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About the Role
This hands-on, data-driven role combines strategy, facilitation, field observation, and program delivery to own enablement for Navan’s Commercial, Mid-Market, and Enterprise sales teams in EMEA. Success means faster seller readiness, strong program adoption, and measurable improvement in sales performance.
Responsibilities
- Own the EMEA enablement roadmap across Commercial, Mid-Market, and Enterprise, balancing shared regional priorities with the needs of each sales motion.
- Facilitate the in-person London bootcamp twice per quarter—eight sessions annually—covering Navan’s value proposition, products, tools, sales process, methodology, messaging, discovery, qualification, competitive positioning, and core selling skills.
- Partner with leaders and subject-matter experts to deliver role-play, practice, coaching, knowledge checks, and certification; connect bootcamp learning to segment-specific ramp plans and manager coaching.
- Build and evolve practical, segment-relevant playbooks spanning prospecting, discovery, qualification, champion development, multithreading, executive engagement, business cases, negotiation, closing, and expansion. Reinforce MEDDPICC where appropriate.
- Spend approximately 25–30% of your time with sales teams and customers across EMEA. Observe calls and meetings, coach priority opportunities, and turn lessons from the field into scalable improvements.
- Lead recurring learning and targeted execution sprints on high-impact topics such as pipeline generation, discovery, executive selling, account planning, competitive positioning, and negotiation.
- Combine field observations, call reviews, CRM and pipeline data, win/loss analysis, and stakeholder feedback to identify performance gaps. Partner across Sales, Revenue Operations, Product Marketing, Marketing, Customer Success, Solutions Consulting, Product, and People teams to address them.
- Track onboarding and enablement outcomes, including certification, time to productivity, adoption, pipeline generation, deal quality, stage conversion, win rate, and sales-cycle performance. Use results to continuously improve programs.
Requirements
- 7+ years of experience in field or revenue enablement, sales onboarding, sales excellence, sales strategy, or revenue operations within a high-growth B2B organization.
- Experience supporting multiple sales segments, ideally Commercial, Mid-Market, and Enterprise, with an understanding of how their motions and enablement needs differ.
- A track record of building enablement programs that improve seller readiness, execution, and business performance.
- Strong in-person facilitation, presentation, coaching, and written communication skills.
- Practical knowledge of complex B2B selling and qualification methodologies such as MEDDPICC.
- Strong data literacy and the ability to translate performance insights into focused interventions.
- The ability to influence senior leaders, manage cross-functional programs, and move between strategy and hands-on delivery.
- Experience with enablement, CRM, sales-engagement, and conversation-intelligence tools.
- Willingness to travel across EMEA and facilitate the London bootcamp twice per quarter.
Skills
- Field enablement
- Revenue enablement
- Sales onboarding
- Sales excellence
- Sales strategy
- Revenue operations
- B2B sales
- Sales enablement
- Facilitation
- Presentation
- Coaching
- Written communication
- B2B selling methodologies
- MEDDPICC
- Data literacy
- Program management
- CRM
- Sales-engagement tools
- Conversation-intelligence tools
Location
- EMEA
- London
Work Type
- In-person
- Travel
Experience Level
- Senior Manager
- 7+ years
About the Company
- Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.
- Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
- Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
- Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.