Sales Enablement Lead

Role Summary

The EMEA GTM team at Scale AI is rapidly developing within complex government sectors. This team includes country leads, account executives, strategists, and other commercial roles, all operating under region-specific, dynamic conditions. The Sales Enablement Lead will report to the Head of Commercial Strategy and Operations and will be responsible for creating the foundational enablement infrastructure to equip sellers, strategists, and field partners with the necessary resources, onboarding experiences, and support to drive fast and high-quality execution.

Primary Responsibilities

• Design and implement a comprehensive onboarding program tailored for new hires across sales, strategy, solutions engineering, and other commercial roles within the EMEA GTM team.
• Develop role-specific ramp-up plans including learning paths, certification checkpoints, managerial reviews, and hands-on field exercises.
• Collaborate with internal teams such as Commercial Operations, People, Recruiting, and leadership across GTM and product departments to ensure new employees fully grasp Scale’s market, products, sales processes, and operational frameworks.
• Create and maintain a centralized, organized, and up-to-date knowledge repository encompassing sales materials like pitch decks, templates, FAQs, use cases, demos, and market-specific collateral.
• Work cross-functionally with Sales Enablement, Product Marketing, Solutions Engineering, Legal, Finance, Delivery, and Product teams to adapt global content into practical and regionally relevant assets.
• Initiate governance processes to ensure content remains current, relevant, and non-duplicative.
• Establish a regular enablement rhythm covering product updates, deal analyses, customer success stories, market briefings, and training sessions on skills and processes.
• Identify knowledge or skill gaps and design targeted enablement programs addressing discovery, qualification, proposal development, technical scoping, public-sector procurement, stakeholder mapping, commercial structuring, forecasting, and smooth delivery handoffs.
• Use insights from recent deals to keep training relevant and actionable.
• Collaborate with Commercial Operations and Strategy leadership to standardize repeatable sales tools and outputs such as account plans, stakeholder maps, proposal templates, business cases, FAQs, and executive briefings.
• Develop materials that clearly articulate Scale’s AI capabilities to diverse government audiences, both technical and non-technical.
• Capture lessons learned from strategic deals and incorporate them into enablement content and operational flows.

Qualifications and Experience

• Experience in sales enablement, go-to-market operations, revenue operations, sales strategy, programme management, consulting or related commercial roles.
• Solid understanding of B2B or enterprise sales cycles; familiarity with public sector, government, regulated industries, AI, data, SaaS, or technical product markets is advantageous.
• Strong written communication skills, able to simplify complex, ambiguous content into clear, actionable sales materials.
• Proven program management skills, managing multiple initiatives concurrently, coordinating stakeholders, and driving progress autonomously.
• Excellent commercial insight and curiosity to comprehend seller needs and customer priorities for impactful enablement.
• Ability to influence diverse teams including Sales, Strategy, Solutions Engineering, Product Marketing, Legal, Finance, Delivery, and HR functions.
• An entrepreneurial mindset, comfortable building frameworks from scratch and iterating rapidly in an evolving business environment.
• Detailed oriented with a commitment to quality balanced with pragmatic execution speed.

Additional Information

Applicants should note a required 90-day interval before being reconsidered for this role to guarantee a fair evaluation process. Scale AI is committed to building inclusive workplaces and provides reasonable accommodations for applicants with disabilities. The company adheres to data privacy guidelines and pays transparency regulations.

About the Company

Scale AI develops dependable AI systems that underpin critical decision-making globally. Their technology portfolio supports leading enterprises and governments in deploying and managing impactful AI applications. Clients include prominent organizations across government and industry sectors.