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, high-traffic sea lanes, and complex operating environments is becoming increasingly challenging.

Orca AI is transforming maritime operations through real-time AI and computer vision that deliver 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 smarter routing and performance optimization.

Trusted by leading global fleets including MSC, Seaspan, and NYK, Orca AI is scaling rapidly. As we expand across regions, clearly articulating and proving the business value we deliver is critical to winning and growing enterprise customers.

We’re looking for a Senior Sales Enablement Manager to build and scale enterprise-grade, value-driven sales execution. This role owns how enterprise deals are qualified, progressed, and won — by embedding MEDDPICC rigor, value selling, and repeatable playbooks into the field.

This is a hands-on, operator role, ideal for someone who has lived inside enterprise deals, partnered tightly with AEs and Sales Leadership, and knows how to turn methodology into behavior — not slides. What you will do:

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.