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.

Requirements:

What do you need to succeed in this role?

• 5–8+ years in sales enablement, sales ops, sales leadership, or consulting tied to enterprise sales in SaaS
• Proven experience supporting complex, multi-stakeholder deals ($200K–$1M+ ACV)
• Hands-on experience implementing MEDDPICC
• Quickly diagnoses weak deals, missing metrics, poor champions…
• Comfortable articulating value and pitching to C-level executives
• Breaks complex enterprise sales motions into repeatable systems
• Data-informed and pragmatic, focused on outcomes (cycle time, ramp, win rate)
• Proven ability to turn strategy into clear, usable field playbooks
• Structured, opinionated, and allergic to generic content
• Experience building onboarding and ongoing certification programs
• Comfortable assessing reps, running role plays, and enforcing standards
• Trusted by AEs and Sales Leaders from direct involvement in real enterprise deals
• Can coach discovery, value conversations, and exec readouts live
• Comfortable with ambiguity and imperfect inputs
• Builds from scratch, iterates fast, and stays hands-on - not a program-only role
• Based in EMEA (remote)
• Fluent in English
• Previous sales experience strongly preferred
• Experience in operations / industrial environments is a plus

Why Orca AI? Our Culture and Benefits:

• Our Culture & Values: We are a global team of 130 professionals driven by a shared mission to lead the transition to autonomous shipping. At Orca AI, we combine cutting-edge technology with a human-centric approach to redefine the maritime industry. We believe in:
• Innovation & Data-Driven Intelligence: We are passionate about solving complex problems for the first time in a "greenfield" industry. By leveraging data and intelligence, we create smarter, more efficient solutions that drive lasting change.
• Global Impact & Reliability: Our mission is to use technology to make the oceans safer and the world more efficient. We are dedicated to providing our customers with a reliable service they can count on to protect their most valuable assets.
• Customer Centricity & Agility: Our customers are at the heart of everything we do. We embrace agility as an essential part of our workflow, enabling us to respond effectively to changing market conditions and provide the best possible service.
• Global Collaboration: Diversity is our strength. We operate across Japan, Singapore, and Greece, supported by a diverse remote team spanning Europe and Asia, fostering a truly international perspective on maritime challenges.
• High-Energy Environment & Balance: We foster a vibrant, high-energy work culture. In our Tel Aviv office, we enjoy a dog-friendly environment and maintain a unique work-life balance, working 4 days a week from the office to stay connected and inspired.

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.

You’re more than welcome to follow us on social media:

• LinkedIn
• Orca AI