GTM Enablement and Execution Senior Manager

$145,400 - $189,400/Yr

Airtable - Austin, TX

Full-time - Mid Level

Austin, TX

10,001+ employees

Personal and Laundry Services

About the position

Airtable is seeking an experienced program manager to lead the execution of its largest go-to-market (GTM) initiatives. This individual contributor role is part of the Revenue Strategy and Operations team, focusing on driving change management efforts for successful field adoption of the GTM strategy. The ideal candidate will manage complex, cross-functional projects while delivering training and communications that facilitate behavior change within the organization.

Responsibilities

• Oversee the planning and execution of GTM programs in collaboration with the Strategy team and cross-functional leaders from Sales, Customer Success, Marketing, and Product.
• Prepare the field for new processes, tools, and strategies through comprehensive communication and training plans.
• Assess and refine customer-facing and internal materials to ensure they support GTM success.
• Track key performance metrics to evaluate the success of GTM initiatives and identify areas for improvement.
• Analyze revenue data and customer interactions to create seller-focused strategies that enhance productivity.

Requirements

• 10+ years of total work experience, ideally in consulting, sales, sales operations, training or enablement.
• Experience designing and executing change management strategies for large, cross-functional programs.
• Experience in developing and implementing frameworks for measuring and driving targeted behavioral changes associated with key initiatives.
• Experience leading large-scale program implementations and developing comprehensive change management plans.
• Familiarity with SaaS business models and key performance metrics (e.g., ARR, churn, LTV).
• Willingness and ability to travel 20-30% of the time.
• BA/BS degree is required.

Nice-to-haves

• Excited to tackle large ambiguous challenges that you haven't tackled before.
• Experience in sales strategy execution or operations within a SaaS company.
• Has held a quota-carrying sales role at a high-growth software company.
• Experience with Command of the Message and MEDDICC.
• Knowledge of marketing operations and/or product operations.
• Experience using SQL (Redshift, Databricks) and ETL (dbt) tools to transform big data sets into digestible insights/metrics.

Benefits

• Comprehensive benefits package including health insurance, restricted stock units, and incentive compensation.