We are seeking a seasoned operator to take on a critical role in driving our global enablement efforts for the Strategic Sales team. As part of the Revenue Strategy & Operations organization, you will design, deliver, and sustain enablement programs that equip Strategic Account Executives to excel in all aspects of the sales process, from territory planning to deal closure.
This role requires deep expertise in enterprise sales, a proven ability to create and deliver impactful enablement programs independently, and a proactive mindset to identify and resolve enablement challenges. Success in this position means embedding within the sales team, capturing actionable insights, and delivering tailored solutions that drive measurable business outcomes.
Please Note: This is an IC position reporting into the Director of Field Enablement Partners.
What you'll do
- Embed in the Strategic Sales Organization: Collaborate with AEs and sales leadership to gain a thorough understanding of their workflows, key challenges, and priorities. Use these insights to align enablement efforts with real-world needs and goals.
- Lead field enablement for the Strategic Sales team: Develop and execute a robust enablement strategy that enhances seller productivity, aligns with GTM priorities, and enables Strategic sellers to succeed in complex, high-value deals.
- Design and deliver role-specific training programs: Act as a subject matter expert to create and deliver compelling, actionable training sessions aligned with the unique needs of Strategic Sales professionals.
- Own and maintain role-specific enablement resources: Partner with cross-functional teams to ensure sellers have the assets, tools, and documentation necessary to achieve their goals.
- Generate actionable insights to improve performance: Leverage revenue data, ‘ground truth’ from customer interactions, and collaboration with GTM teams to identify regional dynamics and formulate strategies for enhancing productivity.
- Serve as a strategic partner to global enablement initiatives: Contribute to broader enablement programs by sharing best practices related to our sales methodology, deal progression techniques, value messaging, and more.
Who you are
- 10+ years of experience, ideally including a mix of enterprise SaaS sales, sales enablement, and/or training roles.
- Strong track record of creating and delivering enablement programs independently.
- Ability to synthesize data and feedback into actionable enablement strategies.
- Experience and desire to work cross-functionally with experts from Sales, Marketing, Engineering, and Product.
- Excellent communication skills, with the ability to present complex ideas clearly and effectively.
- A proactive and self-sufficient approach to identifying and addressing enablement needs.
- Willingness and ability to travel 10-20% of the time for team events and regional trainings.
- BA/BS degree is required.
BONUS POINTS:
- Experience in solution-based selling, particularly selling into marketing operations and/or product operations personas.
- Proven experience enabling “platform companies” to evolve into more solution-oriented selling.
- Demonstrated ability to create customer-facing materials independently or in partnership with Product Marketing.
- Certified as a trainer in sales methodologies such as “Command of the Message,” MEDDICC, or Value Selling.
- Excited to tackle large, ambiguous challenges you haven’t faced before.
Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.
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If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Formand let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.
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