The Head of Market Enablement is responsible for driving market growth by aligning sales, marketing, client engagement, and business development activities across the organisation. This role ensures that the sales and marketing teams are equipped with the strategies, insights, tools, content, and processes needed to effectively engage target markets, generate demand, and convert opportunities into sustainable revenue growth.
Acting as the bridge between sales, marketing, product/service teams, and wider business stakeholders, the role plays a critical part in enhancing market positioning, improving commercial effectiveness, and supporting the delivery of strategic growth objectives.
Key Responsibilities
Strategic Leadership
- Develop and implement a comprehensive market enablement strategy aligned to organisational growth objectives.
- Translate business strategy into actionable sales and marketing plans that drive market penetration and revenue growth.
- Identify emerging market trends, competitive threats, and growth opportunities to inform strategic decision-making.
- Lead initiatives that strengthen the organisation's market presence and value proposition.
Sales Enablement
- Ensure sales teams have access to the tools, content, training, and insights required to engage effectively with prospects and clients.
- Develop and maintain sales enablement frameworks, methodologies, and best practice standards.
- Partner with sales leadership to improve sales effectiveness, pipeline conversion, and client acquisition outcomes.
- Drive consistency in sales messaging, client engagement approaches, and value proposition articulation.
Marketing Enablement
- Lead the development of targeted marketing initiatives that generate qualified demand and support revenue objectives.
- Ensure alignment between marketing campaigns, business development priorities, and sales activities.
- Oversee go-to-market strategies for new services, solutions, and market opportunities.
- Champion data-driven marketing approaches to maximise return on investment and campaign effectiveness.
Market Intelligence and Insights
- Establish robust market intelligence capabilities to provide actionable insights on clients, competitors, industries, and emerging trends.
- Analyse performance data to identify opportunities for growth, optimisation, and market expansion.
- Use market and customer intelligence to refine targeting strategies and improve commercial performance.
Stakeholder Management
- Build strong relationships with senior leaders, sales teams, marketing teams, and business unit stakeholders.
- Collaborate across the organisation to ensure a consistent market approach and customer experience.
- Influence decision-making and secure stakeholder engagement for strategic enablement initiatives.
Performance and Continuous Improvement
- Define and track key performance indicators to measure enablement effectiveness and business impact.
- Drive continuous improvement in sales and marketing processes, tools, and capability development.
- Evaluate technology, systems, and platforms that enhance commercial performance and market engagement.
Leadership and Team Development
- Lead, develop, and inspire a high-performing market enablement team.
- Foster a culture of collaboration, innovation, accountability, and customer focus.
- Coach and mentor team members to build capability and support succession planning.
Skills, Experience & Qualifications
Essential
- Significant experience in sales enablement, marketing enablement, revenue operations, commercial leadership, or business development leadership roles.
- Proven track record of driving business growth through integrated sales and marketing strategies.
- Strong understanding of B2B sales processes, marketing effectiveness, and customer engagement.
- Experience leading cross-functional initiatives and influencing senior stakeholders.
- Strong analytical and commercial decision-making capability.
- Experience of leading and developing high-performing teams.
- Excellent communication, presentation, and stakeholder management skills.
Desirable
- Experience within professional services, consulting, technology, or business-to-business environments.
- Knowledge of CRM, marketing automation, and sales enablement platforms.
- Relevant professional qualifications in marketing, business, commercial management, or related disciplines.
Professional Qualifications and Education
- Tertiary qualification preferred.
Key Competencies
- Strategic Leadership
- Commercial Acumen
- Client Focus
- Influencing and Negotiation
- Results Orientation
- Leadership and Talent Development
- Collaboration and Partnership Building
- Decision Making
- Change Leadership
- Communication and Presentation Skill