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).