The Role
As Senior Manager, Field Enablement — EMEA, you will own enablement for Navan’s Commercial, Mid-Market, and Enterprise sales teams and facilitate the in-person EMEA sales onboarding bootcamp in London twice per quarter. You will partner with sales leaders and frontline managers to turn business priorities and field insights into practical programs, playbooks, coaching, and improvements to sales execution.
This hands-on, data-driven role combines strategy, facilitation, field observation, and program delivery. You will tailor support to each segment while establishing consistent standards across EMEA. Success means faster seller readiness, strong program adoption, and measurable improvement in sales performance.
What You’ll Do
- Field enablement strategy: Own the EMEA enablement roadmap across Commercial, Mid-Market, and Enterprise, balancing shared regional priorities with the needs of each sales motion.
- Onboarding bootcamp: Facilitate the in-person London bootcamp twice per quarter—eight sessions annually—covering Navan’s value proposition, products, tools, sales process, methodology, messaging, discovery, qualification, competitive positioning, and core selling skills.
- Ramp and readiness: Partner with leaders and subject-matter experts to deliver role-play, practice, coaching, knowledge checks, and certification; connect bootcamp learning to segment-specific ramp plans and manager coaching.
- Playbooks and methodology: Build and evolve practical, segment-relevant playbooks spanning prospecting, discovery, qualification, champion development, multithreading, executive engagement, business cases, negotiation, closing, and expansion. Reinforce MEDDPICC where appropriate.
- Field and deal enablement: Spend approximately 25–30% of your time with sales teams and customers across EMEA. Observe calls and meetings, coach priority opportunities, and turn lessons from the field into scalable improvements.
- Sales excellence programs: Lead recurring learning and targeted execution sprints on high-impact topics such as pipeline generation, discovery, executive selling, account planning, competitive positioning, and negotiation.
- Insights and partnerships: Combine field observations, call reviews, CRM and pipeline data, win/loss analysis, and stakeholder feedback to identify performance gaps. Partner across Sales, Revenue Operations, Product Marketing, Marketing, Customer Success, Solutions Consulting, Product, and People teams to address them.
- Measurement: Track onboarding and enablement outcomes, including certification, time to productivity, adoption, pipeline generation, deal quality, stage conversion, win rate, and sales-cycle performance. Use results to continuously improve programs.
What We’re Looking For
- 7+ years of experience in field or revenue enablement, sales onboarding, sales excellence, sales strategy, or revenue operations within a high-growth B2B organization.
- Experience supporting multiple sales segments, ideally Commercial, Mid-Market, and Enterprise, with an understanding of how their motions and enablement needs differ.
- A track record of building enablement programs that improve seller readiness, execution, and business performance.
- Strong in-person facilitation, presentation, coaching, and written communication skills.
- Practical knowledge of complex B2B selling and qualification methodologies such as MEDDPICC.
- Strong data literacy and the ability to translate performance insights into focused interventions.
- The ability to influence senior leaders, manage cross-functional programs, and move between strategy and hands-on delivery.
- Experience with enablement, CRM, sales-engagement, and conversation-intelligence tools, plus willingness to travel across EMEA and facilitate the London bootcamp twice per quarter.
Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.
Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
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