Head of Revenue Enablement
Marcura
Head of Revenue Enablement
Marcura
Maritime payments and compliance software platform
Marcura · London, United Kingdom (Hybrid) · Full-time · Posted 2026-10-08
Workplace: hybrid
Department: Sales Development
About Marcura:
Marcura is a global leader in maritime technology and operations, supporting nearly one‑third of the world’s seaborne commodity trade. Our trusted platforms which span software, data intelligence and payments sit at the centre of digital transformation across the maritime industry. We are now seeking a Head of Revenue Enablement to join our high‑impact team and contribute to the success of one of the sector’s most forward‑looking organisations.
Purpose of the role:
The Head of Revenue Enablement helps every seller and account manager at Marcura sell more of the portfolio, more consistently. Marcura sells software and payments to the maritime industry through a family of brands including DA-Desk, ShipServ, MarTrust, PortLog, VesselMan and Marcura Claims.
The role has two halves. The first is the groundwork: building one Marcura way of selling on Sandler, ProActive Selling and JOLT, making it stick through the sales managers, and helping the existing team win more often and across more products. The second is the build: turning that method into something the call-capture and AI tools can recognise and learn from, so that admin becomes a by-product of selling and what the team learns from wins and losses feeds straight back into coaching.
The role works directly with the EVP, Commercial Operations & Growth, and in partnership with four teams. Product marketing owns content and messaging, and this role sets what the field needs and tests it with sellers. RevOps owns tool configuration and data, and this role designs what is captured and coached. Customer Success leaders own CS enablement, and this role shares playbooks with them and agrees the cross-sell handover. Sales managers own their pipelines, and this role equips them to coach to the method.
Job Responsibilities
In priority order. Each states what is done, why, and the key result.
1. Roll out Sandler, ProActive Selling and JOLT as one Marcura way of selling, so every team sells, coaches and forecasts the same way, with the method taught and coached in every sales team.
2. Equip sales managers to coach to the method in deal reviews and 1:1s, because a method sticks through managers or not at all, so that managers run reviews to a shared standard.
3. Define the pipeline stage exit criteria for the new method with RevOps, so the process, the CRM and the capture tools all use the same definitions, with the criteria live in the CRM and used in every deal review.
4. Run a development programme for the current sellers and account managers, including cross-training across products and into account management, so growth comes from the team Marcura already has, measured by how many of the team close deals each quarter and in how many products.
5. Define what good looks like at each stage of a seller's development, with sales leadership and HR, so every seller knows what is expected and how to grow, giving a published competency standard used in every 1:1 and review.
6. Design the content of capture templates, coaching scorecards and agent workflows, such as win/loss, objection and question analysis, so the selling produces the data and the data improves the selling, delivered as a monthly readout that changes what managers coach.
7. Run the release path for new products, from product to product marketing to enablement to the first deals, then packaged for the field, so new products reach the whole sales team quickly, with each launch certified and sold by sellers beyond the launch team.
8. Prioritise and run the enablement programme, playbooks and certifications, building on the programme design already in place, so sellers learn from one trusted source, with owners named for every asset, priority modules live and certification running.
9. Help sellers get the best out of Salesforce, Gainsight and the call-capture tools, so the tools pay back without adding admin, with higher adoption and complete records.
10. Agree one primary success measure with the EVP and report on it monthly, so enablement shows what it changed, with a baseline, a target and a monthly view.
Key Success Factors
Every sales manager coaching to the one Marcura method within the first year
More of the existing team closing deals each quarter, and in more than one product
The new stage exit criteria and win/loss capture in use across all sales teams
At least one new product taken through the release path to repeatable sales
A monthly win/loss and objection readout that sales leaders act on
Product marketing, RevOps and Customer Success working to one shared enablement plan
Qualifications and Education
Minimum: educated to degree level, or equivalent professional experience
Desired: certification in Sandler or ProActive Selling
Good to have: formal training in coaching, instructional design or change management
Work Experience
Minimum: 8 years in B2B, including a carried quota in complex, multi-product software, payments, logistics or vertical SaaS
Minimum: 3 years leading sales enablement, sales effectiveness or sales training
Minimum: proven record of rolling out a sales method across more than one region and making it stick through sales managers
Minimum: proven record of using conversation intelligence, prompt or template design, or agent workflows to change what sellers do, with measurable results
Desired: maritime or shipping industry experience
Desired: experience building an enablement function from the start
Good to have: experience in a multi-brand group; experience running a sales kick-off
Skills and Knowledge
Hard skills
Practitioner of Sandler or ProActive Selling; working knowledge of JOLT
Designs sales stages, exit criteria and meeting types that a CRM and capture tools can track
Writes capture templates, coaching scorecards and prompts for AI note-taking and agent tools
Analyses deal data to test a hypothesis, using Salesforce reports, Excel or BI tools
Builds learning journeys, certifications and assessments
Soft skills
Coaches the coaches: equips sales managers to run deal reviews and 1:1s to one method
Influences without authority across product marketing, RevOps and Customer Success
Clear, plain communicator in writing and in the room, in English
Leads change by piloting, proving the result, then scaling
Curious about where sales tooling is heading, and practical about what works now
What You’ll Gain
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Marcura digitizes and streamlines payments, compliance and data workflows for the maritime industry through a suite of software products. Its key tools include DA-Desk, a disbursement accounts system with an integrated payments engine and built-in compliance, MarTrust, a marine-specific payments platform for crew, masters and suppliers, and PortLog for port logistics data. The platforms centralize financial transactions, regulatory checks and operational data to create standardized, transparent processes across ships, crews and ports. The goal is to raise standards in shipping by driving digitisation, transparency and efficiency, delivering value to hundreds of customers and supporting the global maritime ecosystem.
Explore more opportunities at Marcura