Director, GTM Enablement

We're a global team of over 400 people, working together to push the boundaries of open-source technology and multi-cloud solutions.

Our vision is to become the trusted Data & AI Platform for everyone, leveraging the most popular open-source technologies like Apache Kafka, Aiven for PostgreSQL, Aiven for Clickhouse, and Aiven for OpenSearch, to help companies accelerate time-to-market, drive efficiency, and build innovative solutions across any cloud.

So, how do we become the trusted open-source data platform for everyone? By listening closely to our customers and taking action to ensure they achieve their business goals. You see, the software we create is merely a means of delivering value. Our thinking is customer-first. That's why our customers are at the front and center of all we do.

And in the spirit of sideways thinking, we're by their side as well, actively helping them solve their challenges. Collaborating. Sharing. And innovating. In other words, it really isn't just about who we are. It's about who our customers are - and where they want to be.

We are seeking a highly motivated and experienced Director, GTM Enablement, to build our sales enablement function from the ground up. As a key member of our growing team, you will play a crucial role in driving sales productivity and success.

You will be responsible for designing, implementing, and managing all aspects of sales enablement, including onboarding, training, content creation, sales process optimization, and performance analysis.

This is a unique opportunity to shape the future of our sales organization and make a significant impact on our company's growth!

• Support the cross-functional GTM roles in Sales Development, Account Management, Customer Success, Presales, and Solutions Architecture.
• Help develop and drive implementation of the strategy for enablement programs and tools crafted to improve GTM productivity and the efficiency of our onboarding process.
• Build a sales onboarding and training program: Create and deliver effective onboarding programs, for both new sales hires and ongoing training programs for existing reps, on product knowledge, sales methodology, competitive landscape, and industry trends.
• Create and curate sales content: Develop and maintain a library of high-quality sales collateral, including presentations, proposals, case studies, battle cards, scripts, and other resources that enable sales reps to engage effectively with prospects.
• Optimize the sales process: Analyze the existing sales process to identify areas for improvement and implement strategies to streamline and optimize efficiency.
• Track and analyze sales performance: Monitor key sales metrics and analyze data to identify trends, areas of strength, and areas for improvement. Develop and deliver reports and insights to sales leadership.
• Lead a high-performing team focused on the design, delivery, effectiveness, continuous improvement, and maintenance, of a portfolio of enablement programs, reference materials, and distribution/delivery mechanisms across the globe.
• Develop a blended learning model to include classroom, webinars, self-paced and event-based training, using conventional and new learning technologies.
• Provide thought leadership and strategy development in the domain of enablement methods and delivery systems to drive innovation, process improvement, and operational excellence.
• Design, manage, develop, and grow a global enablement team that delivers first-class results.
• Continually assess future needs and lead enablement programs, systems, and initiatives.
• Optimize onboarding and continual learning for all GTM teams, as well as our Channel partners and Customer Operations teams.
• Support and participate in GTM team events.
• Define roles and responsibilities across the organization around enablement goals, systems, and behaviours.

Don't worry if your experience doesn't line up perfectly - we still encourage you to apply! We believe in investing in our crabs' professional growth.

• 10+ years' of demonstrated experience in GTM strategy, sales enablement or a related field
• Process and program management skills
• Experience managing startup/scale up GTM strategy projects
• Exceptional leader of high integrity who can articulate a clear vision for the team
• Proven track record of developing and implementing a development strategy to improve sales productivity
• Ability to quickly develop and maintain a reasonable level of knowledge of company solutions and remain an expert on current product knowledge
• Consistent record of producing and hosting informative events, driving adoption, and measuring the impact of programs
• Demonstrated leadership in delivering results with large-scale, cross-functional teams
• Experience working with Learning Management Systems and other related systems and processes
• Proven track record of leading and developing high-performance teams
• Ability to conduct analyses, interpret results, and effectively communicate insights
• Previous experience as a seller is a distinct advantage

Once applying you should hear from our Talent Experience team within 5 days regarding the status of your application. If you are selected to move forward you can generally expect 4 stages with us:

1. 30-45 minute call with one of our Talent Partners
2. 45 minute Depth of Expertise Interview with the hiring manager
3. Skills interview and or presentation for 1 hour with the wider team
4. Company values interview for 1 hour