Senior Director of Sales Enablement, Ottava

Purpose:

The Senior Director of Sales Enablement is a senior commercial leadership role responsible for equipping the capital sales organization with the strategy, content, tools, and technology required to drive surgical robotics platform adoption. This role owns the full sales enablement ecosystem — from the sales technology stack to the development and deployment of best-in-class sales tools — and serves as the primary commercial content owner for the capital sales team.

This is a high-impact, high-visibility role that bridges commercial strategy, clinical credibility, and sales execution. The ideal candidate brings deep medtech capital sales experience, a builder's mindset, and the ability to translate complex clinical and financial value propositions into tools that drive rep confidence and customer conviction.

You will be responsible for:

Sales Tool Development & Content Ownership

This is the primary mandate of the role. The Sr. Director owns end-to-end development of all sales tools for the capital sales team, including:

• Capital business case and ROI tools that enable hospital administrators, CFOs, and OR leadership to justify platform investment

• Procedure-based clinical selling tools that connect platform capabilities to surgical workflow, outcomes data, and procedure economics

• Competitive intelligence frameworks, rebuttal cards, and objection-handling guides

• Hospital and IDN access tools including value analysis committee (VAC) packages, health economics summaries, and payer/coverage briefs

• KOL and reference site activation guides to support peer-to-peer selling motions

• New hire onboarding content aligned to the capital sales process

All tools are developed in close partnership with Medical Affairs (clinical evidence), Regulatory Affairs (claims review), HEMA, Marketing, and field sales leadership (rep usability testing).

Sales Technology Stack Ownership

Owns strategy, vendor relationships, and performance of the commercial technology infrastructure supporting the capital sales team:

• E-detailing platform (administration, pipeline hygiene standards, dashboards, and rep adoption)

• Sales content management system (e.g., Showpad, Seismic) — governance, taxonomy, version control, and field access

• Sales intelligence and prospecting tools (e.g., ZoomInfo, LinkedIn Sales Navigator)

• Field communication and readiness platforms

• Analytics and reporting stack that measures tool usage, sales cycle velocity, and enablement ROI

Commercial Strategy Alignment

• Partner with Sales leadership to define capital sales process stages, buyer journey mapping, and milestone-based selling motions

• Translate corporate messaging and platform positioning into field-ready, rep-usable language

• Ensure all tools are aligned to current indication approvals, cleared claims, and regulatory guardrails

• Serve as a key voice of the field in commercial planning cycles, product launch readiness reviews, and go-to-market strategy

Team Leadership & Cross-Functional Influence

• Build, lead, and develop a high-performing sales enablement team

• Operate as a peer to Sales, Marketing, Medical Affairs, and Market Access leadership — not downstream of any single function

• Lead field advisory councils and rep feedback loops to continuously improve tool relevance and usability

• Present enablement strategy and performance metrics to executive leadership on a regular cadence

Qualifications/Requirements

• 10+ years of medtech commercial experience, with significant tenure in capital equipment sales, sales leadership, or commercial marketing for a surgical platform or device

• Direct experience with soft tissue surgery, minimally invasive surgery (MIS), or surgical robotics strongly preferred

• Demonstrated track record of building sales tools — not just managing a tools library — in a regulated medtech environment

• Deep fluency in capital sales cycle dynamics: C-suite engagement, VAC navigation, hospital economics, and multi-stakeholder deal management

• Experience with CRM and/or sales content management platform

• Strong working knowledge of FDA-regulated promotional materials development and medical-legal-regulatory (MLR) review processes

• Bachelor's degree required; MBA or advanced degree preferred

Preferred

• Experience at a company with a platform surgical robot (e.g., Intuitive Surgical, Stryker, Medtronic) in a field-facing or commercial content role

• Familiarity with Challenger Sale or similar insight-based selling frameworks

• Experience building enablement programs from early commercial stage through scale

• Comfort operating in a matrixed, large-company environment while maintaining a builder/founder mindset

Success Metrics (Year 1)

• Full audit and rationalization of existing sales tool library completed within 90 days

• Core capital sales tool suite (ROI, procedure, competitive, VAC) developed and field-deployed within 6 months

• E-detailing adoption and pipeline data quality benchmarks established and met

• Sales enablement NPS or rep satisfaction score baseline established

• New hire ramp-to-productivity time reduced by a defined, measurable target

• Quantifiable contribution to capital deal velocity and close rate improvement

Strategic Context

This role is intentionally structured to consolidate responsibilities that have historically been split — and underserved — across traditional product marketing and sales operations functions. The Senior Director of Sales Enablement is accountable for both the tools and the technology that power the capital sales team, ensuring that content creation and content delivery are integrated under a single owner who is directly accountable to commercial outcomes.

The surgical robotics capital sale is among the most complex in medtech — requiring simultaneous value delivery to surgeons, OR leadership, hospital administrators, and health system executives. This role exists to ensure that no capital sales rep is ever in a room without the right tool.

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

Johnson and Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please email the Employee Health Support Center (ra-employeehealthsup@its.jnj.com) or contact AskGS to be directed to your accommodation resource.

Required Skills:

Preferred Skills:

Business Relationship Management (BRM), Coaching, Collaboration, Developing Others, Efficiency Analysis, Inclusive Leadership, Leadership, Marketing Integration, Market Savvy, Performance Measurement, Process Optimization, Sales Enablement, Sales Support, Solutions Selling, Strategic Sales Planning

The anticipated base pay range for this position is :

$205,000.00 - $353,050.00

Additional Description for Pay Transparency:

Subject to the terms of their respective plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).

This position is eligible to participate in the Company’s long-term incentive program.

Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits:

Vacation –120 hours per calendar year

Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year

Holiday pay, including Floating Holidays –13 days per calendar year

Work, Personal and Family Time - up to 40 hours per calendar year

Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child

Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year

Caregiver Leave – 80 hours in a 52-week rolling period10 days

Volunteer Leave – 32 hours per calendar year

Military Spouse Time-Off – 80 hours per calendar year

For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits