Director, Client Enablement

JOB OVERVIEW

The Director of Client Excellence Enablement is responsible for ensuring the Client organization is operationally and commercially positioned for sustainable growth. This role owns the rhythm, discipline, and transparency of pipeline management, forecasting, opportunity reviews, and product penetration strategy enabling Client Managers and leaders to focus on execution with confidence.

This leader acts as a force multiplier across the Client organization by standardizing best practices, reinforcing accountability, and ensuring consistent use of tools, data, and insights to drive growth and retention.

KEY RESPONSIBILITIES - ESSENTIAL FUNCTIONS

• Pipeline, Funnel & Forecast Ownership

  • Own and lead regular pipeline, funnel, and forecasting reviews with Client Leadership.

  • Establish consistent standards for opportunity qualification, staging, and forecasting accuracy.

  • Identify risks, gaps, and upside opportunities and partner with leaders to drive corrective actions.

• Growth & Product Penetration Strategy

  • Develop and operationalize product penetration strategies across the client base, including cross-sell and upsell initiatives.

  • Partner with Product Marketing to craft sales narratives, campaigns, and playbooks that align to growth priorities.

  • Track and report on product adoption trends, penetration rates, and growth outcomes.

• Salesforce & Commercial Discipline

  • Serve as the Client organization’s SME on Salesforce usage for opportunity management, risk tracking, and reporting.

  • Ensure consistent, accurate, and timely data entry across Client teams to support forecasting, health scoring, and leadership reporting.

  • Identify opportunities to simplify, standardize, or improve Salesforce processes in partnership with Commercial Operations.

• Client Reporting & Insights

  • Own recurring commercial reporting cadences, including:

  • Pipeline & Opportunity Reviews

  • Client Awareness Reports

  • Executive growth and risk summaries

  • Translate data into actionable insights for Client Leaders and Executive stakeholders.

• Enablement & Best Practices

  • Partner with Client Leaders to reinforce selling discipline, growth behaviors, and execution standards.

  • Develop and maintain templates, tools, and frameworks that improve efficiency and consistency across the Client organization.

  • Support onboarding and ongoing enablement for Client Managers related to growth processes and expectations.

• Success Measures

  • Improved forecast accuracy and pipeline visibility

  • Increased product penetration and growth consistency

  • Ensure Salesforce is consistently used as the system of record, with disciplined data management practices that enable accurate reporting and informed decision-making

  • Clear, actionable reporting used by leadership to drive decisions

COMPETENCIES - SKILLS

• Experience in sales enablement, commercial operations, or client growth leadership

• Strong analytical, process design, and executive communication skills

• Deep experience with Salesforce and enterprise reporting

• Ability to influence without direct authority across senior client leaders

EDUCATION AND EXPERIENCE

• 10 years of relevant work experience;

• Minimum 5 years of telematics experience,

• Bachelor's degree required

CORE VALUES

At Wheels, we believe in fostering a culture that is built on our Core Values and Guiding Principles. We cultivate a culture of excellence and innovation by upholding these values, driving our collective success and growth.

• Integrity – Always act with integrity and honesty.

• One Team – Treat others with dignity and respect; act as a cohesive, inclusive and accountable team that is making a difference.

• Innovation – Drive continuous improvement, spark creativity and embrace next generation thinking.

• Customer Success – Ensure that customer and driver success is at the heart of everything we do.

CULTURAL ATTRIBUTES

At Wheels, leaders are expected to model and champion our cultural attributes through their actions:

• Discipline Drives Quality – Plan the Trip: Think proactively, hold a high bar, follow through by leveraging experience and systems. To produce quality outcomes, we must be intentional and deliberate in everything we do, from big bets to daily execution.

• Intellectually Curious – Fuel Your Minds: Be bold, challenge assumptions, think differently, look outside the box. Strive to unlock your own thinking and create new possibilities.

• Commit and Deliver – Own It: Take responsibility for your work, from start to finish, and be accountable for the results. Think and act like an owner of the business.

• Relationships Matter – Share the Ride: Trust is central, both with key internal and external stakeholders. Relationships are not a side effect of work but a driver of success.

JOB SPECIFICATIONS, PHYSICAL DEMANDS AND WORK ENVIRONMENT

Work Environment:  This hybrid position is in Alpharetta or Schaumburg and operates in a professional office environment.

Positions Type/Standard Schedule:  Full time, Monday thru Friday

Travel:  Up to 10% travel

Physical Demands:  The role is primarily sedentary, involving prolonged periods of sitting and extensive use of a computer and other office equipment. However, it occasionally requires facilitating group workshops, which may involve extended periods of standing. Special Conditions: The role may involve high-pressure situations and tight deadlines, requiring strong time management and stress management skills.

DISCLAIMER

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Wheels recognizes benefits are a significant part of your employee experience, and we've created a robust benefits package that is market-leading, competitive offerings so you and your family can receive outstanding care. Please click here for an overview of the benefits available to you and your family.

Pay Range:

The base salary range for this position is listed above. This position is eligible to participate in the annual incentive plan which is based on company performance and individual performance. Compensation ranges are based on several factors including job function, level, and geographic location. Final offer amounts are determined by multiple factors including candidate experience, education, certifications, skill level and expertise, and may vary from the amounts listed here.