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About the Role
The Head of Revenue Enablement helps every seller and account manager at Marcura sell more of the portfolio, more consistently. This role involves building a unified sales methodology, leveraging technology for data capture and learning, and partnering with various teams to enhance sales performance and product adoption.
Responsibilities
- Roll out Sandler, ProActive Selling, and JOLT as the unified Marcura sales method, ensuring consistent selling, coaching, and forecasting across all teams.
- Equip sales managers to coach effectively using the defined sales method during deal reviews and 1:1s.
- Define pipeline stage exit criteria with RevOps for consistent process, CRM, and capture tool usage.
- Run a development program for sellers and account managers, including cross-training, to drive growth from the existing team.
- Define seller development standards and growth expectations in collaboration with sales leadership and HR.
- Design content for capture templates, coaching scorecards, and agent workflows to improve selling through data analysis.
- Manage the release path for new products, ensuring rapid adoption by the sales team.
- Prioritize and execute the enablement program, playbooks, and certifications, building on existing structures.
- Assist sellers in maximizing the use of Salesforce, Gainsight, and call-capture tools to improve adoption and data accuracy.
- Establish and report on a primary success measure monthly with the EVP to demonstrate enablement's impact.
Requirements
- Minimum of 8 years in B2B sales, including a carried quota in complex, multi-product software, payments, logistics, or vertical SaaS.
- Minimum of 3 years leading sales enablement, sales effectiveness, or sales training.
- Proven track record of rolling out a sales methodology across multiple regions and ensuring its adoption through sales managers.
- Proven track record of using conversation intelligence, prompt/template design, or agent workflows to drive measurable changes in seller behavior.
- Educated to degree level or equivalent professional experience.
- Desired: Certification in Sandler or ProActive Selling.
- Good to have: Formal training in coaching, instructional design, or change management.
- Desired: Maritime or shipping industry experience.
- Desired: Experience building an enablement function from scratch.
- Good to have: Experience in a multi-brand group.
- Good to have: Experience running a sales kick-off.
Skills
- Practitioner of Sandler or ProActive Selling.
- Working knowledge of JOLT.
- Ability to design sales stages, exit criteria, and meeting types trackable by CRM and capture tools.
- Proficiency in writing capture templates, coaching scorecards, and prompts for AI note-taking and agent tools.
- Skill in analyzing deal data using Salesforce reports, Excel, or BI tools to test hypotheses.
- Experience in building learning journeys, certifications, and assessments.
- Coaching skills to equip sales managers for deal reviews and 1:1s.
- Ability to influence without authority across product marketing, RevOps, and Customer Success.
- Clear and concise communication skills, both written and verbal.
- Leadership in change management through piloting, proving results, and scaling.
- Curiosity about evolving sales tooling and practical application of current tools.
Location
- Global
Work Type
- Full-time
Experience Level
- 8+ years B2B experience
- 3+ years sales enablement leadership
Education Level
- Degree level or equivalent professional experience
- Certification in Sandler or ProActive Selling (Desired)
- Formal training in coaching, instructional design, or change management (Good to have)
Benefits
- Exposure to strategic, monetization, and commercial product development.
- Mentorship from experienced product and growth leaders.
- Opportunity to see the full product lifecycle.
- Chance to make a measurable impact on business and customer KPIs.
About the Company
- Marcura is a global leader in maritime technology and operations, supporting nearly one-third of the world’s seaborne commodity trade.
- Our platforms span software, data intelligence, and payments, driving digital transformation in the maritime industry.