Team Lead Buyer Enablement (Sales Enablement)

UNIT4 NV; Lisboa; Hybrid; EUR 70,000 - 90,000; Full time

Job summary

UNIT4 in Lisbon seeks a Team Lead Buyer Enablement to shape the buyer journey across presales and post-sales. You will partner with Sales, Solution Consulting, Product and Marketing to embed enablement, standardize practices and accelerate adoption of AI and modern methodologies.

You will define strategic enablement initiatives, manage demo assets, videos, discovery tools by industry and persona, and roll out tools like Sales Copilot, Gong, and Consensus to improve discovery, demos and bids.

Responsibilities

• Defining and running strategic buyer enablement initiatives
• Championing the adoption of Buyer Enablement tooling and techniques through structured enablement
• Building and maintaining central repositories for demo assets, demo videos, situation slides, and discovery tools, organized by industry, persona, and process
• Driving the rollout and training of Buyer Enablement tools such as Sales Copilot, Gong, Responsive and Consensus to enhance discovery, demoing and bid management
• Leading change initiatives that foster a culture of experimentation, feedback, and continuous improvement
• Supporting regional heads in aligning SC processes and embedding Buyer Enablement initiatives
• Tracking KPIs across the GTM function, including enablement impact, tool adoption and adoption of new buyer enablement practices
• Providing regular updates to the VP and leadership team on operational performance and improvement areas

Job description

Part of this journey is to future proof the Solution Consulting team and embed the new buyer journey in all our engagements with our buyers. 83% of buyer engagement nowadays is without the vendor being in the room and the buyer getting ready for a buying decision by exploring open internet sources, demo videos and checking software evaluation platforms.

New solution capabilities and features Unit4 is releasing must come with standard demo stories and scripts for live demos and with digital demo video content for our buyers. For both product capabilities and service offerings to onboard customers. The Solution Consulting community needs to work with you on creating this content and they must be enabled on any assets created for them to showcase in engagement with our buyers.

You will create the systems, practices and enablement that make our Account Executives and Solution Consultants more efficient and effective during the full customer life cycle from presales to post sales. You’ll be the liaison between Sales, Solution Consulting, Bid management, Product, Marketing and Customer Success to embed Buyer Enablement and drive adoption on tooling and practices to be used.

As Team Lead Buyer Enablement, you will be responsible for optimizing our buyer journey driving efficiency, standardizing best practices, and accelerating adoption of AI and modern methodologies. This role is pivotal in enabling our Account Executives and Solution Consultants to deliver high-impact value selling engagements, leveraging frameworks like Great Demo!, and ensuring scalable, repeatable success across regions.

You are responsible for

• Defining and running strategic buyer enablement initiatives

• Championing the adoption of Buyer Enablement tooling and techniques through structured enablement.
• Building and maintaining central repositories for demo assets, demo videos, situation slides, and discovery tools, organized by industry, persona, and process.

• Driving the rollout and training of Buyer Enablement tools such as Sales Copilot, Gong, Responsive and Consensus to enhance discovery, demoing and bid management.

• Leading change initiatives that foster a culture of experimentation, feedback, and continuous improvement.

• Supporting regional heads in aligning SC processes and embedding Buyer Enablement initiatives
• Tracking KPIs across the Got to Market (GTM) function, including enablement impact, tool adoption and adoption of new buyer enablement practices
• Providing regular updates to the VP and leadership team on operational performance and improvement areas.