EMEA Mid-Market Enablement Lead

Atlassian

Greater London

Hybrid

GBP 85,000 - 125,000

Full time

3 days ago

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Job summary

Atlassian is seeking an experienced Sales Enablement leader to drive readiness for the EMEA Mid-Market team. You will partner with regional sales leaders to identify capability gaps, tailor global programs for the EMEA region, and accelerate onboarding with measurable outcomes.

You will strengthen value-based selling, embed MEDDPICC into opportunity execution, and coach sellers to connect customer priorities with measurable business value. Hybrid work in London is available.

Qualifications

8+ years of relevant experience in sales enablement, B2B sales, or sales leadership within a technology environment.
Experience supporting Mid-Market or commercial sales teams across new-customer acquisition and account expansion.
Demonstrated experience applying and coaching value or outcome-based selling, including connecting customer priorities to measurable business value.
Strong working knowledge of MEDDPICC, with experience helping sellers apply it to discovery, qualification, and deal progression.
Familiarity with EMEA sales environments and experience working across countries, cultures, and time zones.
Strong facilitation and coaching skills, with credibility among sellers and sales leaders.
Ability to translate performance data and field insights into focused, measurable enablement.
Strong program management and cross-functional partnership skills, balancing global consistency with regional relevance.
Familiarity with sales technologies such as Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, and Gong, alongside practical experience applying AI to sales or enablement workflows.

Responsibilities

Own the EMEA Mid-Market readiness plan and partner with regional sales leaders to identify gaps and prioritize enablement aligned to goals.
Strengthen value and outcome-based selling by equipping sellers to connect Atlassian’s solutions to measurable business outcomes.
Embed MEDDPICC into opportunity execution through discovery, reviews, and deal coaching.
Build core selling skills in prospecting, stakeholder engagement, objection handling, negotiation, and closing.
Adapt global enablement programs for the EMEA region with localization where needed.
Activate product and solution priorities in customer conversations and plays for Mid-Market sellers.
Accelerate onboarding and ramp with segment-specific learning and practice milestones.
Equip frontline managers with coaching guides and playbooks for team settings.
Drive tool proficiency and practical AI enablement across core sales tools and workflows.
Measure impact through proficiency assessments and performance data against ramp, pipeline, and sales-cycle metrics.