[Regional] Field Sales Enablement Manager

Location: London [Remote UK], Berlin [Remote Germany], Paris [Remote France], Ghent [Remote Belgium]

Reports to: Senior Manager, Sales Enablement

Purpose of the Role

The Field Sales Enablement Manager is responsible for designing, delivering, and optimizing enablement programs that elevate the performance, productivity, and consistency of the Field Sales Teams across a region. This role partners with Field Sales Leadership & Operations, cross‑functional stakeholders, and subject matter experts to ensure that the Field Account Executives are equipped with the skills, content and knowledge needed to drive revenue growth and execute effectively in their territories. This role requires extensive travel within the region [50-75%], spending meaningful time in the field to observe real customer interactions, conduct ride‑alongs, and provide timely, actionable feedback and it necessitates being a native speaker of the region to ensure full linguistic and cultural fluency.

Key Responsibilities

• Enablement Strategy & Program Development: Collaborate with the Enablement Team Manager to build and execute comprehensive enablement strategies focused on prospecting, territory management, solution selling, and deal closure.
• Training Design & Delivery: Create and facilitate onboarding programs tailored to the needs of Field Sales Account Executives, and skill‑development workshops focused on converting knowledge into skills through flipped classroom, roleplays, simulations, and field‑based learning such as ride‑alongs and in‑territory coaching sessions.
• Content & Tools Creation: Develop high‑impact enablement assets—including playbooks, territory planning frameworks, pitch decks, objection‑handling guides, demo scripts, and customer conversation frameworks—to support consistent and effective selling.
• Cross‑Functional Collaboration: Partner with Product, Marketing, Operations, and regional Sales Leadership to ensure alignment in messaging, product positioning, and go‑to‑market strategies across territories and segments.
• Coaching & Performance Support: Provide targeted coaching to Field Sales Account Executives to strengthen prospecting, presentation, negotiation, and pipeline management capabilities. Conduct regular ride‑alongs and shadowing sessions, offering structured feedback immediately after customer meetings to reinforce best practices and drive behavioral change.
• Certification & Competency Frameworks: Build and maintain certification programs and competency models to ensure Field Sales teams meet performance standards and adhere to sales methodologies.

KPI's

• Enablement Outputs related: Certification Success Rate, Onboarding Completion Rate, Participant Satisfaction Score, Knowledge Retention and Application, Training Quality and Engagement.
• Business Outcomes related: Influence role‑specific KPIs, such as pipeline generation, conversion rates, average deal size, sales cycle length—to measure program impact and progress against goals.

Experience

• 3-5 years experience in delivering enablement programs for Field Sales, Outside Sales Teams, Outbound Sales Motions, preferably in global SaaS companies.
• Experience in evaluating the effectiveness of enablement programs and their impact on business critical metrics such as pipeline growth, win rates, quota attainment, and revenue generation.
• Experience in working with data to extract useful, actionable insights.
• Proven track record of creating field sales enablement content and tools that drive behavioral change and performance improvement.
• Experience working in the field—travelling with reps, observing customer interactions, and delivering in‑the‑moment coaching is strongly preferred.

Attributes & Skills

• Strong understanding of the Field Sales function, including prospecting strategies, territory management, solution selling, and deal progression.
• Knowledge of hospitality industry and their unique sales considerations is a plus.
• Ability to extract actionable insights from data and clearly articulate these insights to stakeholders.
• Excellent presentation and facilitation skills with the ability to engage and influence at all levels.
• Strong content creation skills to develop compelling enablement materials tailored for field environments.
• Understanding of sales methodologies, CRM systems (particularly Salesforce), and sales technology.
• Collaborative mindset with the ability to work cross‑functionally across multiple teams and time zones.
• Strategic thinking combined with attention to detail in program execution.
• Adaptable and entrepreneurial approach to enablement in fast‑paced, target‑driven environments.

Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier‑free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.