GTM Enablement & Execution Senior Manager

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 our largest go-to-market (GTM) initiatives. This role is part of the Revenue Strategy & Operations team, where you will collaborate closely with various teams including Sales, Customer Success, Product, Marketing, and Strategy. Your primary responsibility will be to manage complex, cross-functional projects while also delivering field training and communications that drive behavior change. This is an individual contributor role, meaning you will be responsible for your own projects without direct reports. In this position, you will oversee the planning and execution of GTM programs in collaboration with the Strategy team and cross-functional leaders. Your portfolio will include a range of initiatives from complex, multi-quarter efforts like global sales play development and new product launches to more immediate tasks such as process updates or the introduction of new sales tools. You will also lead change management efforts, preparing the field for new processes, tools, and strategies through comprehensive communication and training plans to ensure smooth adoption within the sales organization. Additionally, you will validate sales play materials and assets, leveraging your expertise and field insights to assess and refine customer-facing and internal materials. You will track key performance metrics to evaluate the success of GTM initiatives, identify areas for improvement, and proactively mitigate risks that could impact program execution. Your role will also involve generating operational insights and driving field adoption by analyzing revenue data, customer interactions, and regional dynamics to create seller-focused strategies that enhance productivity.

Responsibilities

• Oversee the planning and execution of GTM programs in collaboration with the Strategy team and cross-functional leaders.
• Prepare the field for new processes, tools, and strategies through comprehensive communication and training plans.
• Validate 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 presenting day-long or multi-day trainings to groups of 20+ learners and developing dynamic training curriculums.
• 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.
• Certified as a trainer in our sales methodology - 'Command of the Message' & '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.

Benefits

• Comprehensive benefit offerings including health insurance, dental insurance, and vision insurance.
• Opportunity to receive restricted stock units and incentive compensation.
• Flexible work arrangements including remote work options.