Description As a Sales Trainer, you will play a crucial role in enhancing the skills and performance of our sales teams. You will be responsible for developing and delivering comprehensive training programs that align with our strategic goals and drive excellence in sales processes.

Department:

Sales

Location:

EMEA-Spain-Field based

Role expectations The Regional Sales Enablement Lead is responsible for driving sales capability, performance, and enablement adoption across their region within EMEA.

Translating business priorities into impactful enablement initiatives

Capturing field insights and turning them into scalable content and scenarios

Driving adoption of enablement tools such as Allego

Ensuring that training, coaching, and content lead to measurable behavior change and sales impact

The role operates as a critical link between the field and the central enablement team, ensuring that general strategies are effectively adapted to local market realities while maintaining consistency and quality across EMEA.

Content Contribution & Scenario Development Training Design & Delivery Sales Methodology & Capability Building

Regional Enablement & Field Insight

Act as the primary enablement partner for the assigned region

Maintain strong connection with:

Sales teams

Sales leaders

Regional stakeholders

Regularly engage with the field (customer interactions, co-travels, coaching) to:

Identify capability gaps

Capture real customer conversations, objections, and challenges

Translate field insights into:

Clear enablement needs

Content briefs

Scenario development inputs

Actively contribute to the development of scalable enablement content by:

Creating structured content briefs based on field needs

Co-developing:

Role-play scenarios

Objection handling flows

Sales conversation simulations

Collaborate closely with the central content team to:

Ensure realism and relevance

Validate content before rollout

Support the creation of short, impactful,



field-ready content (e.g. videos, practice scenarios)

Enablement Tool Adoption

Drive adoption and effective usage of enablement platforms such as Allego

Ensure sales teams:

Engage with content

Use tools in their day-to-day sales activities

Act as a regional champion for digital enablement:

Promote best practices

Support onboarding

Gather feedback for continuous improvement

Deliver high-impact training sessions EMEA level (virtual, in-person, blended)

Focus on:

Practical application

Real customer situations

Behavior change

Adapt central content to regional needs while maintaining consistency

Act as a subject-matter expert in sales methodologies, such as:

Consultative selling

Value-based selling

Opportunity qualification

Pipeline management

Objection handling and negotiation

Ensure consistent adoption of agreed sales methodologies across EMEA.

Reinforce structured selling behaviors through training, coaching, and field engagement.

Ensure methodologies are applied in real deals, not just trained

Coaching & Leadership Development

Coach sales teams to improve individual and collective performance.

Coach Area Sales Managers (ASMs) on:

Coaching skills

Performance management

Leading through change

Support leaders in translating training into day-to-day execution and behavioral change.

Observe field activity (where relevant) and provide constructive, actionable feedback.

Reinforce training through ongoing coaching and follow-up (on field)

Support leaders in embedding new behaviors in daily routines

Measurement & Continuous Improvement





Define success metrics for training programs (adoption, behavior change, performance impact).

Gather and analyze feedback from participants and stakeholders.

Continuously refine training strategy to maximize business impact and ROI.

Track and influence:

Content usage

Adoption rates

Behavior change

Use data and field feedback to continuously refine enablement approach

What We're Looking For

Bachelor’s degree and/or equivalent experience required

3-5 years Industry experience in medical devices, capital equipment, dental, orthodontic, or other relevant B2B experience preferred

Proven experience in sales training and development.

Strong understanding of sales processes and methodologies.

Excellent communication and presentation skills.

Ability to analyze training needs and develop effective training programs.

Experience with virtual and face-to-face training formats.

Proficiency with Microsoft Office applications. Experience with a CRM system, Salesforce preferred.

Comfort with assessing and providing feedback on areas of improvement

Significant travel may be required

May require infield co-travel to assess skills and capabilities

Engage in virtual training and face-to-face training

Extensive traveling by car may be required

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Equal Opportunity Statement Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.

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📌 Sales Trainer EMEA/Sales Enablement Lead (Madrid)
🏢 Align Technology
📍 Madrid