Senior Manager, Field Enablement — EMEA
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Job description
About the Position
Senior Manager, Field Enablement - EMEA
Location: London, UK
Department: Sales
The Role
As Senior Manager, Field Enablement - EMEA, you will own enablement for Navan’s Commercial, Mid-Market, and Enterprise sales teams and facilitate the in-person EMEA sales onboarding bootcamp in London twice per quarter. You will partner with sales leaders and frontline managers to turn business priorities and field insights into practical programs, playbooks, coaching, and improvements to sales execution.
This hands-on, data-driven role combines strategy, facilitation, field observation, and program delivery. You will tailor support to each segment while establishing consistent standards across EMEA. Success means faster seller readiness, strong program adoption, and measurable improvement in sales performance.
Responsibilities
- Field enablement strategy: Own the EMEA enablement roadmap across Commercial, Mid-Market, and Enterprise, balancing shared regional priorities with the needs of each sales motion.
- Onboarding bootcamp: Facilitate the in-person London bootcamp twice per quarter-eight sessions annually-covering Navan’s value proposition, products, tools, sales process, methodology, messaging, discovery, qualification, competitive positioning, and core selling skills.
- Ramp and readiness: Partner with leaders and subject-matter experts to deliver role-play, practice, coaching, knowledge checks, and certification; connect bootcamp learning to segment-specific ramp plans and manager coaching.
- Playbooks and methodology: Build and evolve practical, segment-relevant playbooks spanning prospecting, discovery, qualification, champion development, multithreading, executive engagement, business cases, negotiation, closing, and expansion. Reinforce MEDDPICC where appropriate.
- Field and deal enablement: Spend approximately 25–30% of your time with sales teams and customers across EMEA. Observe calls and meetings, coach priority opportunities, and turn lessons from the field into scalable improvements.
- Sales excellence programs: Lead recurring learning and targeted execution sprints on high-impact topics such as pipeline generation, discovery, executive selling, account planning, competitive positioning, and negotiation.
- Insights and partnerships: Combine field observations, call reviews, CRM and pipeline data, win/loss analysis, and stakeholder feedback to identify performance gaps. Partner across Sales, Revenue Operations, Product Marketing, Marketing, Customer Success, Solutions Consulting, Product, and People teams to address them.
- Measurement: Track onboarding and enablement outcomes, including certification, time to productivity, adoption, pipeline generation, deal quality, stage conversion, win rate, and sales-cycle performance. Use results to continuously improve programs.
Requirements
- Experience: 7+ years of experience in field or revenue enablement, sales onboarding, sales excellence, sales strategy, or revenue operations within a high-growth B2B organization.
- Skills:
- Experience supporting multiple sales segments, ideally Commercial, Mid-Market, and Enterprise, with an understanding of how their motions and enablement needs differ.
- A track record of building enablement programs that improve seller readiness, execution, and business performance.
- Strong in-person facilitation, presentation, coaching, and written communication skills.
- Practical knowledge of complex B2B selling and qualification methodologies such as MEDDPICC.
- Strong data literacy and the ability to translate performance insights into focused interventions.
- The ability to influence senior leaders, manage cross-functional programs, and move between strategy and hands-on delivery.
- Experience with enablement, CRM, sales-engagement, and conversation-intelligence tools, plus willingness to travel across EMEA and facilitate the London bootcamp twice per quarter.
We Offer
- Competitive salary
- Comprehensive benefits program designed to support your well-being, financial security, and life outside of work
- Retirement savings programs and opportunities to participate in our equity plans
- Flexible time off, country-specific holidays, and paid parental leave for all new parents
- Connectivity and commuting support
- Mental health resources
- Exclusive travel-related perks
About the Company
Navan (Nasdaq: NAVN) is the global AI-powered business travel and expense platform that makes travel easy for frequent travelers. From finding flights and hotels, to automating expense reconciliation, with 24/7 support along the way, Navan delivers an intuitive experience travelers love and finance teams rely on. See how Navan customers benefit and learn more at navan.com.
Culture of Excellence
Our team is our competitive edge - a high-performance group of smart, driven people committed to winning together. This dedication to excellence is why we’ve been recognized as a Best Place to Work by Built In (2023–2026), a G2 Best Global Software Company (2025–2026), Forbes Cloud 100 (2022–2025), and CNBC Disruptor 50 (2022–2025). At Navan, we provide an environment where top talent excels, offering the autonomy and fast-paced trajectory needed to build a defining career and do the best work of your life.
Equal Opportunity
Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.
Accommodations
Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law.
If you need any assistance or accommodations due to a disability, you are welcome to email us at [email protected].
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