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The Global Director of Sales Enablement is responsible for defining and deploying a globally consistent, regionally impactful sales enablement strategy that drives disciplined execution of the company’s commercial model.
Supporting the Global Commercial Strategy & Excellence team, this role leads the development and rollout of sales training, standardized sales processes, and product‑related enablement, while building the capabilities of both sales professionals and sales managers. The role ensures excellence in sales funnel management, territory planning, opportunity management, strategic account management, and quarterly business reviews, and partners closely with Product and Marketing to ensure successful new and existing product commercialization.
Develop and own the global sales enablement strategy, aligned with enterprise commercial priorities
Translate commercial strategy into clear expectations, tools, and training for field execution
Ensure global consistency by translating commercial strategy into clear expectations, tools, and training for field execution.
Act as a strategic partner to senior commercial leadership on improving sales effectiveness
Lead global adoption and reinforcement of formal sales methodologies, including:
Miller Heiman
SPIN Selling
Challenger Selling
Embed methodologies into sales processes, CRM workflows, opportunity reviews, and coaching models
Design and deploy structured training in core selling skills, including:
Objection handling
Discovery and qualification
Value‑based selling
Negotiation and closing
Competitive differentiation
Establish and support standardized global approaches for:
Sales funnel and pipeline management
Opportunity management and deal strategy
Territory planning and coverage models
Quarterly Business Reviews (QBRs)
Key Strategic Account Management
Partner with Sales Operations to ensure processes are clearly defined, embedded, and consistently executed
Enable data‑driven decision‑making and predictable revenue performance
Design and deliver global sales manager enablement programs focused on:
Coaching and performance management
Funnel, pipeline, and forecast inspection
Opportunity and account strategy reviews
Effective QBR preparation and facilitation
Driving adoption of sales methodologies and tools
Equip frontline and second‑line leaders to serve as primary coaches and enablers of execution excellence
Develop manager playbooks, training curricula, and coaching frameworks
Partner closely with Global Segment Product Management and Marketing to support new product introductions and lifecycle management
Ensure sales readiness for new and existing products by delivering:
Clear and differentiated value propositions
Consistent marketing claims and positioning
Compelling value driven sales messaging aligned to buyer needs
Collaborate on the development and deployment of:
Sales collateral and tools
Competitive differentiation guides
Product training and launch enablement assets
Ensure field teams are fully equipped to articulate value, position differentiation, and drive adoption across markets
Identify sales capability gaps through:
Performance and funnel data analysis
Win/loss and deal reviews
Feedback from regional sales leadership
Prioritize and implement enablement initiatives to close gaps (e.g., objection handling, account strategy, competitive positioning)
Continuously evolve enablement programs based on outcomes and market dynamics
Partner with regional commercial leaders to drive adoption and effectiveness of enablement initiatives
Collaborate with Sales Operations, Marketing, Product Management, HR/Learning, Customer Engagement and Digital teams
Serve as a trusted advisor to global and regional stakeholders
Define and track metrics to evaluate enablement effectiveness, including:
Adoption and proficiency
Funnel quality and conversion rates
Deal velocity and win rates
Sales manager coaching effectiveness
Ensure enablement initiatives deliver measurable commercial impact
Bachelor’s degree required; MBA or equivalent preferred
10+ years of experience in sales, sales enablement, commercial excellence, or sales leadership
Experience tailoring content and deploying for diverse markets (APAC, EMEA, LATAM and NA)
Strong expertise in sales process design and sales manager enablement
Experience supporting product launches and value‑based commercialization
Strong understanding and proficiency with CRM platforms, Learning Management Systems (LMS) and training platforms, and Sales Enablement tools.
Experience in a complex, matrixed global organization
Strong executive communication and facilitation skills
Demonstrated change‑management capability
Proficiency in using metrics and analytics to demonstrate ROI and impact
Experience with Miller Heiman, SPIN and Challenger Selling
Passion for developing world‑class sales teams and leaders
Waters Corporation (NYSE:WAT) is a global leader in life sciences and diagnostics, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, our innovative portfolio harnesses deep scientific expertise across chemistry, physics, and biology. We collaborate with customers around the world to advance the release of effective, high-quality medicines, ensure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combating antibiotic resistance. Through a shared culture of relentless innovation, our passionate team of ~16,000 colleagues turn scientific challenges into breakthroughs that improve lives worldwide.
Diversity and inclusion are fundamental to our core values at Waters Corporation. It benefits our employees, our products, our customers and our community. Waters complies with all applicable federal, state, and local laws. Qualified applicants are considered without regard to sex, race, color, ancestry, national origin, citizenship status, religion, age, marital status (including civil unions), military service, veteran status, pregnancy (including childbirth and related medical conditions), genetic information, sexual orientation, gender identity, legally recognized disability, domestic violence victim status, or any other characteristic protected by law. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. All hiring decisions are based solely on qualifications, merit, and business needs at the time.
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Waters Corporation is an American analytical instruments and software company specializing in liquid chromatography, mass spectrometry, and thermal analysis. It serves the pharmaceutical, biotechnology, life sciences, food, environmental, and industrial markets worldwide.
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