Director Pipeline Management and Sales Enablement

Location: Benelux Reporting to: Head of Commercial Operations, EMEA

Role Overview

The Director Pipeline Management and Sales Enablementis accountable for driving commercial excellence through the deployment and governance of a structured pipeline management playbook across the region. The role focuses on embedding disciplined, consistent sales execution by integrating enablement, field coaching, and performance governance.

This is a leadership role centered on execution and transformation, not a training-only position. The primary objectives are to increase sales productivity, improve pipeline quality, accelerate deal velocity, and strengthen forecast accuracy.

Key Responsibilities

Pipeline Playbook Deployment & Governance:

· Lead the rollout and sustained adoption of the EMEA Pipeline Management Playbook

· Establish and enforce common definitions, qualification standards, and inspection cadences

· Ensure consistent use of CRM stages, exit criteria, and forecasting discipline

· Drive structured pipeline reviews focused on deal quality and progression

· Monitor pipeline health metrics, including coverage, conversion, aging, velocity, and win rates

Sales Capability Development:

· Design and deliver enablement programs for sales teams, frontline managers, and regional leaders

· Translate playbook principles into clear, observable selling behaviours

· Implement and standardize qualification frameworks (e.g., BANT) where appropriate

· Develop onboarding programs aligned with EMEA sales standards

· Measure enablement effectiveness through pipeline and performance outcomes

Field Coaching & Performance Acceleration:

· Partner with sales managers to deliver ongoing field coaching

· Support deal strategy and opportunity inspection sessions

· Provide hands-on coaching to improve qualification rigor, value articulation, and close planning

· Build manager capability to coach effectively and independently

· Identify skill gaps and deploy targeted enablement interventions

Commercial Governance & Continuous Improvement:

· Establish a governance cadence aligned with regional leadership priorities

· Track leading indicators of sales effectiveness

· Identify systemic pipeline issues and recommend corrective actions

· Partner with Commercial Operations and CRM teams to ensure tool and process alignment

· Continuously refine the playbook based on performance data and field feedback

Key Performance Indicators

· Increased selling time and productivity

· Improved pipeline coverage and quality

· Reduced pipeline aging and stalled opportunities

· Higher win rates and faster deal velocity

· Improved forecast accuracy

· Consistent adoption of playbook standards across EMEA

What we offer

We offer you a permanent contract with a competitive salary based on your work experience and knowledge level.

Interested to make the next step in your career ?

Contact us now ! You can submit your application via our website or contact our Senior Talent Acquisition Partner (Cinzia Correnti).

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