workers who are disproportionately affected by diet-related diseases.

At Foodsmart, our mission is to make nutritious food accessible and affordable for everyone, regardless of economic status. We are committed to a set of core values that shape our culture and work environment:

👥 Customer First - You start with the member and work backwards.
🚀 Make It Happen - You act with urgency, use data, and hold high standards.
🤝 One Team - You collaborate with respect and commit as a group.

Whether you're a dietitian, a commercial leader, or a technologist, working at Foodsmart means being part of a team that is passionate, supportive, and driven by a shared purpose. Join us in transforming the way people access and enjoy healthy food.

About the Role:
The Director of Commercial Enablement is a new, foundational role responsible for how our sales and account management teams sell, plan, and grow accounts. This person will define and operationalize the commercial team's core processes (account strategy and planning, opportunity and deal reviews, forecasting cadence, and ongoing training), and will coach managers and individual contributors to build lasting skill and consistent execution.

This is a companion role to the Director of Commercial Operations, who owns Salesforce architecture, data, and technical process. This role owns the “what and how” of commercial process, content, training, and coaching — partnering closely with Commercial Operations to make sure process design and systems reinforce each other.

You will:

Account Strategy & Planning

• Design and own a standard account strategy and planning framework (account segmentation, whitespace/growth mapping, stakeholder mapping) for net-new and existing accounts.
• Build and maintain account planning templates, documentation, and a clear standard for what “good” looks like.
• Define and manage the cadence and meeting expectations for account planning reviews (e.g., QBRs, renewal planning, strategic account reviews) in partnership with sales and account management leadership.

Opportunity Reviews & Deal Strategy

• Define and facilitate a consistent opportunity review and deal strategy process across the pipeline, from qualification through close.
• Build deal qualification frameworks and scorecards (e.g., MEDDPICC or a similar methodology) in partnership with sales leadership, and train the team to use them.
• Run and/or coach managers to run deal strategy sessions that sharpen win strategy, identify risk, and build close plans on key opportunities.

Forecasting & Pipeline Cadence

• Own the end-to-end cadence for forecast and pipeline review meetings — scheduling, agendas, prep materials, and follow-through on action items.
• Build and maintain forecast and pipeline review templates and manager prep toolkits.
• Partner with Commercial Operations to forecast and pipeline dashboards in Salesforce reflect the process design; this role owns the process and discipline, Commercial Operations owns the system and data.
• Act as the primary point of contact for process and adoption questions, routing tooling/system requests to Commercial Operations.

Coaching + Training & Education Program

• Design, launch, and manage an ongoing training and education program for sales and account management, spanning new-hire onboarding/ramp and continuous education (skills, product, industry, competitive).
• Own a certification and enablement roadmap, and measure completion, knowledge retention, and business impact.
• Select and manage enablement content and tooling (e.g., LMS, content/playbook repository) as needed.
• Serve as a hands-on coach to frontline managers and reps — live deal coaching, call reviews (including via conversation intelligence tools such as Gong), and skill-building on discovery, negotiation, and account strategy.
• Build a manager-as-coach framework and coach managers directly so effective coaching scales beyond this role.
• Establish regular coaching rhythms (1:1 shadowing, deal clinics, role-play, peer learning) and track adoption and impact.

Partnership with Marketing

• Partner with B2B marketing on campaign planning and launches, ensuring the commercial team has the messaging, talk tracks, and follow-up process to convert campaign activity into pipeline.
• Create a feedback loop from sales and account management back to marketing on lead/campaign quality and market response.
• Align sales plays, battlecards, and objection-handling content with marketing positioning and product messaging.

Process, Content & Continuous Improvement

• Document, standardize, and continuously improve core commercial processes and playbooks (new-logo sales, upsell/cross-sell, renewals).
• Own a central, current repository of enablement content, templates, and playbooks.
• Define and report on enablement KPIs — ramp time, quota attainment, win rate, forecast accuracy, and adoption of defined processes — to commercial leadership.

You are:

• A builder, energized by creating something from scratch rather than maintaining what already exists.
• A trusted strategic partner to sales and account management leadership.
• Equal parts strategist and hands-on coach, as comfortable designing a forecasting cadence as you are sitting in on a live deal review.
• A natural translator between process and people, able to make frameworks and playbooks something reps actually want to use.
• Skilled at leading through influence- you earn buy-in because you're genuinely useful, not because of a reporting line.
• Detail-oriented and adaptable - you build knowing the first version is a starting point and iterate from there.
• Energized by ambiguity and fast pace, comfortable standing up a new function without waiting for a fully-formed process to be handed to you.

You have:

• 7+ years in sales enablement, commercial enablement, sales operations, or sales/account management leadership, ideally in B2B SaaS or healthcare/health tech.
• Demonstrated experience designing and running account planning frameworks, opportunity/deal review processes, and forecasting cadences.
• Proven track record building and delivering sales training, onboarding, and ongoing education programs.
• Strong, demonstrable coaching skills — comfortable coaching both individual reps and frontline managers, one-on-one and in groups.
• Experience partnering with marketing to enable campaigns and translate them into pipeline.
• Excellent facilitation, written communication, and cross-functional influence skills; able to drive adoption without direct authority.
• Working familiarity with Salesforce and enablement or conversation-intelligence tools (e.g., Gong).
• Preferred:
• Experience in health tech, digital health, healthcare payer/provider, or telehealth.
• Familiarity with a formal sales methodology (e.g., MEDDPICC, Challenger, Command of the Message).
• Coaching or sales-methodology certification.

What Success Looks Like in the First Year

• An account planning framework and cadence adopted across the book of business, with a clear standard for plan quality and completion.
• A consistent opportunity review and forecasting cadence in place, with measurable improvement in forecast accuracy.
• A live onboarding/ramp and ongoing training program, with reduced time-to-productivity for new hires.
• A coaching rhythm embedded with managers, who are actively coaching their teams using a shared framework.
• At least one enablement playbook co-built with B2B marketing to support a campaign launch.

About our benefits and perks

✅ Remote-First Company
✅ Unlimited PTO
✅ Flexible & remote location
✅ Healthcare Coverage (Medical, Dental, Vision)
✅ 401k & bonus
✅ Registered Dietitian Sessions

Foodsmart is an Equal Opportunity Employer. It is our firm policy to extend equal employment and advancement opportunity to all applicants and employees without regard to race, color, national origin, citizenship status, religious creed, age, sex (including pregnancy, childbirth, breastfeeding, medical conditions related to pregnancy, childbirth and/or breastfeeding), gender, gender identity and expression, sexual orientation, marital status, disability (physical or mental) and/or a medical condition, genetic information, ancestry, veteran status or service in the uniformed services, and any other characteristic protected by applicable federal, state or local law.

Role: Director, Commercial Enablement
Location: Remote, USA
Base Salary Range: $155,000 - $185,000 base + bonus + benefits

Our salary ranges are determined by role, level, and location. Individual pay is determined by work location, job-related skills, experience, and relevant education or training.