GTM Enablement Lead, Aiven

• 3–5 years in sales enablement and previous experience in a sales role
• Experience building enablement programs in a B2B SaaS or developer-tools environment
• Confident building program content and materials independently from scratch - Decks, one pagers, E-Learnings, Workshops etc
• Strong written communication; you can take complex technical concepts and make them land clearly for a sales audience
• Analytical mindset; you care about outcomes, not just output, and you know how to measure the difference
• Comfortable with ambiguity; you can define structure where none exists and can adapt to change quickly
• Demonstrated ability to influence without authority across multiple stakeholders
• Experience running in person enablement workshops for varying roles and skill levels
• Familiarity with sales methodologies such as MEDDPICC and Command of the Message
• Eager to learn how AI can make your processes and programs more efficient as well as an interest in enabling other non-technical colleagues to leverage AI
• Exceptional Communication: You can distill complex data into a clear narrative for executive leadership
• Entrepreneurial Spirit: You are a self-starter who identifies gaps and builds the solutions to fill them
• This role supports the global sales organisation and will require travel to host training, events and meet internal stakeholders on a regular basis

Desirable

• We are looking for an experienced GTM Enablement Manager to join our team
• We're building a world-class Revenue Enablement function, and this role sits at the heart of it
• You'll be the person who turns product knowledge, sales methodology and GTM strategy into tools, training, and programs that make our sales and customer-facing teams sharper and more effective
• Reporting to the GTM Enablement Director, you'll own end-to-end programs, work directly with GTM leadership, and have real influence on driving improvements across Aiven’s key revenue KPIs
• This role is truly cross functional and you'll collaborate closely with Product Marketing, Sales, Revenue Operations, Marketing, Partnerships and Product
• Be the guardian of What Good Looks Like for how we sell at Aiven
• Ensuring reps are equipped with the knowledge and confidence to win deals
• Continuously evolve, and optimise the definition and context for What Good Looks like for sales at Aiven
• Deliver and optimise our onboarding programs, enabling new GTM roles to get ramped and quota-ready faster
• Support the Technical Enablement Manager in building and maintaining product and solution training across the full sales cycle
• Run regular skills workshops, role-plays, and certification programs
• Partner with Marketing to develop and curate sales playbooks, competitive battlecards, objection-handling guides, and talk tracks
• Maintain consistency across sales content
• Drive efficiencies in how sales content is created, managed, and used
• Create engaging content and facilitate programs that people want to attend
• Design and run recurring enablement programs; Onboarding, Biweekly Enablement Calls, Product Training and Launches, Reinforcement of our sales methodology and practices
• Track enablement impact for programs: ramp time, win rates, deal velocity, content adoption
• Use data to identify gaps and prioritise where to focus next, leveraging AI where possible to optimise efficiency
• Deliver quarterly in-person enablement workshops for global teams
• Build trusted relationships with Sales and Sales Leadership teams to understand what's actually blocking deals
• Work with Revenue Operations to optimise the use of tooling, processes, and CRM hygiene
• Collaborate cross-functionally across Marketing, Product, Partnerships and pre- and post-sales teams to keep enablement aligned with company direction
• Own and continuously improve our enablement tech stack, including Sana and Clari Co-Pilot
• Bring genuine curiosity about how AI can make enablement programs more effective and scalable