Field Enablement Partner

Summary

Join Airtable's Revenue Strategy & Operations organization as a seasoned Field Enablement Partner! You will design, deliver, and maintain enablement programs for the Strategic Sales team, collaborating closely with AEs and leadership. This role demands deep enterprise sales expertise and the ability to create impactful training programs. You will leverage data and insights to enhance seller productivity and contribute to broader global enablement initiatives. Success hinges on embedding within the sales team, capturing actionable insights, and delivering tailored solutions driving measurable business outcomes. The position reports to the Director of Field Enablement Partners and involves 10-20% travel.

Requirements

• 10+ years of experience, ideally including a mix of enterprise SaaS sales, sales enablement, and/or training roles
• Strong track record of creating and delivering enablement programs independently
• Ability to synthesize data and feedback into actionable enablement strategies
• Experience and desire to work cross-functionally with experts from Sales, Marketing, Engineering, and Product
• Excellent communication skills, with the ability to present complex ideas clearly and effectively
• A proactive and self-sufficient approach to identifying and addressing enablement needs
• Willingness and ability to travel 10-20% of the time for team events and regional trainings
• BA/BS degree is required

Responsibilities

• Embed in the Strategic Sales Organization: Collaborate with AEs and sales leadership to gain a thorough understanding of their workflows, key challenges, and priorities. Use these insights to align enablement efforts with real-world needs and goals
• Lead field enablement for the Strategic Sales team: Develop and execute a robust enablement strategy that enhances seller productivity, aligns with GTM priorities, and enables Strategic sellers to succeed in complex, high-value deals
• Design and deliver role-specific training programs: Act as a subject matter expert to create and deliver compelling, actionable training sessions aligned with the unique needs of Strategic Sales professionals
• Own and maintain role-specific enablement resources: Partner with cross-functional teams to ensure sellers have the assets, tools, and documentation necessary to achieve their goals
• Generate actionable insights to improve performance: Leverage revenue data, ‘ground truth’ from customer interactions, and collaboration with GTM teams to identify regional dynamics and formulate strategies for enhancing productivity
• Serve as a strategic partner to global enablement initiatives: Contribute to broader enablement programs by sharing best practices related to our sales methodology, deal progression techniques, value messaging, and more

Preferred Qualifications

• Experience in solution-based selling, particularly selling into marketing operations and/or product operations personas
• Proven experience enabling “platform companies” to evolve into more solution-oriented selling
• Demonstrated ability to create customer-facing materials independently or in partnership with Product Marketing
• Certified as a trainer in sales methodologies such as “Command of the Message,” MEDDICC, or Value Selling
• Excited to tackle large, ambiguous challenges you haven’t faced before

Benefits

• Restricted stock units
• Incentive compensation
• For work locations in the San Francisco Bay Area, Seattle, New York City, and Los Angeles, the base salary range for this role is: $178,000 — $251,300 USD
• For all other work locations (including remote), the base salary range for this role is: $160,000 — $226,600 USD