Sales Enablement Lead

4 hours ago

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Transportation • AI • Cybersecurity

Orca AI is a technology company revolutionizing the maritime industry through its innovative solutions for autonomous shipping. Their products, like SeaPod and FleetView, enhance crew situational awareness and operational safety, utilizing advanced computer vision and AI to automate lookouts and provide real-time insights. By improving navigational decision-making, Orca AI aims to increase safety and efficiency in shipping operations while helping companies achieve sustainability goals.

📋 Description

• Own MEDDPICC implementation, enforce and evolve it across the enterprise sales org • Build Enterprise-Grade Sales Playbooks covering discovery, value articulation, stakeholder mapping, etc. • Drive Value-Based Selling at Scale by embedding economic value and ROI thinking • Design and Run Onboarding, Certifications, Lifetime learning Programs • Be Embedded in Real Enterprise Deals to coach reps and sharpen deal strategy

🎯 Requirements

• 5–8+ years in sales enablement, sales ops, sales leadership, or consulting tied to enterprise sales in SaaS • Proven experience supporting complex, multi-stakeholder deals ($200K–$1M+ ACV) • Hands-on experience implementing MEDDPICC • Quickly diagnoses weak deals, missing metrics, poor champions • Comfortable articulating value and pitching to C-level executives • Breaks complex enterprise sales motions into repeatable systems • Data-informed and pragmatic, focused on outcomes (cycle time, ramp, win rate) • Proven ability to turn strategy into clear, usable field playbooks • Structured, opinionated, and allergic to generic content • Experience building onboarding and ongoing certification programs • Comfortable assessing reps, running role plays, and enforcing standards • Trusted by AEs and Sales Leaders from direct involvement in real enterprise deals • Can coach discovery, value conversations, and exec readouts live • Builds from scratch, iterates fast, and stays hands-on — not a program-only role • Based in EMEA (remote) • Experience in operations / industrial environments a plus

🏖️ Benefits