Sales Enablement Specialist I

Job Summary

The Sales Enablement Specialist I supports the effectiveness of the sales organization by developing and optimizing lead management processes, prospecting initiatives, and CRM data strategy. This role partners with sales leadership, marketing, and sales operations to ensure lead generation efforts, prospecting campaigns, and CRM systems effectively support pipeline development and revenue growth.

Working under the direction of the Sales Operations Manager, the Sales Enablement Specialist analyzes lead flow, evaluates prospecting performance, and recommends improvements to processes, data management practices, and campaign execution. The role requires independent judgment in managing lead distribution processes, maintaining CRM data standards, and supporting sales enablement initiatives across the organization.

Location: Can be located within a commutable distance to any UFP Packaging facility.

Principal Duties and Responsibilities

• Manage the lead intake and distribution process for marketing-qualified leads (MQLs), ensuring alignment with sales coverage models and territory structures.

• Evaluate lead quality and routing logic, recommending adjustments that improve conversion rates and sales responsiveness.

• Maintain governance of CRM lead and contact data standards within HubSpot to ensure reliable pipeline reporting and forecasting.

• Analyze lead engagement, follow-up activity, and conversion trends to identify opportunities for process improvements.

• Partner with sales leadership to identify stalled or underperforming segments of the lead pipeline and recommend re-engagement strategies.

• Plan and coordinate regional and national prospecting campaigns designed to generate new pipeline opportunities.

• Develop and refine prospecting lists using ZoomInfo and other sales intelligence platforms to support targeted outreach strategies.

• Monitor CRM data quality and implement corrective actions to improve data consistency and reporting accuracy.

• Lead periodic CRM audits and recommend improvements to data structure, workflows, and reporting processes.

• Collaborate with marketing to ensure campaign leads are properly captured, categorized, and aligned with sales engagement strategies.

• Provide sales teams with targeted contact lists, prospect research, and insights that support effective account outreach.

• Track and analyze campaign performance, presenting findings and recommendations to sales operations leadership.

• Support ongoing sales enablement initiatives by identifying opportunities to streamline processes, improve lead management workflows, and enhance sales productivity.

Qualifications

• Bachelor’s degree preferred in Business, Marketing, Communications, or a related field.

• 1–3 years of experience in sales operations, sales enablement, marketing operations, or business operations roles.

• Experience using CRM or marketing technology platforms such as HubSpot, Salesforce, or comparable systems.

• Familiarity with sales intelligence and data platforms such as ZoomInfo or similar tools.

• Strong analytical skills with the ability to interpret data and identify process improvements.

• Ability to exercise sound judgment when managing lead processes, CRM data standards, and campaign execution.

• Excellent organizational, communication, and cross-functional collaboration skills.

Hourly/Salary Pay Range:  $45,000 - $55,000 annually, dependent on experience*

                *pay range may be adjusted depending on cost of living 

Bonus/Incentive Pay:

A discretionary annual bonus based on Company and business unit performance may be provided.

Benefits currently offered to our employees:

• Medical insurance

• Health savings account with company contribution

• Dental insurance

• Vision insurance

• Basic and voluntary life insurance

• Disability insurance

• 401(k) plan with company match

• Paid vacation and holidays

• Stock purchase program with employee discount

• Educational reimbursement

• Wellness programs and challenges 

• Other supplemental benefits