The Enablement Business Partner Team

The Enablement Business Partner (EBP) team at Okta bridges global enablement strategies with field execution. They act as trusted advisors to sales leaders, tailoring programs to regional and segment-specific needs. Focused on collaboration, alignment, and measurable impact, EBPs drive knowledge retention, skill development, and performance improvement to empower Okta’s teams.

The Enablement Business Partner EMEA opening

Reporting to the Senior Manager of Enablement Business Partners-EMEA, the EMEA Enablement Business Partner (EBP) at Okta for the downmarket segment serves as a strategic advisor, aligning global enablement initiatives with regional sales objectives. This role involves tailoring training programs to address the specific needs of the downmarket segment, ensuring sales teams are equipped with the necessary knowledge and skills. Key responsibilities include collaborating with sales leaders to identify enablement requirements, developing and delivering targeted training sessions, and measuring the effectiveness of these programs to drive continuous improvement. The EBP also acts as a liaison between various departments, fostering communication and alignment to support Okta's growth in the EMEA downmarket sector.

*This role requires in-person onboarding at our office in Dublin and regular working hours spent at the office. 

What you’ll be doing 

• Voice of the Field (VoF): EBPs play a pivotal role in representing the field's perspective, gathering insights through close collaboration with key stakeholders, including all levels of leadership from SVP to FLM along with the extended selling team (sales ops, XDR, Marketing, etc). This feedback is regularly channeled back not only to the Global Enablement Team (GET) but also to the other field supporting functions (PMM, Marketing, Sales Ops, etc). This is done via a formal process, informing program relevance, local challenges, and specific enablement needs to ensure alignment with global goals.
• Strategic Alignment with the Field: EBPs build strong, trust-based relationships with sales leaders, managers, and ICs, aligning enablement initiatives with business objectives. This component of the EBP role is focused on bringing information and providing insights to the field partners (while Voice of the Field focused on bringing information and providing insights to GET from the field).
• Program Activation & Execution: EBPs are accountable for activating both global and local enablement initiatives within their regions, including pre-launch, launch, and post-launch activities. They work closely with program owners to build engagement and adoption strategies, maintaining responsibility for seamless execution, field engagement, facilitation, and tracking of success metrics. EBPs drive continuous feedback loops to optimize program outcomes and ensure alignment with field objectives.
• Global Enablement Plan Development: EBPs actively participate in the creation of the quarterly Global Enablement Plan by defining regional and segment-specific needs. They are responsible for thoroughly communicating field-driven requests, challenges, and potential barriers to enablement adoption, contributing actionable insights to shape and prioritize GET’s global initiatives.
• Program Proposals & Content Development: EBPs submit Program Briefs to GET for approval and consideration as potential global programs. Upon approval, the EBP provides the content team with a detailed framework to guide content creation, ensuring it meets regional and segment-specific requirements and resonates with the intended audience.
• Sales and Business Acumen: EBPs are expected to maintain deep knowledge of products, use cases, MEDDPICCC, deal progression, and Customer Engagement Models (CEM). EBPs are also deeply embedded in the businesses of the segments they support. They have a robust understanding of their segment’s strategic goals, market dynamics, and financial levers. 

What you’ll bring to the role & what we’re looking for

• 3–5 years of experience in sales enablement, revenue enablement, or a related field, ideally within the tech or SaaS industry.
• Proven track record of developing and delivering enablement programs tailored to downmarket or SMB sales teams.
• Deep understanding of downmarket/SMB sales processes, challenges, and buyer personas.
• Familiarity with MEDDPICC
• Experience working within EMEA markets, with a clear understanding of regional nuances and cultural diversity.
• Demonstrated success in collaborating with geographically dispersed teams.
• Experience working with sales, product marketing, and operations teams to align enablement initiatives with organizational goals.
• Ability to act as a strategic advisor to regional sales leaders.
• Experience designing and executing enablement programs that drive measurable sales performance improvements.
• Competence in leveraging sales enablement platforms (e.g., Highspot, Seismic) for content delivery and tracking.
• Ability to assess program effectiveness through data and analytics, with a focus on ROI and performance metrics.
• Strong facilitation skills with experience delivering engaging training sessions.
• Excellent communication and storytelling abilities to connect with sales teams effectively.

Education and Certifications:

• Bachelor’s degree in Business, Marketing, or a related field; advanced degrees or certifications (e.g., in sales enablement or leadership) are a plus.
• Strong interpersonal skills, adaptability, and the ability to navigate change.
• Self-motivated, with the ability to work independently and manage multiple priorities.

Additional experience that we value 

• Familiarity with identity and access management or SaaS technologies
• Language skills - French, German, Spanish, Italian