GTM Enablement Manager, Aircall
Account Executives & Sales Coaching
$130-145k
+ Equity
Cloud-based call centre and phone system
Open for applications
Cloud-based call centre and phone system
501-1000 employees
Open for applications
$130-145k
+ Equity
501-1000 employees
Company mission
To empower every professional to have rich conversations, so they can focus on closing deals and delighting customers.
Role
Who you are
- Sales & Enablement Experience: At least 3-5 years or more in SaaS, ideally with experience as an Account Executive, in closing mid-sized deals involving multiple stakeholders and consultative selling or in direct sales enablement with a strong understanding of growing-businesses sales cycles and strategic-deals execution
- Coaching Passion: A hands-on, high-energy approach to coaching sellers and providing tactical support during the deal process
- Sales Methodology Knowledge: Proficiency with sales frameworks such as SPICED, MEDDIC, or Challenger Sales
- Strategic Thinking & Problem Solving: Ability to proactively identify sales challenges, develop scalable solutions, and align enablement initiatives with GTM objectives
- Data-Driven approach: Strong analytical skills to assess sales performance and using data-driven insights to adapt strategies and develop effective training programs. Experience with sales analytics tools such as Salesforce and Gong is a plus
- Communication & Presentation: Excellent communication skills, with the ability to deliver engaging live & virtual training sessions, facilitate discussions, break down complex sales complex into clear actionable insights, and present confidently to diverse audiences
- Project Management & Cross-functional collaboration: Strong stakeholder management skills to drive alignment across teams, ensuring enablement & GTM priorities are met. Proven ability to lead complex projects from strategic planning to execution
- Bonus Points: Pre-existing experience in the communication platform space or in the CRM/HD ecosystem
- Certification in key sales methodologies (SPICED, MEDDIC, Challenger Sales) or negotiation
- Innovator and with strong opinions on how to deploy AI to drive enablement programs
- Experience in selling to Sales, Support, and IT Buyers
- Experience in selling consumption-based products and platform solutions
What the job involves
- We are looking for a GTM Enablement Manager to drive the continuous improvement of Aircall’s sales team’s performance by equipping our teams with the skills, knowledge, and tools they need to excel
- With a strong emphasis on coaching, sales methodologies, and enablement best practices, you will work closely with sales leadership to identify skill gaps, improve deal execution, and ensure our sales teams have the strategies, frameworks, and playbooks needed to succeed and close deals effectively in a fast-paced SaaS environment
- Ongoing sales coaching: Design and deliver structured coaching programs to enhance Account Executives sales techniques at every stage of the deal cycle. Act as a sales coach, working hands-on with AEs through role plays and skill-building sessions
- Deal execution & sales cycle support: Coach AEs to improve performance at each sales stage, analyze bottlenecks, and provide actionable insights and tactics to move deals forward. Enable teams with training and actionable strategies to accelerate pipeline progression
- Playbook & program development: Own and refine sales playbooks, aligning them with real-world selling challenges. Develop and refine enablement programs that empower teams with the necessary tools, processes, and strategies to close deals effectively
- Content & Knowledge Management: Maintain and enhance sales enablement materials, including demo flows, objection-handling frameworks, and sales process documentation
- Onboarding contribution: Support the onboarding program by delivering dedicated sales upskilling and training sessions for new joiners to accelerate their ramp-up and ensure readiness
- Cross-functional support: Host regular office hours and enablement roadshows to reinforce key learnings and ensure ongoing sales skill development across the various Go-to-Market functions
- Initiative performance monitoring & iteration: Track the effectiveness of enablement programs through data and feedback, continuously optimizing training based on results
- Vendor Management: Own vendor relationships to design impactful, Aircall-specific training programs. Ensure ongoing enablement through expert-led sessions, balancing internal coaching with external expertise. Focus on shaping training to align with Aircall’s sales motion and ensure post-training application in daily sales workflows
Our take
Call centres have been a mainstay of sales teams for decades, with the human touch delivering an impression conversion rate of about 30% for inbound calls. However analogue call centres are physical infrastructure-heavy and unable to take advantage of the flexibility afforded by remote and hybrid ways of work. Aircall exists to change that, providing a cloud-based call centre infrastructure that allows sales teams to work from their home offices.
Aircall isn't the only company in this space, and it faces heavy competition from Cloudtalk, another cloud-based call centre solution. However Aircall stands out in the market by its use of open APIs and webhooks, making integration with existing productivity and helpdesk tools much easier, and its superior call quality. Aircall has developed a significant customer base with these strengths, with over 15,000 companies using its platform.
The company has raised significant funding in recent years, highlighting the confidence investors have in their offering. With a rapidly expanding presence in the US, European, UK and Australian markets and recent refresher leadership hires, Aircall could soon be a widely recognised international player in the telephone software industry.
Steph
Company Specialist at Welcome to the Jungle
Insights
0% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jun 2021
$120m
SERIES D
May 2020
$65m
SERIES C
Total funding: $225.6m
Company benefits
- Food Allowance
- Snacks & Drinks
- Medical Insurance
- Flexible remote policy
- Retirement Savings Plan
- Outings & Events
- Fitness Fund
- Commuter Benefits
- Referral Bonus
Leadership
Jonathan Anguelov
(CSO)Ex Investment Banker & Entrepreneur. Studied Finance at ESCP Business School and co-founded Aircall in 2014.
Pierre-Baptiste Béchu
(VP of Communications Platform)Holds a Master of Engineering from Ecole Centrale de Lyon and a Master's degree in industrial and organizational psychology from Université Lumière Lyon 2. Previously co-founded ClickJob.fr, where they served as CTO.
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