GTM Enablement & Acceleration Associate Specialist, Aircall
Sales
Cloud-based call centre and phone system
Open for applications
Cloud-based call centre and phone system
501-1000 employees
Open for applications
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
- 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
- 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
What the job involves
- 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
- 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
- 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
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
Insights
Few candidates hear
back within 2 weeks
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
Company values
- Dare to be bold - We’re risk takers. Trying, succeeding, failing — and trying again — are essential to who we are as a team and company. Large actions lead to big success
- Thrive together - We learn from each other and grow from it. Our common journey is how we grow together and innovate.
- Trust & Commit - We trust each other and commit to our mutual success. We earn trust from our commitment.
- Excellence - We’re aiming high, and we know it. Even the smallest details are important to us. We only want the best for each other and our customers.
Articles
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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