Sales Enablement Lead

We are Kocho

Kocho recognise that technology on its own does not deliver change and offers technology adoption services alongside excellent technical consulting to enable our clients to achieve their business goals on their journey to Become Greater.

Our head office is in the heart of London’s West End and provides a comfortable working environment with flexible collaboration spaces that encourage our people to Become Greater with the aim to Do What’s Right.

Kocho is an equal opportunities employer. We make recruitment decisions based on qualifications, skill set and experiences. We consider all suitable candidates regardless of their age, sex, gender reassignment, race, religious beliefs, or lack thereof, marital status, disability or sexual orientation or any other protected characteristic. This is mindset aligns with our company values as we understand that we are Better Together.

The role

The Sales Enablement Lead owns seller readiness across the full sales funnel — from Inside Sales and early engagement through to field sales execution, bids and deal closure.

The Sales Enablement Manager is responsible for equipping all sellers with the content, skills, knowledge and confidence required to consistently win. Operating within and working closely within the Marketing function, this role owns the development of sales enablement materials and delivery of sales training, onboarding, and ongoing capability reinforcement.  By aligning content, training and seller readiness to the firm’s go to market strategy, this role plays a direct part in accelerating ramp up, improving win rates and increasing lead and pipeline conversion quality.

The role bridges strategy and execution, translating proposition, messaging and market insight into practical, impactful sales readiness.

Sales Enablement

Core role and responsibilities

Sales Content & Enablement Materials

Accountable the development and continuous improvement of core sales enablement assets, including:

• Pitch decks, sales messaging and talk tracks
• Battlecards and objection-handling materials / competitive guidance

Work with the wider marketing team to ensure content is:

• Consistent with brand and proposition
• Aligned to target buyer personas, ICP and sales motions
• Easy for sellers to use in live selling situations
• Ensure sales content is clearly documented, accessible and adopted.

Sales Training & Capability Development

Develop and facilitate sales training programmes covering areas such as:

• Core propositions and storytelling
• Opportunity Origination, qualification and acceleration
• Competitive selling and objection handling

Deliver and / or facilitate training through a combination of live sessions,  workshops and practical exercises.

Drive ongoing reinforcement through:

- Training sessions

- Pitch battles

            - Role plays

            - Knowledge testing and certification (where appropriate)

- Sales focus / call out days

Accountabilities:

• Sales content & assets (decks, battlecards, talk tracks, objection handling)
• Sales training & onboarding (curriculum, certification, reinforcement)
• Pitch battles / role plays / knowledge testing and rubrics
• KPI reporting across adoption, pipeline generation and time‑to‑ramp

New Seller Onboarding

Co-own (with Sales Directors) the new seller onboarding experience, including:

• Structured onboarding plans
• Core training curriculum
• Enablement milestones for ramp-up

Performance measures

Target number of ISE meetings aligned to ICP

ISE Lead to Meeting Conversion: increase by 20–30% through improved qualification training and enablement.

Time‑to‑Ramp (new sellers): reduce baseline by 25% within 12 months

Number of Sales enablement sessions

Seller knowledge testing (improvements)

Asset Adoption: ≥85% usage of current core assets within 12 months.

Content Freshness SLA: ≥95% adherence.