Salesforce Enablement & Adoption Lead

Role Description

The Salesforce Enablement & Adoption Lead is responsible for ensuring Salesforce effectively supports revenue visibility, forecasting, and sales execution within an insurance brokerage environment. This role sits at the intersection of sales leadership, producers, and the Salesforce platform, translating business needs into clear enablement, training, and adoption strategies.

The role focuses on making Salesforce usable, trusted, and aligned to how producers actually sell, while partnering closely with product, technology, and data teams to drive execution.

Key Responsibilities

• Own Salesforce enablement, training, and adoption for producers and sales leadership
• Define and reinforce Salesforce usage standards for pipeline, BOR, production, and forecasting
• Design and deliver role-based training programs tailored to brokerage sales workflows
• Act as the primary business-facing Salesforce SME for sales-related use cases
• Translate sales and leadership needs into clear requirements for product, admin, and development teams
• Partner with PMs, Salesforce admins/developers, and data teams to prioritize and execute revenue-related improvements
• Improve trust and confidence in Salesforce data used for revenue reporting and decision-making
• Support leadership with clear insights into revenue performance, production, and pipeline health

Required Qualifications

• 7+ years of Salesforce experience in business-facing roles
• Direct experience working in the insurance brokerage industry
• Hands-on experience supporting producers and sales leaders
• Strong understanding of brokerage sales motions, including pipeline, BOR, production, and forecasting
• Deep functional knowledge of Salesforce Sales Cloud
• Proven experience building and delivering sales enablement and training programs
• Ability to work effectively with executives, sales teams, and technical partners

Preferred Qualifications

• Experience in mid-to-large insurance brokerages
• Familiarity with AMS platforms (e.g., Vertafore, Applied) and their relationship to Salesforce
• Experience stabilizing or scaling Salesforce in under-resourced or high-growth environments
• Experience in PE-backed or transformation-focused organizations
• Exposure to broader sales enablement or RevOps platforms (e.g., ZoomInfo, outreach tools)