Director, Sales Enablement, EMEA

Available Locations: London or Lisbon

Job Title Director, Sales Enablement, EMEA

Role Summary Cloudflare is seeking a strategic and results-oriented Director of Sales Enablement to lead and execute the enablement strategy specifically for the EMEA region. This leader will be responsible for driving field readiness across the entire customer-facing revenue organization (Sales, Sales Management) to accelerate hyper-growth, improve sales productivity, and ensure consistent execution of our Go-To-Market (GTM) strategy within EMEA. You will lead a team of enablement professionals, acting as a trusted partner to EMEA Sales leadership, and translating regional business drivers into impactful, measurable enablement programs. This is a highly strategic, high-visibility role that requires strong business acumen and operational execution.

Role Responsibilities

Enablement Strategy & Execution

• Own and evolve the regional Sales Enablement strategy for the EMEA revenue organization (including Account Executives, Sales Managers, and Sales Development).
• Align enablement programs to EMEA GTM goals, regional business drivers, and global product priorities.
• Oversee onboarding, role-based learning paths, and continuous skills development programs tailored for the EMEA market context.
• Ensure consistent adoption and reinforcement of Value Based Selling methodology (e.g., MEDDPICC), pitch certification, and tools by the EMEA field team.

Stakeholder & Executive Partnership

• Act as the senior enablement partner to the EMEA Sales Leadership and management team, deeply understanding their business drivers and needs.
• Participate in strategic planning and regional QBRs to embed enablement into the business rhythms and proactively identify needs.
• Influence and collaborate cross-functionally with global Enablement, Product, Marketing, and Sales Operations leaders to ensure alignment on program strategies and resource allocation.
• Clearly articulate enablement's impact on key revenue metrics and operational goals (e.g., ramp time, attainment, deal cycle time).

Team Leadership & Organizational Design

• Manage and coach a regional team of Sales Enablement Managers and specialists, supporting their professional development.
• Foster a culture of high performance, collaboration, and execution excellence within the EMEA team.
• Demonstrate full ownership and accountability for team and program outcomes within the regional scope.
• Actively shape team culture through consistent behavior modeling; identify and address team challenges to build a high-performing unit.
• Actively model and reinforce the high degree of agility and adaptability required to navigate the frequent changes inherent in a hyper-growth GTM environment.

Metrics & Business Impact

• Define and monitor KPIs to measure program effectiveness and ROI within the EMEA region.
• Continuously improve programs based on readiness metrics, field feedback, and measurable business outcomes.
• Lead the team in disciplined execution of programs and consistently articulate and celebrate the measurable business value created by enablement initiatives.

Role Requirements (Must-Have Skills)

• Demonstrated success in designing, launching, and scaling high-volume sales programs (e.g., global SKOs, major product rollouts, sales plays) in a high-growth environment, demonstrating the ability to drive organizational change at scale.
• Proven experience leading, mentoring, and developing a regional or global enablement team.
• Deep expertise and demonstrable experience executing and enabling Value-Driven Selling methodologies (e.g., MEDDPICC, Challenger), moving beyond a purely transactional sales background.
• Strong executive presence and ability to align with senior Sales leadership; a trusted, consultative partner.
• Exceptional business acumen; able to proactively identify stakeholder needs and translate GTM strategy into actionable, measurable learning impact.
• Expertise in cross-functional partnering and communication across Sales, Marketing, and Product teams.
• Demonstrated ownership, accountability, and execution discipline in driving complex, high-impact initiatives.
• Proven experience scaling programs from regional concepts to global adoption using unified learning platforms.
• Demonstrable agility and resilience with a proven ability to lead teams and programs effectively through frequent organizational and GTM changes.

Nice-to-Have Skills

• Familiarity with the Cloudflare platform or experience in the Cloud/Security/Networking industry.
• Proficiency with modern LMS platforms, Sales Engagement tools (e.g., Outreach), and CRM (e.g., Salesforce).
• Experience in a scaling environment where you have designed processes from the ground up.