Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

We are seeking an experienced program manager to drive the execution of our largest go-to-market initiatives. As part of the Revenue Strategy and Operations team, you will work closely with Sales, Customer Success, Product, Marketing, and Strategy teams, leading the change management efforts required for successful field adoption of our Go-to-Market (GTM) strategy. The ideal candidate is equally adept at managing complex, cross-functional projects as they are at delivering field training and communications that drive behavior change.

Please note: This is an individual contributor (IC) role.

What you'll do

YOU WILL:

• Lead GTM Program Execution with an adaptive approach:Oversee the planning and execution of GTM programs in collaboration with the Strategy team and cross-functional leaders from Sales, Customer Success, Marketing, and Product. Your portfolio of initiatives will range from complex, multi-quarter efforts like global sales play development and new product launches to more ephemeral initiatives such as process updates or the introduction of new sales tools.
• Lead Change Management and Communication:Prepare the field for new processes, tools, and strategies through comprehensive communication and training plans. Ensure smooth adoption and implementation within the sales organization.
• Validate Sales Play Materials and Assets:Leverage your expertise and field insights to assess and refine customer-facing and internal materialssuch as pitch decks, customer stories, and demosto ensure they support GTM success.
• Data-Driven Performance Monitoring and Risk Mitigation:Track key performance metrics to evaluate the success of GTM initiatives, identify areas for improvement, and proactively mitigate risks that could impact program execution.
• Generate Operational Insights and Drive Field Adoption:Analyze revenue data, customer interactions, and regional dynamics to create seller-focused strategies that enhance productivity. Ensure sales teams are aligned and equipped with the necessary tools through ongoing engagement, training, and support.

REQUIREMENTS:

• 10+ years of total work experience, ideally in consulting, sales, sales operations, training or enablement (can include teaching non-sales concepts).
• Experience designing and executing change management strategies for large, cross-functional programs.
• Experience in developing and implementing frameworks for measuring and driving targeted behavioral changes associated with key initiatives.
• Experience leading large-scale program implementations, presenting strategic changes to diverse groups of 20+ end users, and developing comprehensive change management plans.
• Familiarity with SaaS business models and key performance metrics (e.g., ARR, churn, LTV).
• Willingness and ability to travel 20-30% of the time.
• BA/BS degree is required.

Bonus points:

• Excited to tackle large ambiguous challenges that you havent tackled before
• Experience in sales strategy execution or operations within a SaaS company.
• Has held a quota-carrying sales role at a high-growth software company.
• Experience with Command of the Message and MEDDICC.
• Knowledge of marketing operations and/or product operations.
• Experience using SQL (Redshift, Databricks) and ETL (dbt) tools to transform big data sets (billions of rows) into digestible insights/metrics across technical (Looker) and non-technical tools.

Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience.

Our total compensation package also includes the opportunity to receive benefits, restricted stock unit , and may include incentive compensation.To learn more about our comprehensive benefit offerings, please check outLife at Airtable.

For all work locations (including remote), the base salary range for this role is:

$145,400-$189,400USD

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