Global Director, Sales Enablement

About the role

The Global Director of Sales Enablement is responsible for defining and deploying a globally consistent, regionally impactful sales enablement strategy that drives disciplined execution of the company's commercial model. Supporting the Global Commercial Strategy & Excellence team, this role leads the development and rollout of sales training, standardized sales processes, and product-related enablement , while building the capabilities of both sales professionals and sales managers. The role ensures excellence in sales funnel management, territory planning, opportunity management, strategic account management, and quarterly business reviews , and partners closely with Product and Marketing to ensure successful new and existing product commercialization .

Responsibilities

• Global Sales Enablement & Capability Strategy
• Develop and own the global sales enablement strategy , aligned with enterprise commercial priorities
• Translate commercial strategy into clear expectations, tools, and training for field execution
• Ensure global consistency by translating commercial strategy into clear expectations, tools, and training for field execution.
• Act as a strategic partner to senior commercial leadership on improving sales effectiveness
• Sales Methodology & Skills Training
• Lead global adoption and reinforcement of formal sales methodologies, including:
• Miller Heiman
• SPIN Selling
• Challenger Selling
• Embed methodologies into sales processes, CRM workflows, opportunity reviews, and coaching models
• Design and deploy structured training in core selling skills, including:
• Objection handling
• Discovery and qualification
• Value-based selling
• Negotiation and closing
• Competitive differentiation
• Sales Process Excellence & Standardization
• Establish and support standardized global approaches for:
• Sales funnel and pipeline management
• Opportunity management and deal strategy
• Territory planning and coverage models
• Quarterly Business Reviews (QBRs)
• Key Strategic Account Management
• Partner with Sales Operations to ensure processes are clearly defined, embedded, and consistently executed
• Enable data-driven decision-making and predictable revenue performance
• Sales Manager Enablement & Leadership Development
• Design and deliver global sales manager enablement programs focused on:
• Coaching and performance management
• Funnel, pipeline, and forecast inspection
• Opportunity and account strategy reviews
• Effective QBR preparation and facilitation
• Driving adoption of sales methodologies and tools
• Equip frontline and second-line leaders to serve as primary coaches and enablers of execution excellence
• Develop manager playbooks, training curricula, and coaching frameworks
• Product Launch & Value Proposition Enablement
• Partner closely with Global Segment Product Management and Marketing to support new product introductions and lifecycle management
• Ensure sales readiness for new and existing products by delivering:
• Clear and differentiated value propositions
• Consistent marketing claims and positioning
• Compelling value driven sales messaging aligned to buyer needs
• Collaborate on the development and deployment of:
• Sales collateral and tools
• Competitive differentiation guides
• Product training and launch enablement assets
• Ensure field teams are fully equipped to articulate value, position differentiation, and drive adoption across markets
• Training Needs Assessment & Continuous Improvement
• Identify sales capability gaps through:
• Performance and funnel data analysis
• Win/loss and deal reviews
• Feedback from regional sales leadership
• Prioritize and implement enablement initiatives to close gaps (e.g., objection handling, account strategy, competitive positioning)
• Continuously evolve enablement programs based on outcomes and market dynamics
• Regional & Cross-Functional Collaboration
• Partner with regional commercial leaders to drive adoption and effectiveness of enablement initiatives
• Collaborate with Sales Operations, Marketing, Product Management, HR/Learning, Customer Engagement and Digital teams
• Serve as a trusted advisor to global and regional stakeholders
• Measurement & Impact
• Define and track metrics to evaluate enablement effectiveness, including:
• Adoption and proficiency
• Funnel quality and conversion rates
• Deal velocity and win rates
• Sales manager coaching effectiveness
• Ensure enablement initiatives deliver measurable commercial impact

Requirements

• Required
• Bachelor's degree required; MBA or equivalent preferred
• 10+ years of experience in sales, sales enablement, commercial excellence, or sales leadership
• Experience tailoring content and deploying for diverse markets (APAC, EMEA, LATAM and NA)
• Strong expertise in sales process design and sales manager enablement
• Experience supporting product launches and value-based commercialization
• Strong understanding and proficiency with CRM platforms, Learning Management Systems (LMS) and training platforms, and Sales Enablement tools.
• Preferred
• Experience in a complex, matrixed global organi

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