Director, Sales Enablement

Purpose of the job

To partner with Growth and Commercial leadership to embed the frameworks, governance, content, insight, tools and ways of working that improve pursuit quality, qualification discipline, sales productivity and scalable growth execution.

Key Responsibilities

• Enterprise enablement leadership: Lead strategic Sales Enablement projects, support for live growth opportunities and workstreams that improve how Growth and Commercial teams qualify, prepare, pursue and convert priority opportunities

• Intake, triage and qualification: Act as the primary point of intake for support requests from aligned VP and Client Engagement communities, completing the initial assessment, right-to-win discussion, pipeline alignment check and support brief before partnering with the Director, Global Bid Management to confirm capacity, available resource, allocation options or escalation routes

• Frameworks, standards and ways of working: Champion and embed enablement frameworks, standards and best practice across pursuit governance, content usage, sales tools, opportunity preparation and team operating discipline. Work with Director, Global Bid Management on any process or framework improvements so that they are deployed globally and team approach remains consistent

• Operating cadence and governance: Establish and run practical operating rhythms, including opportunity reviews, portfolio visibility, pursuit checkpoints, communities of practice, capability sessions and feedback loops

• Insight-led improvement: Use pipeline, CRM, win/loss, content, adoption and stakeholder insight to identify performance gaps, improve strategic approach and prioritise enablement interventions

• Executive and senior stakeholder engagement: Engage confidently with C-Suite, CCO, VP and senior commercial stakeholders, including contributing to leadership forums, presenting recommendations and influencing decisions without direct authority

• Team and capacity management: Collaboratively deploy team capacity, reviewing priorities and contribution within a matrix environment, ensuring effort is focused on the highest-value activity and that responsibilities are clearly owned

• Content, tools and technology adoption: Promote effective use of approved content, templates, sales technology and AI-enabled workflows, ensuring adoption supports quality, efficiency, governance and user confidence

• Capability development and coaching: Build capability across the Sales Enablement function and wider commercial community through coaching, guidance, learning frameworks, skills matrix alignment and targeted development activity

• Constructive challenge and continuous improvement: Challenge assumptions, expose gaps and drive action where ways of working, content quality, governance, data discipline or stakeholder behaviors prevent stronger commercial outcomes

• Knowledge, Skills + Experience: Extensive experience in sales enablement, commercial excellence, growth operations, bid management, content enablement or a related enterprise growth function

• Strong understanding of growth, pursuit and pipeline mechanics, including qualification discipline, right-to-win thinking, CRM hygiene, stage progression, win/loss learning and opportunity conversion

• Confident C-Suite, CCO and VP-level engagement, with the ability to present clearly, influence direction, challenge assumptions and build alignment without relying on formal authority

• Strong commercial judgement, with the ability to understand pricing logic, risk trade-offs, value propositions, solution implications and client decision drivers without owning commercial approvals or solution design

• Experience building scalable frameworks, standards, playbooks, operating cadences, communities of practice or capability programs across multiple stakeholder groups or regions

• Ability to use insight and data to diagnose performance gaps, prioritize interventions and translate recommendations into practical action, ownership and follow-through

• Strong written, verbal and presentation skills, including the ability to tailor messages for executive, commercial, operational and enablement audiences

• Experience managing priorities, capacity and delivery through a matrix team, including offshore or distributed support models where relevant

• Strong understanding of sales content systems, collaboration tools, CRM platforms, AI-enabled workflows and adoption challenges in a commercial environment

• Pragmatic leadership style, balancing strategic judgement with hands-on intervention when momentum, quality, governance or stakeholder alignment is at risk

What Success Looks Like

Success in the role is evidenced through stronger operating discipline, improved pursuit quality, increased adoption of agreed sales enablement tools and content, clearer qualification behaviors, better visibility of growth activity, more consistent stakeholder engagement and higher capability maturity across the Sales Enablement function. Commercial outcomes ownership remains with CCO and Client Engagement leadership; the Director, Sales Enablement acts as a performance multiplier by improving the environment in which those outcomes are pursued.