Go-To-Market Sales Enablement Architect

About the role

Designs and drives the go-to-market execution capability of Qatar Airways' commercial sales organisation — ensuring that every sales team, across every market, is equipped with the right methodology, tools, training, and playbooks to perform consistently and at the highest level and with the lowest possible cost. Acts as the central architect of sales effectiveness within the Distribution & Commercial Efficiency function, translating commercial strategy into structured, scalable capability programmes that measurably improve conversion, customer satisfaction, and revenue per sales FTE.

Works in close partnership with Commercial Systems & Tools, B2B Marketing, and HR's Commercial Academy to ensure that the organisation's go-to-market approach is systematic, data-informed, and continuously improving.

• Define and own Qatar Airways' sales methodology framework — establishing a structured, consistent approach to how the commercial sales organisation engages customers, manages accounts, and converts opportunities across all segments and channels.
• Develop and maintain a comprehensive library of sales playbooks, covering key commercial scenarios including agency negotiations, NDC adoption conversations, corporate account management, and incentive programme pitches — ensuring field teams have practical, ready-to-use tools that reflect current strategy.
• Identify and assess capability gaps across the international sales & Doha sales organisations through data analysis, field feedback, and performance benchmarking — translating findings into targeted enablement programmes with measurable outcomes.
• Partner with HR and the Commercial Academy to design and embed structured sales training curricula, ensuring learning pathways are aligned to commercial priorities, graded by role, and deliver measurable uplift in sales performance.
• Champion the adoption of sales tools and technology across the organisation — working with the Commercial Systems & Tools team to ensure platforms are fit for purpose, embedded in daily workflows, and actively leveraged by sales teams to drive productivity.
• Collaborate with B2B Marketing & Trade Engagement to ensure that sales enablement materials, partner-facing content, and commercial communications are consistent, compelling, and aligned to the go-to-market strategy.

• Design, develop, and continuously update sales playbooks, training materials, and enablement toolkits — ensuring content is accurate, market-relevant, and operationally usable by regional and HQ sales teams without requiring additional interpretation.
• Plan and coordinate the delivery of sales training programmes, workshops, and capability sessions across markets — working with Regional Sales leads and HR to schedule, resource, and measure the effectiveness of all learning interventions.
• Track and report on key sales enablement KPIs including but not limited to conversion rate of deals, revenue per sales FTE, NPS/CSAT scores, and CRM tool utilisation rates — providing regular performance insights to the Senior Manager Commercial Efficiency.
• Manage the quality and relevance of all sales enablement content, conducting regular reviews and gathering structured field feedback to ensure playbooks and tools remain current, practical, and aligned to evolving commercial priorities.
• Coordinate with the Commercial Systems & Tools team to assess system usability, identify friction points in sales workflows, and drive improvements that increase adoption and reduce time-to-value for frontline sales teams.
• Support the onboarding of new commercial sales staff by developing structured induction programmes that accelerate time-to-productivity and embed the Qatar Airways sales methodology from day one.
• Monitor industry best practices and competitor capability models, bringing relevant insights and recommendations to the Senior Manager Commercial Efficiency to inform the ongoing evolution of QR's commercial enablement approach.