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Sales Trainer EMEA/Sales Enablement Lead

Jobs at Align Technology | Align Technology Careers

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Location
EMEA-Spain-Field based
Workplace
Remote
Type
Full-time
Department
Sales
Seniority
Lead

Description

Sales Trainer EMEA/Sales Enablement Lead

Department: Sales

Employment Type: Full Time

Location: EMEA-Spain-Field based



Description

As a Sales Trainer, you will play a crucial role in enhancing the skills and performance of our sales teams. You will be responsible for developing and delivering comprehensive training programs that align with our strategic goals and drive excellence in sales processes.
Your primary focus will be on onboarding new hires, conducting skill assessments, and providing ongoing training to ensure continuous improvement and consistency across the EMEA organization.


Role expectations

The Regional Sales Enablement Lead is responsible for driving sales capability, performance, and enablement adoption across their region within EMEA.

This role goes beyond traditional training delivery and focuses on:
  • Translating business priorities into impactful enablement initiatives 
  • Capturing field insights and turning them into scalable content and scenarios 
  • Driving adoption of enablement tools such as Allego 
  • Ensuring that training, coaching, and content lead to measurable behavior change and sales impact 
The role operates as a critical link between the field and the central enablement team, ensuring that global strategies are effectively adapted to local market realities while maintaining consistency and quality across EMEA.

1. Regional Enablement & Field Insight 
  • Act as the primary enablement partner for the assigned region 
  • Maintain strong connection with: 
    • Sales teams 
    • Sales leaders 
    • Regional stakeholders 
  • Regularly engage with the field (customer interactions, co-travels, coaching) to: 
    • Identify capability gaps 
    • Capture real customer conversations, objections, and challenges 
  • Translate field insights into: 
    • Clear enablement needs 
    • Content briefs 
    • Scenario development inputs 
 2. Content Contribution & Scenario Development 
  • Actively contribute to the development of scalable enablement content by: 
    • Creating structured content briefs based on field needs 
    • Co-developing: 
      • Role-play scenarios 
      • Objection handling flows 
      • Sales conversation simulations 
  • Collaborate closely with the central content team to: 
    • Ensure realism and relevance 
    • Validate content before rollout 
  • Support the creation of short, impactful, field-ready content (e.g. videos, practice scenarios) 

3. Enablement Tool Adoption 

  • Drive adoption and effective usage of enablement platforms such as Allego 
  • Ensure sales teams: 
    • Engage with content 
    • Use tools in their day-to-day sales activities 
  • Act as a regional champion for digital enablement: 
    • Promote best practices 
    • Support onboarding 
    • Gather feedback for continuous improvement 
4. Training Design & Delivery 
  • Deliver high-impact training sessions EMEA level (virtual, in-person, blended) 
  • Focus on: 
    • Practical application 
    • Real customer situations 
    • Behavior change 
  • Adapt central content to regional needs while maintaining consistency 
5. Sales Methodology & Capability Building 
  • Act as a subject‑matter expert in sales methodologies, such as: 
    • Consultative selling
    • Value‑based selling
    • Opportunity qualification
    • Pipeline management
    • Objection handling and negotiation
  • Ensure consistent adoption of agreed sales methodologies across EMEA.

Reinforce structured selling behaviors through training, coaching, and field engagement.
  • Ensure methodologies are applied in real deals, not just trained 
6. Coaching & Leadership Development 
  • Coach sales teams to improve individual and collective performance.
  • Coach Area Sales Managers (ASMs) on: 
    • Coaching skills
    • Performance management
    • Leading through change
  • Support leaders in translating training into day‑to‑day execution and behavioral change.
  • Observe field activity (where relevant) and provide constructive, actionable feedback.
  • Reinforce training through ongoing coaching and follow-up (on field)
  • Support leaders in embedding new behaviors in daily routines 
7. Measurement & Continuous Improvement 
  • Define success metrics for training programs (adoption, behavior change, performance impact).
  • Gather and analyze feedback from participants and stakeholders.
  • Continuously refine training strategy to maximize business impact and ROI.
  • Track and influence: 
    • Content usage 
    • Adoption rates 
    • Behavior change 
  • Use data and field feedback to continuously refine enablement approach 


What we're looking for

  • ·Bachelor’s degree and/or equivalent experience required
  • ·3-5 years Industry experience in medical devices, capital equipment, dental, orthodontic, or other relevant B2B experience preferred
  • · Proven experience in sales training and development.
  • · Strong understanding of sales processes and methodologies.
  • · Excellent communication and presentation skills.
  • · Ability to analyze training needs and develop effective training programs.
  • · Experience with virtual and face-to-face training formats.
  • · Proficiency with Microsoft Office applications. Experience with a CRM system, Salesforce preferred.
  • · Comfort with assessing and providing feedback on areas of improvement
  • · Significant travel may be required
  • · May require infield co-travel to assess skills and capabilities
  • · Engage in virtual training and face-to-face training
  • · Extensive traveling by car may be required

Skills

SalesforceNegotiation