Head of Enablement & Sales Excellence

TechTree; Deutschland; Remote; EUR 120.000 - 170.000; Vollzeit

Zusammenfassung

TechTree is expanding its pan-European real estate technology platform and seeks a Revenue Enablement Leader to drive seller ramp, attainment, and deal execution across multiple regions. You will own the capability framework, assessments, and coaching to elevate performance from onboarding through complex enterprise deals.

Expect to partner with Sales Ops and regional leadership, delivering structured onboarding, certification, and targeted interventions to boost win rates and forecast

Qualifikationen

• Proven track record of improving seller ramp, attainment, conversion, forecast confidence or pipeline quality.
• Experience building and embedding a role-based enablement system with assessment and certification.
• Strong record of improving frontline sales-manager capability and coaching habits.
• Credibility with experienced enterprise sellers through quota carrying, leading teams, or coaching complex deals.
• Depth in MEDDPICC and discovery, value-selling, negotiation and deal-control.
• Experience across multiple regions or acquired businesses with local relevance.
• Executive communication to secure adoption from senior leaders.
• Business-fluent English; German or Polish is a plus.

Aufgaben

• Lead the revenue enablement function with support from Sales Ops and regional leadership.
• Build a role-based onboarding journey with measurable ramp milestones.
• Develop a practical capability framework covering solution selling, discovery and value, qualification, deal control, and enterprise selling.
• Implement scored assessments and certifications based on live deals, discovery role plays and negotiation simulations.
• Coach managers to diagnose performance gaps and improve seller behavior.
• Facilitate priority deal reviews to test standards and improve execution quality.
• Establish adoption of MEDDPICC through evidence-based customer behavior.

Kenntnisse

MEDDPICC

Discovery

Value selling

Negotiation

Deal control

Enterprise selling

Coaching

Sales leadership

Jobbeschreibung

We're redefining how the world's most ambitious real estate companies run their operations. Our mission is to become Europe's leading platform for managing warehouse, logistics, retail, and multi-site commercial real estate portfolios - empowering our clients to protect revenue, boost efficiency, and unlock new value across every part of their business.

Our unified CAFM platform already powers the daily operations of over 250 million m² of real estate worldwide, supporting more than 500,000 professionals. Following mergers with leading UK and German property-operations businesses, we now help manage 100,000+ buildings across 35+ countries - and we're just getting started.

Backed by a leading growth equity investor, we're scaling rapidly and partnering with global leaders in logistics, retail and commercial real estate. As we grow through strategic acquisitions and bold innovation, we stay true to our core values: adaptability, collaboration, and client focus.

The opportunity

We're building a pan-European property technology platform across three businesses and multiple growth markets. We are increasing commercial capacity, but headcount alone will not deliver the plan. The commercial advantage will come from how quickly sellers become productive, how consistently managers raise performance, and how well teams execute complex deals.

This role is accountable for improving seller and manager effectiveness across approximately 30 quota-carrying sellers. It owns the capability system, certification standards and sales-execution disciplines that make performance repeatable.

This role requires regional business travel.

The outcomes that matter

Ramp and productivity. Reduce time to first qualified opportunity, first deal and full productivity by role and region.

Attainment distribution. Increase the proportion of sellers delivering at or above plan by improving the performance of the middle, not simply supporting the top.

Deal conversion. Improve stage-to-stage conversion and win rates through stronger discovery, qualification, value creation and deal control.

Forecast confidence. Improve the evidence behind commit and reduce late-stage surprises by raising manager and seller inspection quality.

Pipeline quality. Reduce the proportion of late-stage pipeline without quantified pain, economic-buyer access, a credible decision process or a mutual action plan.

What you'll own

The revenue enablement system

A role-based onboarding journey that gets new hires customer-ready quickly and establishes clear milestones through ramp.

A practical capability framework covering solution selling, discovery and value, qualification, deal control, negotiation and enterprise selling.

Scored assessment and certification based on observable performance: live deal reviews, discovery role plays, business cases, close plans and negotiation simulations.

Targeted interventions based on capability gaps, rather than generic training for every seller.

Manager onboarding and a clear operating standard for coaching, one-to-ones, deal reviews and forecast inspection.

Practical coaching frameworks that help managers diagnose performance gaps and improve seller behaviour.

Call observation, feedback and calibration so that standards are applied consistently across businesses and regions.

A deliberate transfer of capability to managers, so Enablement does not become the permanent owner of every review.

Practical adoption of MEDDPICC, evidenced in customer behaviour and deal strategy rather than completed as a CRM checklist.

Clear standards for discovery, quantified value, economic-buyer access, multi-threading, mutual action plans, proposals and negotiation.

Facilitation of selected priority-deal reviews to coach the team, test the standard and improve the quality of execution.

Common stage-exit and commit-evidence standards, agreed with sales leadership and applied through manager inspection.

Performance diagnosis and intervention

Use agreed commercial performance data to identify the most important capability or execution constraint by team, role or motion.

Recommend a focused intervention, define the expected commercial impact and test whether it worked.

Provide the CRO and regional leaders with a concise view of capability risks, adoption and priority actions.

What we're looking for

A measurable record of improving seller ramp, attainment, conversion, forecast confidence or pipeline quality. We will ask for the baseline, intervention and result.

Experience building and embedding a role-based enablement system with assessment and certification, not simply producing content or delivering workshops.

A strong record of improving frontline sales-manager capability and creating sustainable coaching habits.

Credibility with experienced enterprise sellers, gained through carrying a quota, leading sales teams or repeatedly coaching complex deals to better outcomes.

Practical depth in MEDDPICC or a comparable methodology, alongside strong discovery, value-selling, negotiation and deal-control expertise.

Experience operating across multiple regions, motions or acquired businesses while preserving what must remain locally relevant.

The judgement to focus on the few interventions that will move performance, and the discipline to stop activity that does not.

Executive communication: able to turn evidence into a clear point of view, challenge constructively and secure adoption from senior commercial leaders.

Business-fluent English; German or Polish an advantage.

Support, package and progression

You will lead the function directly at first, supported by Sales Ops, regional leadership and Pre-Sales, with scope to build capability as it proves out.

Competitive base salary calibrated to location and experience, plus bonus linked to movement in the outcomes above.

CRO sponsorship and direct access to leadership in all three businesses.

Progression into wider revenue productivity or GTM transformation leadership.

Logistics

Location: UK; Cracow or Warsaw (Poland); Germany