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Scale is hiring a Sales Enablement Lead to build the enablement engine for its rapidly scaling EMEA GTM organization. This hands-on builder role reports to the Head of Commercial Strategy and Operations and is responsible for ensuring every seller, strategist, and field partner has the knowledge, materials, onboarding, operating rhythms, and deal support needed to execute with speed and quality in complex, high-stakes government markets.
Key responsibilities include:
Building and owning EMEA GTM onboarding: Design and run structured onboarding programmes 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 leadership to ensure new hires understand Scale's products, market context, customers, sales process, and operating model.
Owning the EMEA GTM knowledge base: Build and maintain a centralized 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, and market-specific collateral. Keep materials current, easy to find, and clearly organized 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.
Driving ongoing enablement: Build a recurring enablement cadence for the EMEA GTM team covering product updates, deal deconstructions, customer stories, market briefings, 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, and commercial structures.
Supporting priority deals and field execution: Partner with Commercial Operations to identify repeatable needs across active deals and turn them into reusable tools, templates, and playbooks. Help standardize artefacts needed to move deals forward. Create materials that help sellers communicate Scale's AI capabilities clearly to both technical and non-technical government stakeholders. Capture learnings from strategic deals and feed them back into enablement materials.
Required experience includes sales enablement, GTM operations, revenue operations, sales strategy, programme management, or consulting. Strong understanding of B2B or enterprise sales motions; experience in public sector, government, regulated industries, AI, data, SaaS, or technical products is a plus. Excellent written communication skills, strong programme management instincts, high commercial judgement, and 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 and iterating quickly.
