Sales Enablement Manager at Crystalia Glass in North Macedonia

Crystalia Glass LLC is a U.S.-based manufacturer and provider of premium glass solutions, specializing in custom glass partitions for residential, commercial, and institutional projects. We operate a full-cycle model — from design and manufacturing to sales, delivery, and installation — with production facilities in the United States and Europe.

The U.S. market is our core focus. Crystalia Glass is a stable, scaling business, serving B2C, B2B, and B2G clients across multiple states. We combine strong product quality, competitive pricing, high service standards, and operational efficiency to set a benchmark within our industry.

We are strengthening our commercial function and are looking for a Sales Enablement Manager to own the quality of sales execution across the full funnel, from first contact and needs discovery to closing and order handover.

This is a hands-on, senior individual contributor role with no direct reports. Sales Enablement Manager will diagnose why deals are lost, coach sales teams, build and adapt sales standards and CRM stage logic, and embed AI into everyday sales work. Success depends on driving adoption across sales teams and measuring real change in sales representatives’ behavior and conversion.

Employment Type:

• Full-time 8.30 am - 5 pm, NY (EST zone).

- Remote work.

- B2B contract (sole proprietorship status or corporate entity).

Key responsibilities:

Analyze performance

• Review won, lost and stalled deals across funnel stages, matching calls and messages against CRM history and using AI to flag missed questions, weak arguments, unhandled objections and missing next steps.
• Assess each sales stage (discovery, qualification, value presentation, objection handling, negotiation, closing and follow-up), including how scripts are adapted to the client and whether call goals are achieved.
• Identify root causes of performance gaps (skills, knowledge, process or tools) and recommend targeted fixes.

Develop the team

• Run one-to-one and team call and deal reviews, role-plays (including AI-simulated buyers and objections), live call observation and product knowledge checks.
• Build individual development plans and coach sales representatives on specific sales behaviors.
• Coach team leads to apply shared quality criteria in daily work with their teams.

Track results

• Track whether new behaviors and AI workflows are applied in real deals and how they affect conversion, deal outcomes and time spent.

Standards and CRM

• Audit existing sales standards for gaps, contradictions and requirements that don’t help the sale.
• Write and update sales standards: scripts, objection guides, follow-up rules, contact quality criteria and product instructions, as well as CRM stage rules — the goal, entry and exit criteria, required data, sales representative actions and next steps for each stage, ownership at handover, and SLAs agreed with the process owner (response time, working hours, exceptions and escalation).
• Pilot and roll out new standards: incorporate feedback from sales representatives and team leads, agree commercial rules with sales leadership, write requirements for CRM fields, prompts, notifications, reports and automation, take part in acceptance testing, and train sales representatives after changes.
• Monitor adherence to standards in the CRM: overdue tasks, missing next steps, unconfirmed stage moves, missing loss reasons and handover quality.

AI in sales work

• Build reusable AI workflows for sales representatives and team leads (call and meeting preparation, meeting summaries, follow-up messages, discovery question planning and checking proposals against client and product data), train sales teams to use them, observe real usage and fix errors.
• Work with AI agents and bots; maintain instructions, templates and knowledge-base materials.
• Use AI to help sales representatives plan next steps in the CRM, making sure they review every AI-drafted message or data update before it goes to a client or changes key deal information.

Build enablement assets

• Build and maintain the team skills map, call and deal scorecard, prioritized list of loss reasons and a library of examples and exercises.

• Experience in sales enablement, sales coaching or sales development in a comparable market, with personal responsibility for identifying gaps in sales representatives’ performance.

• Experience with a complex physical product with a long sales cycle, ideally in architectural glass, interior systems or a related field.

• Deep understanding of the full B2B/B2C sales cycle, including negotiation, closing and repeat sales.

• Strong understanding of both phone sales and in-person sales in a showroom.

• Strong call and deal review skills: specific feedback, structured practice and verification that skills transfer to real work; experience coaching team leads to apply shared quality criteria.

• Experience writing sales standards and driving their adoption through team leads and sales representatives, without direct authority over the sales team; clear and concise writing; strong team player.

• Confident CRM use at the level of funnel, stages, tasks, ownership, SLAs and data quality; ability to write change requirements.

• Proven, hands-on use of AI in sales work, with at least one implemented workflow showing a clear task, data, personal contribution, users and result. Fluent with AI tools, structured instructions, files and knowledge bases, and able to train others to use them; experience with any specific AI product is not required.

• Strong analytical skills: able to measure the impact of new tools and processes with before/after comparison, compare conversion rates on a like-for-like basis (same funnel stage, period and lead sources), recognize when there is too little data for a reliable conclusion, and be clear about what the numbers do and do not prove.

• Fluent English (C1/C2).

• Competitive base salary + performance-based bonuses.

• Full ownership of the sales enablement function in a fast-growing U.S. company, with the freedom to build it the right way.

• Direct influence on how the sales team sells, with results visible in conversion and deal outcomes.

• Hands-on work with AI in real sales processes, not pilots that stay on paper.

• Joining a highly professional and dynamic team.

• Exciting experience working with prestigious clients in the US market.