Sales Enablement & Compensation Director

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Ready to drive real sales transformation across EMEA?

At Ricoh Europe, we're on a mission to evolve how we sell-and we're looking for a dynamic, forward-thinking Sales Enablement & Compensation Director to lead the charge. If you're passionate about unlocking sales productivity, driving measurable performance, and crafting smart compensation models that reward growth, this could be your next big move.

This is a strategic leadership position that plays a key role in enabling our sales teams across EMEA to thrive in an evolving market. You'll lead the design and execution of sales enablement programs and compensation frameworks that align with Ricoh's shift towards annuity-driven, solution-led selling.

You'll diagnose productivity gaps, empower teams with the skills and tools they need, and motivate through well-designed incentives. From implementing performance metrics to deploying gamification strategies and margin-driven comp plans, your work will directly impact how well we convert opportunities into profitable, long-term customer relationships.

Sales Enablement & Productivity

• Diagnose performance challenges around clarity, skill, will, and resources
• Deploy playbooks, sales methodologies, and guided selling tools
• Increase win rates, deal size, and pipeline velocity
• Optimize pipeline and reduce sales cycle length

Sales Efficiency

• Outcome : Improve how well sales reps use time and resources.
• Formula : Efficiency = (Selling Time / Total Available Time) × Process Optimization

• Streamline sales workflows, reduce admin time, and automate low-value tasks
• Maximize adoption and impact of CRM, CPQ, and AI sales tools
• Drive efficiency metrics: more selling time, cleaner data, better forecasts

Compensation & Incentive Strategy

• Design global frameworks that reward profitable, value-based selling
• Shift focus toward managed services, SaaS, and consultative selling
• Balance global consistency with local OpCo flexibility
• Implement deal-based, CLV-focused incentives and accelerators

Gamification & Motivation Programs

• Launch gamified incentive programs to encourage strategic selling behaviours
• Tie incentives to outcomes like new logos, SaaS uptake, or multi-year contracts
• Track engagement and behaviour changes across regions

Cross-Functional Collaboration

• Align sales with marketing, product, and customer success teams
• Improve MQL to SQL conversion and post-sale satisfaction
• Foster shared KPIs across departments to drive unified success

• An experienced commercial leader with deep B2B sales enablement and operations expertise
• Proven track record designing sales comp structures across international markets
• Skilled in sales tech, analytics, quota setting, and driving behaviour through incentives
• A change agent-strategic thinker, executional powerhouse, and cross-functional collaborator
• Comfortable operating in a matrixed, multinational environment with complex stakeholder dynamics

Qualifications:
Relevant University Degree (Bachelor's or higher)
Extensive background in sales enablement, sales ops, or commercial leadership roles

• A competitive salary package
• Industry leading benefits

Ricoh is an exceptional place to work. A place where there is strong emphasis on career development for the right individuals. This is a role where you can excel within a fast-paced environment and succeed within a thriving organisation.

This is an excellent opportunity to join a global company where you can truly capitalise and build on your own experience.

Ready to make that change? Apply now for a confidential conversation with our Recruitment Team.

At Ricoh, we embrace and respect the collective and unique talents, experience, and perspectives of all people. Together we inspire remarkable innovation. That's how we live the Ricoh Way.

For all roles, we will judge each individual on their skills and ability before taking into account their history. However some roles are subject to sensitive and restrictive information and, if successful, you may be required to undertake pre-employment vetting checks which include but are not limited to residency check, credit reference check, financial sanctions` check and a DBS Check. Further information on Employment Vetting can be accessed by contacting the Ricoh Recruitment Team.