More jobs:
Sales Enablement Lead Remote; Europe
Remote / Online - Candidates ideally in
Singapore
Listed on 2026-01-13
Singapore
Listing for:
Orca Ai Ltd
Remote/Work from Home
position Listed on 2026-01-13
Job specializations:
-
IT/Tech
SaaS Sales
Job Description & How to Apply Below
## Sales Enablement Lead Remote (Europe)#### About The Position We are looking for a
** Senior Sales Enablement Lead
** to drive enterprise-grade sales excellence at Orca AI. In this hands-on role, you will own the end-to-end sales methodology, embedding MEDDPICC rigor and value-driven playbooks into our global field operations. We are seeking a strategic operator who can turn sales theory into winning behaviors, empowering our team to scale our impact across the maritime industry.
** About Orca AI:
** Shipping accounts for over 90% of global trade, yet the industry remains decades behind in digitization and automation. Operating safely and efficiently in congested ports and high-traffic sea lanes is becoming increasingly challenging.
Orca AI is transforming maritime operations through real-time AI and computer vision, delivering next-generation situational awareness and decision-making.
Our platform connects onboard crews with shoreside teams, improving navigational safety, reducing human error, and supporting decarbonization through performance optimization.
Founded in 2018, Orca AI is a fast-growing scale-up in an incredibly strong position. We recently raised **$73M in a Series B round (May 2025)
** and have over 1,100 systems deployed to industry giants like MSC, Seaspan, and NYK. What sets us apart is our data - over
** 100 million nautical miles of proprietary data**, making it the largest maritime AI dataset in the world.
As we scale rapidly, we are looking for passionate individuals to join us in defining the future of the maritime world.
** Responsibilities:
**** As a Senior Sales Enablement Lead , your impact will be:
**** 1. Own MEDDPICC implementation.
** Implement, enforce, and evolve MEDDPICC across the enterprise sales org. Translate methodology into practical deal qualification, inspection, and forecast discipline.
** 2. Build Enterprise-Grade Sales Playbooks.
** Create and maintain clear, opinionated playbooks covering discovery, value articulation, stakeholder mapping, exec alignment, POVs/POCs, and deal progression for large, complex deals.
** 3. Drive Value-Based Selling at Scale.
** Partner with Value, Product Marketing, and Sales Leadership to embed economic value, ROI thinking, and outcome-led messaging into every stage of the sales cycle.
** 4. Design and Run Onboarding, Certifications, Lifetime learning Programs.
** Build onboarding and ongoing training and certification programs (methodology, discovery, value, exec conversations).
** 5. Be Embedded in Real Enterprise Deals.
** Join live opportunities to coach reps, inspect MEDDPICC rigor, sharpen deal strategy, and accelerate high-stakes enterprise deals.#### Requirements
** Responsibilities:
*** 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
* Comfortable with ambiguity and imperfect inputs
* Builds from scratch, iterates fast, and stays hands-on - not a program-only role
* Based in EMEA (remote)
* Fluent in English
* Previous sales experience strongly preferred
* Experience in operations / industrial environments is a plus
* ** Our Culture & Values:
** We are a global team of 130 professionals driven by a shared mission to lead the transition to autonomous shipping. At Orca AI, we combine cutting-edge technology with a human-centric approach to redefine the maritime industry. We…
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