Scale’s EMEA GTM team is scaling rapidly across complex, high-stakes government markets. Our commercial motion spans country leads, account executives, strategists, solutions engineering, engagement management, partnerships, delivery, finance, legal, and product - all operating in fast-moving, region-specific environments.
We are hiring a Sales Enablement Lead to build the enablement engine for EMEA GTM. This role will report to the Head of Commercial Strategy and Operations and will be responsible for ensuring every seller, strategist, and field partner has the knowledge, materials, onboarding, operating rhythms, and deal support needed to execute with speed and quality.
This is a hands-on builder role. You will create the infrastructure that helps the team ramp faster, sell more consistently, reuse what works, and translate a complex AI product and public-sector GTM motion into practical field execution.
What You’ll DoBuild and own EMEA GTM onboarding- Design and run a structured onboarding programme for new EMEA GTM hires across sales, strategy, solutions, and adjacent commercial roles.
- Create role-specific ramp plans, learning paths, certification moments, manager check-ins, and practical field exercises.
- Partner with Commercial Operations, People, Recruiting, and GTM and EPD leadership to ensure new hires understand Scale’s products, market context, customers, sales process, operating model, and expectations.
- Build and maintain a centralised source of truth for EMEA GTM materials, including pitch decks, account planning templates, customer FAQs, qualification guides, use-case libraries, demos, proposal examples, talk tracks, win/loss learnings, and market-specific collateral.
- Keep materials current, easy to find, and clearly organised by market, role, product area, customer segment, and sales stage.
- Partner with central Sales Enablement, Product Marketing, Solutions Engineering, Legal, Finance, Delivery, and Product to adapt global content into practical EMEA field-ready assets.
- Establish governance so the GTM library remains useful rather than becoming stale or duplicative.
- Build a recurring enablement cadence for the EMEA GTM team: product updates, deal deconstructions, customer stories, market briefings, process changes, and skills training.
- Identify capability gaps across the team and translate them into focused enablement programmes.
- Develop practical training on topics such as discovery, qualification, proposal writing, technical scoping, public-sector procurement, stakeholder mapping, commercial structures, forecasting, and handoffs to delivery.
- Use live deals and recent wins/losses to make enablement concrete and relevant.
- Partner with the Head of Commercial Operations and Strategy to identify repeatable needs across active deals and turn them into reusable tools, templates, and playbooks.
- Help standardise the artefacts needed to move deals forward, including M1/M2 prep, account plans, stakeholder maps, proposal outlines, business cases, customer-facing FAQs, and executive briefings.
- Create materials that help sellers communicate Scale’s AI capabilities clearly to both technical and non-technical government stakeholders.
- Capture learnings from strategic deals and ensure they are fed back into enablement materials and operating cadences.
- Experience in sales enablement, GTM operations, revenue operations, sales strategy, programme management, consulting, or a related commercial role.
- Strong understanding of B2B or enterprise sales motions; experience in public sector, government, regulated industries, AI, data, SaaS, or technical products is a plus.
- Excellent written communication skills, with the ability to turn ambiguous, complex information into crisp, practical field materials.
- Strong programme management instincts: you can run multiple workstreams, drive alignment across stakeholders, and keep momentum without needing heavy direction.
- High commercial judgement and curiosity: you can understand what sellers need, what customers care about, and where enablement can materially improve execution.
- Ability to influence cross-functionally across Sales, Strategy, Solutions Engineering, Product, Marketing, Legal, Finance, Delivery, and People.
- Builder mindset: you are comfortable creating structure from scratch, iterating quickly, and improving systems as the business evolves.
- Strong attention to quality and detail, balanced with a bias toward speed and practical execution.
PLEASE NOTE: Our policy requires a 90-day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants.
About Us:
At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. We are expanding our team to accelerate the development of AI applications.
We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.
We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at [email protected]. Please see the United States Department of Labor's Know Your Rights poster for additional information.
We comply with the United States Department of Labor's Pay Transparency provision.
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Skills Required
- Experience in sales enablement, GTM operations, revenue operations, sales strategy, programme management, consulting, or a related commercial role
- Strong understanding of B2B or enterprise sales motions
- Experience in public sector, government, regulated industries, AI, data, SaaS, or technical products
- Excellent written communication skills and ability to turn ambiguous, complex information into practical field materials
- Strong programme management instincts; able to run multiple workstreams and drive alignment across stakeholders
- High commercial judgement and curiosity to identify seller and customer needs
- Ability to influence cross-functionally across Sales, Strategy, Solutions Engineering, Product, Marketing, Legal, Finance, Delivery, and People
- Builder mindset; comfortable creating structure from scratch and iterating quickly
- Strong attention to quality and detail balanced with a bias toward speed and practical execution
Scale AI Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Scale AI and has not been reviewed or approved by Scale AI.
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Healthcare Strength — Company materials and third‑party pages describe comprehensive medical, dental, and vision coverage along with mental‑health services and an EAP. Health insurance is portrayed as strong, with options like HSA/FSA and indications of high premium coverage.
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Leave & Time Off Breadth — Descriptions highlight generous PTO, paid holidays and sick time, bereavement, volunteer time, and role‑dependent flexibility or remote options. This breadth is positioned as part of a supportive time‑off approach, with specifics varying by location.
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Equity Value & Accessibility — Full‑time offers commonly include equity and an ESPP, which can meaningfully lift total compensation, especially in engineering and senior roles. Job postings and compensation snapshots consistently reference base‑plus‑equity packages aligned with competitive AI market pay.
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What We Do
Scale accelerates the development of AI applications by helping machine learning teams generate high-quality ground truth data. Our advanced LiDAR, image, video and NLP annotation APIs allow machine learning teams at companies like OpenAI, Lyft, Pinterest, and Airbnb focus on building differentiated models vs. labeling data.
