Michelle Lightner
Scottsdale,AZ
Summary
Accomplished Sales Enablement Leader with 15+ years of progressive experience across SaaS and service industries, specializing in driving revenue growth and operational excellence through strategic enablement initiatives. Proven expertise in designing and executing Go-To-Market (GTM) strategies, new hire onboarding, and advanced sales coaching for Enterprise, New Business, and Renewal teams. Adept at leveraging data and modern enablement tools (Gong, Highspot, Outreach) to optimize sales performance, accelerate ramp-up time, and enhance pipeline velocity. Passionate about building high-performing sales organizations, fostering an inclusive culture, and enabling sales success at scale.
Overview
21
21
years of professional experience
Work History
Sales Enablement Manager
Komatsu / Modular
01.2024 - Current
- Led training and communication programming for the Global Sales Team providing software and hardware solutions to the mining industry.
- Managed Sales Enablement Change Management for the digital transformation to a cloud-based solution and SaaS commercial model, collaborating closely with Ernst & Young Consultants.
- Partnered with Strategy, Engineering, Marketing, and Customer Success teams to ensure alignment of enablement initiatives with broader business objectives and product development.
- Wrote and standardized all customer notices, ensuring consistent and effective communication across the customer lifecycle.
- Redesigned the onboarding program to integrate the new SaaS-based commercial strategy, ensuring new hires were equipped to effectively position and sell the cloud-based solution from day one.
- Created and implemented sales campaigns aligned to the new seller dashboard and initiatives.
- Ran monthly and quarterly business reviews with Regional Sales Managers to track performance, identify areas for improvement, and ensure strategic alignment across sales leadership and teams.
- Standardized account plans and deal teams for top opportunities.
Sales Enablement Manager (Promotion)
Employ/Jobvite
10.2021 - 01.2024
- Orchestrated end-to-end sales enablement strategy for Enterprise Revenue teams, directly impacting pipeline generation, new business acquisition, and renewal/expansion efforts across multiple segments.
- Developed and led the New Hire Onboarding Program, developing role-specific tracks and iterative 30/60/90-day goals. Successfully onboarded over 130 new hires in 12 months across roles including BDR, AE, Account Manager, Customer Success, Solutions Engineers, and Product Management. Reduced average time-to-first-deal for AE and AM roles by 19%.
- Co-led post-merger Go-To-Market (GTM) consolidation enablement, successfully integrating brand messaging, cross-business unit training, segment qualification, and systems/pricing frameworks to ensure seamless market penetration and alignment.
- Designed and executed impactful enablement programs, including BDR/Account Executive/Customer Success skills coaching, Customer Journey optimization, and comprehensive Sales Kickoff (SKO) events, leveraging tools like Gong, Highspot, G2, and Outreach.
- Provided individualized sales coaching to BDRs, Account Executives, Account Managers, and Customer Success roles, utilizing call analysis, scorecards, and certification programs to enhance performance and reduce average ramp-up time by an estimated 20%.
- Redesigned the BDR Enablement Program, directly aligning to new pipeline goals and contributing to a15% increase in SDR-sourced pipeline quality.
- Quarterly Values Champion Award and served on the Values Committee for the consolidated brands.
Program Manager, People and Hiring Strategy (Office of the CTO)
American Express
01.2018 - 01.2020
- Led cross-functional teams to drive business process improvement and alignment with enterprise-level Strategic Resource Plans, focusing on people strategy, hiring planning, and campus hire programming within the CTO organization.
- Developed and launched Diversity, Equity, and Inclusion (DEI), Learning & Development, and Career Mobility programs to enhance employee growth, engagement, and retention for a global workforce.
National Sales Director (Promotion)
EMSI
01.2012 - 01.2014
- Led a team of 9 Regional Sales Managers selling Medical Information Services, consistently surpassing annual sales goals (exceeded 2014 goal by 24%) and successfully expanding into new, high-growth markets.
National Sales Manager/West (Promotion)
EMSI
01.2010 - 01.2012
- Managed and mentored a team of 5 Regional Sales Managers across the Western U.S. while maintaining individual contributor sales responsibilities.
- Designed and delivered sales training programs that improved regional team performance and sales acumen.
Regional Sales Manager
EMSI
01.2005 - 01.2010
- Established and grew market presence as Southwest Sales Manager for medical information services, achieving significant year-over-year revenue growth in a new territory.
Education
Bachelor of Arts - Communications
Rowan College of New Jersey
Certificate - Leadership Excellence
Harvard Business Review
Certificate - Change Management Certification
Prosci Change Management Certification
08-2025
Skills
- Sales Enablement Strategy: GTM Strategy, New Hire Onboarding, BDR/SDR Coaching, Product Value Positioning, Partner Enablement, Sales Kickoff (SKO) Planning, Sales Process Optimization, Sales Methodology Adoption (MEDDPICC, Challenger, Sandler)
- Learning & Development: Program Design & Execution, Content Creation, Skills Coaching & Certification, Training Needs Analysis, Instructional Design
- Change Management: Digital Transformation, Business Systems, Commercialization, Sales Training, Marketing Strategy, Internal Processe, Communication
- Sales: Pipeline Generation, Demand Generation, New Business Acquisition, Renewal & Expansion, Customer Experience (CX), Customer Success (CS) Enablement, Cross-functional Leadership, Project Management, DEI Initiatives
- Tools & Technologies: Gong, Highspot, G2, Outreach, CRM (eg, Salesforce), LMS platforms
Affiliations
- Sales Enablement Collective
- Women in Sales Enablement
Timeline
Sales Enablement Manager
Komatsu / Modular
01.2024 - Current
Sales Enablement Manager (Promotion)
Employ/Jobvite
10.2021 - 01.2024
Program Manager, People and Hiring Strategy (Office of the CTO)
American Express
01.2018 - 01.2020
National Sales Director (Promotion)
EMSI
01.2012 - 01.2014
National Sales Manager/West (Promotion)
EMSI
01.2010 - 01.2012
Regional Sales Manager
EMSI
01.2005 - 01.2010
Certificate - Leadership Excellence
Harvard Business Review
Bachelor of Arts - Communications
Rowan College of New Jersey
Certificate - Change Management Certification
Prosci Change Management Certification
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