Sales Trainer EMEA/Sales Enablement Lead

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

About Align Technology

Your growth and well-being:

At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:* Health and well-being programs to keep you thriving in both body and mind.

• Employee-exclusive discounts on Invisalign products.
• Learning opportunities through online learning resources and support for your individual development plans.
• Inclusive, global workplace that fosters collaboration, recognition and belonging.

Country and/or role specific details will be shared with you by your recruiter during the interview process.

Discover Align:

We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.

Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.

We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.

At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. We live our company values by promoting healthy people and healthy communities, all with the intent of changing millions of lives, one unique smile at a time.

As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.

Eager to learn how we embrace our global differences and nurture employee well-being?

Explore Align's culture here!

Want to discover more about exocad and Cubicure? Click on their names for additional information.

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Equal Opportunity Statement:

Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.