Sales Enablement Lead

Responsibilities

Build and own EMEA GTM onboarding

• Design and run a structured onboarding programme for new EMEA GTM hires across sales, strategy, solutions, and adjacent commercial roles.
• Create role-specific ramp plans, learning paths, certification moments, manager check-ins, and practical field exercises.
• Partner with Commercial Operations, People, Recruiting, and GTM and EPD leadership to ensure new hires understand products, market context, customers, sales process, operating model, and expectations.

Own the EMEA GTM knowledge base

• Build and maintain a centralised source of truth for EMEA GTM materials, including pitch decks, account planning templates, customer FAQs, qualification guides, use-case libraries, demos, proposal examples, talk tracks, win/loss learnings, and market-specific collateral.
• Keep materials current, easy to find, and organised by market, role, product area, customer segment, and sales stage.
• Partner with central Sales Enablement, Product Marketing, Solutions Engineering, Legal, Finance, Delivery, and Product to adapt global content into practical EMEA field-ready assets.
• Establish governance so the GTM library remains useful rather than becoming stale or duplicative.

Drive ongoing enablement and ever-boarding

• Build a recurring enablement cadence covering product updates, deal deconstructions, customer stories, market briefings, process changes, and skills training.
• Identify capability gaps and translate them into focused enablement programmes.
• Develop practical training on discovery, qualification, proposal writing, technical scoping, public-sector procurement, stakeholder mapping, commercial structures, forecasting, and handoffs to delivery.
• Use live deals and recent wins or losses to make enablement concrete and relevant.

Support priority deals and field execution

• Identify repeatable needs across active deals and turn them into reusable tools, templates, and playbooks.
• Standardise artefacts needed to move deals forward, including M1/M2 preparation, account plans, stakeholder maps, proposal outlines, business cases, customer-facing FAQs, and executive briefings.
• Create materials that help sellers communicate AI capabilities clearly to technical and non-technical government stakeholders.
• Capture learnings from strategic deals and feed them back into enablement materials and operating cadences.

Requirements

• Experience in sales enablement, GTM operations, revenue operations, sales strategy, programme management, consulting, or a related commercial role.
• Strong understanding of B2B or enterprise sales motions.
• Excellent written communication skills and ability to turn ambiguous, complex information into practical field materials.
• Strong programme management skills and ability to run multiple workstreams, align stakeholders, and maintain momentum.
• Commercial judgement and curiosity about seller needs, customer priorities, and enablement impact.
• Ability to influence cross-functionally across Sales, Strategy, Solutions Engineering, Product, Marketing, Legal, Finance, Delivery, and People.
• Builder mindset with comfort creating structure from scratch, iterating quickly, and improving systems.
• Strong attention to quality and detail balanced with speed and practical execution.

Nice to Have

• Experience in public sector, government, regulated industries, AI, data, SaaS, or technical products.