Sales Enablement Specialist

The Sales Enablement Specialist is an embedded member of the Sales Enablement team, responsible for end-to-end ownership of the proposal and RFQ/RFP response process. Operating at the intersection of the Solutions (Sales) and Enablement functions, this role is the primary driver of proposal quality, completeness, and on-time submission.

The individual in this role brings both analytical rigour and strong professional writing to convert client requirements into compelling, structured proposals. They own the brief-to-submission pipeline, enforce intake standards, maintain the proposal template library, and ensure CRM data hygiene at every stage of the proposal lifecycle. This is not a support role, it carries full accountability for proposal quality and deadline adherence.

KEY RESPONSIBILITIES

Proposal Development & Quality

• Own the end-to-end proposal production process from deal intake through internal review to final client submission.
• Analyse RFQ/RFP/Tender documents to extract and decompose requirements, evaluation criteria, and scoring matrices before any writing begins.
• Produce clear, structured, client-specific proposal narratives that directly address stated and implied client needs.
• Ensure all proposals accurately reflect the company’s capabilities, pricing structure, and delivery methodology for fixed-bid engagements.
• Maintain a living proposal content library: executive summaries, case studies, capability statements, and standard sections — updated after each submission cycle.
• Develop and maintain broader sales collateral, including company profiles, capability decks, industry-specific materials, questionnaires, references, and vendor onboarding documentation.

Process Coordination & Handoff

• Manage and enforce the Solutions-to-Enablement brief intake standard
• Coordinate inputs from subject matter experts, technical leads, delivery managers, and pricing stakeholders across a distributed team.
• Lead client discovery and requirements gathering calls before proposal development begins.
• Provide solutioning support, including working with technical teams and advisors to shape approaches, define engagement models, and support estimations.
• Manage opportunity qualification, prioritization, and Go/No-Go discussions.
• Track all active proposals, open RFQ/RFP submissions, and submission deadlines; proactively flag schedule risks before they become misses.
• Conduct post-submission win/loss reviews and document structured findings to feed back into template and approach improvement.
• Execute strategic bid planning, partnership coordination, subcontractor engagement, and compliance reviews for larger pursuits.
• Drive sales enablement process improvement, proposal governance, quality oversight, coaching, and team-level planning activities.

Data, Systems & Reporting

• Maintain accurate, complete proposal-stage records in HubSpot for all active deals: stage, owner, key dates, and outcome.
• Monitor public tender portals and RFQ/RFP notification channels; alert Solutions on relevant opportunities within viable response windows.
• Produce and maintain dashboards covering active submissions, upcoming deadlines, average turnaround time, and win/loss summaries.

REQUIRED QUALIFICATIONS

Experience

• 2-4 years of direct, demonstrable experience in proposal writing, bid coordination, or sales enablement in a B2B professional services environment.
• Proven track record managing proposals for fixed-scope, project-based engagements — not product or SaaS sales environments.
• History of meeting submission deadlines across multiple concurrent proposals without missing a hard client deadline.
• Background in software services, IT consulting, or professional services firms delivering bespoke development, implementation, or managed services engagements.
• Working understanding of project-based pricing models: fixed-fee scope construction, milestone-based billing, or time-and-materials estimation.

Skills

• Business analysis: able to read, interpret, and decompose RFQ/RFP requirements into structured response outlines before writing begins.
• Professional writing: clear, concise, and persuasive in written English; able to adapt tone and depth to different client and procurement contexts.
• Structured coordination: able to manage multi-stakeholder inputs and deliverables across distributed teams with minimal supervision.
• CRM proficiency: HubSpot preferred; must be comfortable with data entry discipline, pipeline stage hygiene, and basic reporting.
• Document production: advanced working knowledge of Microsoft Word / Google Docs for proposal formatting, versioning, and template management.

Attributes

• Diligence: consistently thorough; does not allow details to slip under deadline pressure.
• Ownership: takes full accountability for every proposal in their pipeline and does not wait to be chased for status.
• Structured communicator: proactively flags blockers, missing inputs, and deadline risks rather than absorbing problems silently.
• Self-directed: functions effectively in a distributed, asynchronous team environment with minimal hand-holding.