Sales Enablement Principal

Shipping accounts for over 90% of global trade, yet the industry remains decades behind in digitization and automation. Operating safely and efficiently in congested ports, high-traffic sea lanes, and complex operating environments is becoming increasingly challenging.

Orca AI is transforming maritime operations through real-time AI and computer vision that deliver next-generation situational awareness and decision-making. Our platform connects onboard crews with shoreside teams, improving navigational safety, reducing human error, and supporting decarbonization through smarter routing and performance optimization.

Trusted by leading global fleets including MSC, Seaspan, and NYK, Orca AI is scaling rapidly. As we expand across regions, clearly articulating and proving the business value we deliver is critical to winning and growing enterprise customers.

We’re looking for a Senior Sales Enablement Manager to build and scale enterprise-grade, value-driven sales execution. This role owns how enterprise deals are qualified, progressed, and won — by embedding MEDDPICC rigor, value selling, and repeatable playbooks into the field.

This is a hands-on, operator role, ideal for someone who has lived inside enterprise deals, partnered tightly with AEs and Sales Leadership, and knows how to turn methodology into behavior — not slides. What you will do:

• Own MEDDPICC implementation. Implement, enforce, and evolve MEDDPICC across the enterprise sales org. Translate methodology into practical deal qualification, inspection, and forecast discipline.
• Build Enterprise-Grade Sales Playbooks.Create and maintain clear, opinionated playbooks covering discovery, value articulation, stakeholder mapping, exec alignment, POVs/POCs, and deal progression for large, complex deals.
• Drive Value-Based Selling at Scale. Partner with Value, Product Marketing, and Sales Leadership to embed economic value, ROI thinking, and outcome-led messaging into every stage of the sales cycle.
• Design and Run Onboarding, Certifications, Lifetime learning Programs. Build onboarding and ongoing training and certification programs (methodology, discovery, value, exec conversations).
• Be Embedded in Real Enterprise Deals. Join live opportunities to coach reps, inspect MEDDPICC rigor, sharpen deal strategy, and accelerate high-stakes enterprise deals.
  
  

• 5–8+ years in sales enablement, sales ops, sales leadership, or consulting tied to enterprise sales in SaaS
• Proven experience supporting complex, multi-stakeholder deals ($200K–$1M+ ACV)
• Hands-on experience implementing MEDDPICC
• Quickly diagnoses weak deals, missing metrics, poor champions…
• Comfortable articulating value and pitching to C-level executives
• Breaks complex enterprise sales motions into repeatable systems
• Data-informed and pragmatic, focused on outcomes (cycle time, ramp, win rate)
• Proven ability to turn strategy into clear, usable field playbooks
• Structured, opinionated, and allergic to generic content
• Experience building onboarding and ongoing certification programs
• Comfortable assessing reps, running role plays, and enforcing standards
• Trusted by AEs and Sales Leaders from direct involvement in real enterprise deals
• Can coach discovery, value conversations, and exec readouts live
• Comfortable with ambiguity and imperfect inputs
• Builds from scratch, iterates fast, and stays hands-on — not a program-only role
  
  

• Based in EMEA (remote)
• Fluent in English
• Previous sales experience strongly preferred
• Experience in operations / industrial environments a plus