Sales Training and Enablement Manager

Job Description:

Lumens – a leading e-commerce retailer specializing in design-forward lighting and home décor – is seeking a Sales Training & Enablement Manager to drive the effectiveness of our sales teams. In this role, you will develop and execute strategic training programs while also delivering engaging, hands-on coaching that empowers our B2B & B2C sales teams to excel.

This role blends big-picture thinking with tactical execution. From onboarding new hires to rolling out impactful ongoing development programs and coaching reps through real calls, you’ll build the tools and systems that help our teams succeed. You’ll also work cross-functionally to ensure training aligns with product launches, customer needs, and business priorities.

The ideal candidate has experience designing and delivering impactful sales training, creating high-quality enablement content, and collaborating across teams to elevate performance. Experience in e-commerce or retail sales environments is a plus.

Responsibilities:

Sales Training & Onboarding

• Lead the onboarding and ramp-up of new sales team members, with structured programs that accelerate time-to-productivity.
• Train new hires on Lumens’ products, sales processes, customer personas, and CRM tools.
• Provide targeted coaching and support during the first 90 days to ensure readiness.

Ongoing Sales Development & Upskilling

• Design and deliver continuous training to improve sales effectiveness across both B2B and B2C teams.
• Create engaging programs on opportunity management, objection handling, negotiation, and closing strategies.
• Conduct regular one-on-one and group coaching sessions to reinforce learning and improve performance.
• Collaborate with managers to identify skill gaps and implement structured learning paths.

Content Development & Enablement Tools

• Create and maintain a library of enablement resources – including sales playbooks, training decks, product guides, and e-learning materials.
• Develop content using tools like PowerPoint, Google Slides, or Canva that is visually compelling and on-brand.
• Leverage learning management and conversation intelligence platforms (e.g., Lessonly, Gong, Chorus) to support scalable, data-driven training.

Call Reviews, Coaching & Reinforcement

• Regularly review recorded sales calls and live interactions to identify coaching opportunities.
• Provide feedback to reps and managers based on call insights and follow up with actionable recommendations.
• Implement competency checks, quizzes, and certifications to reinforce training and measure knowledge retention.

Cross-Functional Collaboration

• Partner with Sales Leadership, Marketing, Product, Customer Experience, and Merchandising to align training with key initiatives.
• Influence and collaborate with stakeholders to keep training programs current and effective.
• Ensure enablement content reflects up-to-date product knowledge, sales priorities, and customer needs.

Performance Measurement & Continuous Improvement

• Use sales KPIs (e.g., ramp time, win rate, quota attainment) and feedback loops to evaluate training effectiveness.
• Continuously optimize enablement programs based on performance data, sales outcomes, and rep feedback.
• Stay current on industry trends, training techniques, and tools to innovate how we train and support the team.

Qualifications:

• 5 years of experience in sales training, sales enablement, or a related role.
• Proven ability to design and deliver high-impact training programs and content.
• Experience creating visually engaging materials using tools like PowerPoint, Google Slides, or Canva.
Familiarity with enablement platforms (e.g., Lessonly, Gong, Chorus) and CRM tools (Salesforce preferred).

• Strong presentation, facilitation, and communication skills – you’re confident leading both small and large group sessions.
• Experience conducting live coaching and reviewing sales calls to support individual rep development.
• Ability to analyze performance data to identify learning needs and improve training programs.
• Highly collaborative and comfortable influencing without direct authority.
• Experience in an e-commerce or retail environment is a plus.

About Lumens:

As North America’s premier destination for design aficionados, architects, interior designers, and contract professionals, Lumens offers a discerning edit of modern lighting, furniture, and décor. Sourcing more than 400 of the most exceptional international design brands, our curated product assortment features iconic designs as well as the latest in contemporary interior décor. Lumens’ vision – to inspire and connect the world with good design – guides our dedication to innovation, customer experience, and service. Our team includes certified interior designers and ALA-certified product specialists, and we’re looking for fellow design enthusiasts to join our team.

Since June 2021, Lumens has been part of Flos B&B Italia Group, a leading global high-end design group operating a portfolio of legacy brands in the world of luxury furnishings and lighting. Driven by a purpose of “We design for a beautiful life,” the Group includes some of the most distinctive European cultural heritage products and designs for the planet, people, and culture. The Group includes FLOS, B&B Italia, Louis Poulsen, Maxalto, Arclinea, Azucena, FENDI Casa, Audo Copenhagen, and Lumens.

Commitments:

Social impact

Sustainable beauty is a core value at Lumens, and we are committed to reducing our environmental impact and preserving our planet. We support brands and products with sustainability attributes at their heart, and we are harnessing our scale and ethos of innovation to bring customers services and solutions that respect the environment. For our employees, our initiatives include green campuses and flexible working to reduce our carbon footprint.

Diversity, equity, and inclusion

People are at the heart of our business. We strive for an empowering and positive culture and working environment for our people. Therefore, creating a strong, diverse and inclusive team is essential for Lumens. For us, your expertise and motivation matter more than your individual walk of life.

Location: Remote
Compensation: $75,000-$80,000 Bonus
Benefits: access to health benefits 401k 3 weeks annual paid time off