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GTM Enablement & Acceleration Associate Specialist, Sales


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Job Details

Location: Paris, Ile-de-France, Metropolitan France, France Posted: Jun 12, 2024

Job Description

Aircall is a place where voices are valued. Backed by over $220 million of investment since 2015, we create technology that fuels accessible, transparent and collaborative communication to empower our base of 18,000+ customers (and growing) to make authentic, human connections. Conversation is a cornerstone of our culture. Wherever our people find themselves in the Aircall world – Paris, New York, San Francisco, Sydney, Madrid, London, Berlin, or at home – everyone has a voice that is valued. Whatever your background, wherever you’re from – we want you to join the conversation. Let’s talk. About the Role: Join Aircall's growing Enablement team and play a pivotal role in shaping the future of our Sales organization! In this exciting opportunity, you'll be responsible for designing, building, and managing GTM Enablement Projects (a new GTM play, a new playbook, training, certifications, etc.) for our global Sales team (AEs and XDRs), aligning them with our global business objectives. Our ideal candidate must be able to drive some of the initiatives and target some the core knowledge gaps of our sales teams in respect to the current priorities and equip them with the right tools and playbooks to accelerate GTM strategies. An overall understanding of Aircall’s sales processes, our client base, our personas, and the VOIP industry are key skills for this role. This role is part of the GTM Enablement department, a globally focused team dedicated to streamlining and unifying Aircall's go-to-market strategy. You'll work hand-in-hand with colleagues to accelerate the achievement of key GTM objectives, propelling our growth and success. At Aircall, sales is the engine of our GTM motion. We're committed to continuously developing a sales machine able to deliver constant repeatable results every single quarter. You'll leverage your understanding of the customer journey, industry expertise, and data-driven approach to empower our Sales teams to deliver exceptional value and accelerate GTM strategies.

Key Responsibilities:

    • Collaborate with cross-functional teams to design, implement, and refine enablement programs for the Sales team, ensuring alignment with the Target Operating Model and learning strategy.
    • Prioritize enablement projects and initiatives to align with company OKRs with the support of your manager.
    • Ensure alignment and adoption on sales tech stack (Highspot, Gong, Attention Tech, Salesforce, Cadencing Tool, Madkudu) with relevant strategic GTM Initiative to streamline processes, improve efficiency, and enhance buyer and seller experience.
    • Support global AEs and XDRs in their outbound cadencing efforts facilitating the handshake between Sales and Marketing via training, content, and facilitation of new initiatives
    • Identify and prioritize internal training needs through stakeholder management, data analysis, and industry trends.
    • Develop and lead certification and learning plans focused on delivering results & exceptional buyer experiences, with an initial focus on add-on & outbound methodology (training, materials, tools, and processes).
    • Lead and Coordinate onboarding and new hire training via the development of Aircall Spark
    • Facilitate training sessions, manage knowledge assessments, and implement certification programs to ensure all Sales team members possess the necessary skills and knowledge to thrive.
    • Partner with operational managers to identify and address training gaps.
    • Document policies and processes to support program execution and global adoption.
    • Partner with product marketing to stay abreast of product developments and updates to integrate them into your training program.
    • Support the Business System team, Sales Operation team, and operational leaders on enabling and enforcing tech stack governance, system optimization, and data reporting capabilities.
    • Coordinate with XDRs leaders to improve and enhance enablement for our global XDRs team
    • Collaborate across GTM Enablement, Product Enablement and Instructional Design teams to leverage existing content for Aircall AEs and XDRs teams
    • Analyze program impact, measure success, and recommend improvements for continuous optimization.

You're a Perfect Fit If You Have:

    • Experience in GTM enablement at a software/SaaS company.
    • Proven track record of leading projects from ideation to execution, including stakeholder management, communication, training delivery, and results tracking.
    • Previous sales or outbound experience as XDRs or AE.
    • Good public speaking and written communication skills.
    • Collaborative spirit with the ability to work effectively in diverse teams and cultures.
    • Experience in preparing and delivering engaging presentations and training for diverse audiences.
    • Execution-oriented mindset with the ability to deliver large projects in smaller, digestible stages.
    • Exceptional coordination, facilitation, and critical thinking skills.
    • Nice to have: analytical skills to assess behavioral changes and business outcomes.
    • Nice to have: Ability to explain technical solutions, establish goals, identify trends, and leverage data for decision-making.
Aircall is constantly moving forward. We’re building new roads to complete our journey, and we’re taking people with us who have the same builder mentality. Let’s grow together: Aircall is a place for those who dare to be bold and seek responsibility, excellence, and the opportunity to push themselves to new heights. We’re creating a place where great people trust one another and thrive together. People flourish at Aircall and now is the time to be part of the team and the journey we’re on. Why join us? 🚀 Key moment to join Aircall in terms of growth and opportunities 💆‍♀️ Our people matter, work-life balance is important at Aircall 📚 Fast-learning environment, entrepreneurial and strong team spirit 🌍 45+ Nationalities: cosmopolite & multi-cultural mindset 💶 Competitive salary package & benefits DE&I Statement: At Aircall, we believe diversity, equity and inclusion – irrespective of origins, identity, background and orientations – are core to our journey. We pride ourselves on promoting active inclusion within our business to foster a strong sense of belonging for all. We’re working to create a place filled with diverse people who can enrich and learn from one another. We’re committed to ensuring that everyone not only has a seat at the table but is valued and respected at it by providing equal opportunities to develop and thrive. We will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. Above all else, we understand and acknowledge that we have work to do and much to learn. Want to know more about candidate privacy? Find our Candidate Privacy Notice here. Apply for this job

About Aircall

Aircall is an advanced call center software, complete business phone and contact center 100% natively integrated in any CRM.

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