Head of Revenue Enablement

Marcura

. Roll out Sandler, ProActive Selling and JOLT as one Marcura way of selling across every team.

Posted 10/9/2026full-timeLondon • United KingdomLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in sales enablement and training, with a strong focus on implementing sales methodologies like Sandler and ProActive Selling. Proven ability to design and execute development programs, coaching frameworks, and enablement tools that drive measurable results in B2B environments.

Highest-signal resume keywords

Sales Enablement LeadershipSandler CertificationProActive Selling CertificationSalesforce ProficiencyB2B Sales Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Methodology ImplementationCoaching Framework DesignPipeline Stage DefinitionConversation IntelligenceTemplate DesignData AnalysisLearning Journey DevelopmentSales TrainingChange ManagementAgent Workflow Design

Soft Skills

Clear CommunicationInfluencing Without AuthorityCuriosityCoaching SkillsLeadership

Tools & Technologies

SalesforceGainsightBI ToolsCall-Capture ToolsExcel

Certifications & Qualifications

Sandler CertificationProActive Selling Certification

Industry Keywords

B2B SalesMulti-Product SoftwarePaymentsLogisticsVertical SaaSMaritime IndustryShipping Industry

About the role

Key responsibilities & impact

Roll out Sandler, ProActive Selling and JOLT as one Marcura way of selling across every team.
Equip sales managers to coach to the method in deal reviews and 1:1s.
Define pipeline stage exit criteria with RevOps and ensure they are live in the CRM and used in deal reviews.
Run a development programme for current sellers and account managers, including cross-training across products and into account management.
Define seller development standards with sales leadership and HR, including a published competency framework.
Design capture templates, coaching scorecards and agent workflows for win/loss, objection and question analysis.
Run the new-product release path from product through product marketing and enablement to initial deals.
Prioritise and run enablement programmes, playbooks and certifications.
Help sellers use Salesforce, Gainsight and call-capture tools effectively.
Agree a primary success measure with the EVP, Commercial Operations & Growth, and report on it monthly.
Partner with Product Marketing, RevOps, Customer Success and Sales Managers to align enablement, tooling, playbooks and coaching.

Requirements

What you’ll need

Minimum: 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
Minimum: 8 years in B2B, including a carried quota in complex, multi-product software, payments, logistics or vertical SaaS
Minimum: 3 years leading sales enablement, sales effectiveness or sales training
Minimum: proven record of rolling out a sales method across more than one region and making it stick through sales managers
Minimum: proven record of using conversation intelligence, prompt or template design, or agent workflows to change what sellers do, with measurable results
Desired: maritime or shipping industry experience
Desired: experience building an enablement function from the start
Good to have: experience in a multi-brand group; experience running a sales kick-off
Practitioner of Sandler or ProActive Selling; working knowledge of JOLT
Designs sales stages, exit criteria and meeting types that a CRM and capture tools can track
Writes capture templates, coaching scorecards and prompts for AI note-taking and agent tools
Analyses deal data to test a hypothesis, using Salesforce reports, Excel or BI tools
Builds learning journeys, certifications and assessments
Coaches the coaches: equips sales managers to run deal reviews and 1:1s to one method
Influences without authority across product marketing, RevOps and Customer Success
Clear, plain communicator in writing and in the room, in English
Leads change by piloting, proving the result, then scaling
Curious about where sales tooling is heading, and practical about what works now

Benefits

Comp & perks

Exposure to strategic, monetization, and commercial product development.
Mentorship from experienced product and growth leaders.
The opportunity to see the full product lifecycle, from discovery to revenue impact.
The chance to make a measurable impact on business and customer KPIs.