Head of Sales Operations & Enablement

Who we are

We are an organisation that exists to drive progress. That's the “red thread” that connects everyone at The Economist Group (TEG). Our businesses share a devotion to innovation, independence and rigour in their fields of expertise. We empower people to understand and tackle the critical challenges and changes facing the world. Our analytical rigour, global expertise and evidence-based insights enable individuals and organisations to make sense of these shifts and chart a course through them.

We deliver analysis and insights in many formats to subscribers and clients in 170 countries through our four businesses, The Economist, Economist Impact, Economist Intelligence and Economist Education, which uphold our global reputation for excellence and integrity. 

Location: London (Hybrid)
Reports to: Chief Revenue Officer

About the Role

We are seeking an exceptional Head of Sales Operations & Enablement to lead the performance engine behind our commercial organisation. This role will be pivotal in driving sales excellence today with a view to grow towards a more holistic revenue operations function as we scale.

You will bring strong operational discipline, a deep understanding of sales performance drivers, and the ability to turn data into actionable insight. Partnering closely with the CRO, you’ll ensure the sales team is equipped, enabled, and optimised to deliver consistent growth.

You’ll also be a key architect in our commercial evolution - designing the systems, processes, and rhythm that unify the entire go-to-market function. You will bring your experience and success managing complex stakeholders as they adapt and deliver against strategic GTM transformation initiatives to deliver key revenue and growth outcomes.

Key Responsibilities

Sales Operations & Strategy

• Partner with the CRO to define and operationalise the sales strategy and performance framework.
• Lead forecasting, pipeline analysis, territory and quota design, and sales process optimisation.
• Develop and maintain sales dashboards and KPIs to track productivity, conversion rates, and performance trends.
• Identify bottlenecks and opportunities, then execute data-driven initiatives to improve outcomes.
  
  

Enablement & Execution

• Build and lead a comprehensive enablement programme - onboarding, continuous training, playbooks, and coaching frameworks.
• Ensure the sales team is equipped to engage effectively at every stage of the buyer journey.
• Manage and optimise our commercial tech stack including Salesforce, Highspot, Salesloft, and related tools. 
• Oversee and lead the Sales technology roadmap and prioritisation of continuous improvement and new capability rollouts.
• Partner with Marketing and Product teams to align messaging, collateral, and go-to-market execution.
  
  

Leadership & Collaboration

• Lead and develop a high-performing Sales Operations and Enablement team.
• Act as a trusted strategic advisor to the CRO and commercial leadership team.
• Foster cross-functional collaboration between Sales, Marketing, and Customer Success to prepare for an integrated Revenue Operations model.
  
  

About You

• 15+ years’ experience in Sales Operations, Revenue Operations, or Commercial Strategy roles, ideally within SaaS, information services, or media.
• Deep understanding of sales process management, performance levers, and revenue analytics.
• Strong leadership experience - able to build, motivate, and scale operational teams.
• Hands-on expertise with Salesforce, Highspot, Salesloft, and analytics/visualisation tools.
• Data-driven decision-maker with strong business acumen and ability to translate insight into action.
• Commercially minded, with prior experience in or close to sales execution.
• Comfortable in a fast-moving, complex commercial environment.

#LI-Hybrid 

AI usage for your application

We are an innovative organisation that encourages the use of technology. We recognise that candidates may utilise AI tools to support with their job application process. However, it is essential that all information you provide truthfully and accurately reflects your own experience, skills, and qualifications.

What we offer

Our benefits package is designed to support your wellbeing, growth, and work-life balance. It includes a highly competitive pension or 401(k) plan, private health insurance, and 24/7 access to counselling and wellbeing resources through our Employee Assistance Program.

We also offer a range of lifestyle benefits, including our Work From Anywhere program, which allows you to work from any location where you have the legal right to do so for up to 25 days per year. In addition, we provide generous annual and parental leave, as well as dedicated days off for volunteering and even for moving home.

You will also be given free access to all The Economist content, including an online subscription, our range of apps, podcasts and more.