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We are looking for a Senior Sales Enablement Lead to drive enterprise-grade sales excellence at Orca AI. In this hands-on role, you will own the end-to-end sales methodology, embedding MEDDPICC rigor and value-driven playbooks into our global field operations. We are seeking a strategic operator who can turn sales theory into winning behaviors, empowering our team to scale our impact across the maritime industry.
About Orca AI:
Shipping accounts for over 90% of global trade, yet the industry remains decades behind in digitization and automation. Operating safely and efficiently in congested ports and high-traffic sea lanes is becoming increasingly challenging.
Orca AI is transforming maritime operations through real-time AI and computer vision, delivering next-generation situational awareness and decision-making.
Our platform connects onboard crews with shoreside teams, improving navigational safety, reducing human error, and supporting decarbonization through performance optimization.
Founded in 2018, Orca AI is a fast-growing scale-up in an incredibly strong position. We recently raised $73M in a Series B round (May 2025) and have over 1,100 systems deployed to industry giants like MSC, Seaspan, and NYK. What sets us apart is our data - over 100 million nautical miles of proprietary data, making it the largest maritime AI dataset in the world.
As we scale rapidly, we are looking for passionate individuals to join us in defining the future of the maritime world.
Responsibilities:
As a Senior Sales Enablement Lead , your impact will be:
1. Own MEDDPICC implementation. Implement, enforce, and evolve MEDDPICC across the enterprise sales org. Translate methodology into practical deal qualification, inspection, and forecast discipline.
2. Build Enterprise-Grade Sales Playbooks.Create and maintain clear, opinionated playbooks covering discovery, value articulation, stakeholder mapping, exec alignment, POVs/POCs, and deal progression for large, complex deals.
3. Drive Value-Based Selling at Scale. Partner with Value, Product Marketing, and Sales Leadership to embed economic value, ROI thinking, and outcome-led messaging into every stage of the sales cycle.
4. Design and Run Onboarding, Certifications, Lifetime learning Programs. Build onboarding and ongoing training and certification programs (methodology, discovery, value, exec conversations).
5. Be Embedded in Real Enterprise Deals. Join live opportunities to coach reps, inspect MEDDPICC rigor, sharpen deal strategy, and accelerate high-stakes enterprise deals.
Responsibilities:
What do you need to succeed in this role?
Why Orca AI? Our Culture and Benefits:
Orca AI is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.
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