Sales Trainer

Zendesk, Inc.; Lisboa; On-site; EUR 42,000 - 66,000; Full time

Job summary

Zendesk, Inc. seeks a Sales Trainer / GTM Enablement Specialist to elevate regional SDR/BDR productivity and bookings through onboarding, coaching, and messaging optimization. You will partner with regional leaders to diagnose gaps, design AI-assisted programs, and scale best practices across the org.

You'll build onboarding and ongoing development programs, leverage data to drive decisions, and measure improvements in pipeline and ramp performance for high-growth SaaS sales teams.

Qualifications

• 2–4+ years in Sales Development or equivalent.
• Proven prospecting and pipeline creation success.
• Ability to coach reps with frontline sales experience.
• Fluency with AI-enabled sales tools is a plus.
• Strong data-driven mindset and cross-functional collaboration.

Responsibilities

• Drive prospecting productivity with regional SDR/BDR leaders.
• Deliver onboarding and ramp programs for new BDRs.
• Optimize cadences, messaging, and channel mix using AI.
• Coach for performance with field coaching, call reviews, and targeted reinforcement.
• Collaborate with Marketing, Ops, Enablement, and Product to scale resources.

Skills

Sales Development

Prospecting

Coaching

AI tools

Data analysis

Cross-functional collaboration

Tools

Salesforce

Gong

Sales Navigator

Outreach

Salesloft

ZoomInfo

Job description

The Sales Trainer / GTM Enablement Specialist - Prospecting Acceleration Specialist is a high-impact, field-facing role focused on improving the productivity and performance of Zendesk's regional Sales Development teams.

This role is designed for a proven prospecting expert who can partner closely with regional SDR/BDR leaders to identify performance gaps, optimize outbound execution, and accelerate pipeline and bookings generation per rep.

Whether you are a high-performing Zendesk BDR ready to expand your impact, or a seasoned sales development professional who thrives on turning insight into measurable results, this role offers the opportunity to shape how prospecting excellence scales across the organization.

In this role, you will own the strategy and execution of programs that improve prospecting effectiveness - from onboarding and ongoing skill development to messaging optimization and field coaching. You will be expected to build trust with the field, use data and AI-enabled tools to identify opportunities, and drive measurable improvements in SDR/BDR productivity and output. This is a high-visibility role with direct accountability for helping teams produce stronger pipeline outcomes.

Success in this role will be measured by improvements in prospecting productivity, pipeline output, conversion rates, ramp effectiveness, and the scalable use of AI to improve individual and team performance.

What You'll Do

Drive Prospecting Productivity

• Partner with regional SDR/BDR leaders to identify opportunities to improve rep productivity, pipeline generation, and bookings per head.
• Translate field performance data into practical action plans that improve execution across teams.
• Use AI-enabled tools to surface insights faster, identify patterns in prospecting behavior, and enable faster, better decisions.
• Track and report on the impact of prospecting programs and coaching interventions.

Accelerate New Hire Ramp

• Deliver in-person and virtual onboarding programs that help new BDRs ramp quickly and perform with confidence.
• Ensure new hires are equipped with the messaging, tools, behaviors, and habits needed to achieve productivity targets early.
• Leverage AI tools to streamline onboarding content development, personalize learning support, and scale ramp resources across the organization.

Improve Outbound Execution

• Analyze prospecting data and collaborate with Sales Ops, Marketing, Enablement, and regional leaders to optimize cadences, messaging, talk tracks, and channel mix.
• Identify what is working across regions and scale those best practices to improve performance.
• Use AI to accelerate content iteration, improve analysis of sequence and message performance, and generate scalable prospecting resources.

Coach for Performance

• Work directly with SDR/BDR managers to diagnose skill gaps and coach reps on prospecting fundamentals, objection handling, qualification, and conversion.
• Reinforce high-impact behaviors through field coaching, call reviews, and tactical training.
• Use AI-powered tools to summarize call insights, identify coaching themes, and develop more efficient, targeted reinforcement.

Build Regional Alignment

• Serve as a trusted partner to regional leaders by understanding local performance trends, market conditions, and execution challenges.
• Adapt global programs to regional needs while maintaining consistency in core standards.
• Use AI-informed analysis to compare trends across regions and scale successful experiments more effectively.

Collaborate Cross-Functionally

• Work closely with Marketing, Enablement, Business Operations, and Product teams to ensure the SDR/BDR organization has the content, tools, and insights needed to improve results.
• Share voice-of-the-field feedback to influence programs, tooling, and messaging strategy.
• Help identify and pilot AI-enabled workflows that can improve efficiency and scale learning, coaching, and execution across the organization.

What You Bring

• 2 - 4+ years in Sales Development, preferably in a high-growth SaaS environment
• Experience as a high-performing BDR/SDR, ideally with demonstrated success in prospecting, pipeline creation, and conversion
• Familiarity with the realities of frontline sales development and the ability to coach from experience
• Motivated to train and enable others in sales development (experience is a plus but not mandatory)
• Deep understanding of outbound prospecting tactics and modern sales engagement tools such as Salesforce, Gong, Sales Nav, Outreach, Salesloft or ZoomInfo
• Strong analytical mindset with the ability to use data and AI-enabled tools to identify trends, diagnose issues, and measure impact
• AI fluency and curiosity; comfortable using AI-powered tools to improve personal productivity and to scale learning, coaching, and enablement resources for the broader team
• Excellent communication and facilitation skills, with the ability to influence both reps and leaders
• Strong cross-functional collaborator who thrives in a fast-m