VP/Senior Director, Commercial Enablement & GTM Execution

at Norstella in

Dover, Delaware, United States Job Description VP/Senior Director, Commercial Enablement & GTM Execution Company:

Norstella Location:

Remote, United States Date Posted:

May 14, 2026

Employment Type:

Full Time Job ID:

R-1963

Description About Norstella:

Norstella is a premier and critical global life sciences data and AI solutions provider dedicated to improving patient access to life-saving therapies. Norstella supports pharmaceutical and biotech companies across the full drug development lifecycle

• from pipeline to patient.

Our mission is simple:

to help our clients bring therapies to market faster and more efficiently, ultimately impacting patient lives. Norstella unites market-leading brands

• Citeline, Evaluate, MMIT , Panalgo, Skipta and The Dedham Group and delivers must-have answers and insights, leveraging AI, for critical strategic, clinical, and commercial decision-making.

We help our clients:

• Accelerate the drug development cycle
• Assess competition and bring the right drugs to market
• Make data driven commercial and financial decisions
• Match and recruit patients for clinical trials
• Identify and address barriers to therapies Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA , and payers.

By providing critical proprietary data supporting AI-driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella's investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs.

The Role:

VP/Senior Director, Commercial Enablement & GTM The Senior Director, Commercial Enablement & GTM Execution is a senior commercial performance leader responsible for elevating the productivity, capability, and measurable impact of Norstella's revenue-generating teams. This role leads Norstella's GTM enablement strategy with an AI-first mindset, ensuring GTM priorities are translated into consistent, high-impact field execution across Business Units. This role leads a team of BU-aligned Commercial Enablement managers and owns the GTM enablement execution model, providing strategic direction and governance across launch readiness, operating rhythms, and sales force effectiveness. The Senior Director serves as a true "Performance Partner" to commercial leadership-embedding a coaching culture, driving talent development, and co-owning revenue performance with BU leaders. Through close cross-functional partnership with GTM and commercial teams, the role ensures training programs, learning paths, and sales assets are strategically aligned to drive consistent, measurable execution across field teams to deliver bookings, expansion, and retention goals across Norstella's portfolio.

Responsibilities:

GTM & Commercial Enablement

• Own the end-to-end GTM execution framework for Norstella, ensuring consistent enablement standards, methodologies, and field readiness across Business Units.
• Partner with Product Marketing, BU GTM leaders, Solution Consulting, Revenue Operations, and Customer Success to translate GTM strategy into executable sales motions, value narratives, and plays.
• Serve as the senior enablement lead for major GTM initiatives, product launches, and portfolio-wide changes impacting the commercial organization. People Leadership & Team Management
• Lead, coach, and develop BU-aligned Commercial Enablement GTM Execution leaders, positioning each as a trusted "Performance Partner" to their respective business unit-setting clear expectations for commercial impact, prioritization, and stakeholder engagement.
• Establish a common enablement operating model while allowing for BU-specific customization based on market, buyer, and solution complexity.
• Build and scale a structured sales coaching framework that equips BU enablement leaders to observe, assess, and develop commercial reps-moving beyond content delivery to active performance coaching grounded in call data, pipeline health, and competency assessments.
• Champion a talent development agenda within commercial teams, partnering with Sales and HR leaders to define role competency profiles, identify high-potential sellers, and co-create individualized growth plans that directly link learning to performance outcomes. Launch Readiness & Commercial Enablement
• Own commercial launch readiness governance, including readiness criteria, training plans, certification, and field communications.
• Ensure teams are prepared to sell, expand, and retain through coordinated training, tools, and content.
• Oversee continuous learning strategies and integration of GTM content into onboarding programs for faster time-to-productivity and sustained performance. Tools, Process & Enablement Infrastructure
• Partner with Commercial Enablement Operations to ensure effective adoption and optimization of enablement tools (e.g., Highspot, Salesforce, LMS , Conversation Intelligence).
• Collaborate with Revenue Operations to align enablement with sales processes, CRM workflows, forecasting, and performance management.
• Lead with an AI-first mindset: champion the strategic integration of AI tools (e.g., generative AI content creation, AI-powered coaching assistants, conversation intelligence, and predictive analytics) to scale enablement capacity, personalize seller development, and deliver real-time, insight-led selling experiences across Norstella's commercial teams. Stakeholder Engagement & Governance
• Act as the senior enablement orchestrator across Product, Marketing, Sales, CS, Analytics, and Operations.
• Establish forums and communication cadences that drive alignment, prioritization, and continuous improvement in GTM execution.
• Represent the voice of the field in GTM planning and post-launch retrospectives. Measurement & Impact
• Define, own, and continuously refine a Commercial Performance Measurement Framework that ties enablement investment directly to commercial outcomes-including pipeline generation, win rates, average deal size, sales cycle velocity, quota attainment, retention, and expansion revenue across Business Units.
• Establish a regular Commercial Performance Review cadence with BU GTM and Sales leaders, presenting data-driven scorecards that connect enablement program participation and skill attainment to leading and lagging sales indicators.
• Leverage AI-powered analytics and conversation intelligence to surface coaching insights, identify skill gaps at scale, and proactively inform enablement prioritization based on real commercial performance signals.

Qualifications:

• 8-10+ years of experience in Commercial Enablement, Revenue Enablement, GTM Enablement, or related roles.
• Proven experience leading and developing enablement managers in a matrixed, multi-BU environment.
• Strong background supporting complex B2B solutions, ideally within Pharma, Biotech, Healthcare, or Life Sciences ( RWD / RWE experience strongly preferred).
• Demonstrated success operationalizing GTM strategy into scalable, repeatable field execution.
• Exceptional communication, change leadership, and stakeholder management skills.
• Proven experience building or leading a structured sales coaching program, with a track record of improving individual and team-level commercial performance through deliberate, data-informed coaching practices.
• Demonstrated ability to build and own a Commercial Performance Measurement Framework; experience presenting quantified enablement ROI (e.g., impact on quota attainment, ramp time reduction, win rate improvement) to executive leadership.
• Active practitioner of AI tools in an enablement or commercial context; ability to ev To view full details and how to apply, please login or create a Job Seeker account