GTM Enablement Lead (12M FTC)

GTM Enablement Manager

About the Role

We are looking for an experienced GTM Enablement Manager to join our team. We're building a world-class Revenue Enablement function, and this role sits at the heart of it. You'll be the person who turns product knowledge, sales methodology and GTM strategy into tools, training, and programs that make our sales and customer-facing teams sharper and more effective.

Reporting to the GTM Enablement Director, you'll own end-to-end programs, work directly with GTM leadership, and have real influence on driving improvements across Aiven’s key revenue KPIs. This role is truly cross functional and you'll collaborate closely with Product Marketing, Sales, Revenue Operations, Marketing, Partnerships and Product.

What You'll Do:

Sales Readiness

• Be the guardian of What Good Looks Like for how we sell at Aiven
• Ensuring reps are equipped with the knowledge and confidence to win deals.
• Continuously evolve, and optimise the definition and context for What Good Looks like for sales at Aiven
• Deliver and optimise our onboarding programs, enabling new GTM roles to get ramped and quota-ready faster
• Support the Technical Enablement Manager in building and maintaining product and solution training across the full sales cycle
• Run regular skills workshops, role-plays, and certification programs

Content

• Partner with Marketing to develop and curate sales playbooks, competitive battlecards, objection-handling guides, and talk tracks
• Maintain consistency across sales content
• Drive efficiencies in how sales content is created, managed, and used
• Create engaging content and facilitate programs that people want to attend

Programs & Measurement

• Design and run recurring enablement programs; Onboarding, Biweekly Enablement Calls, Product Training and Launches, Reinforcement of our sales methodology and practices
• Track enablement impact for programs: ramp time, win rates, deal velocity, content adoption
• Use data to identify gaps and prioritise where to focus next, leveraging AI where possible to optimise efficiency
• Deliver quarterly in-person enablement workshops for global teams

Stakeholder Partnership

• Build trusted relationships with Sales and Sales Leadership teams to understand what's actually blocking deals
• Work with Revenue Operations to optimise the use of tooling, processes, and CRM hygiene.
• Collaborate cross-functionally across Marketing, Product, Partnerships and pre- and post-sales teams to keep enablement aligned with company direction

Tooling & Innovation

• Own and continuously improve our enablement tech stack, including Sana and Clari Co-Pilot.
• Bring genuine curiosity about how AI can make enablement programs more effective and scalable

What We're Looking For:

Experience and Skills

• 3–5 years in sales enablement and previous experience in a sales role.
• Experience building enablement programs in a B2B SaaS or developer-tools environment
• Confident building program content and materials independently from scratch - Decks, one pagers, E-Learnings, Workshops etc.
• Strong written communication; you can take complex technical concepts and make them land clearly for a sales audience
• Analytical mindset; you care about outcomes, not just output, and you know how to measure the difference
• Comfortable with ambiguity; you can define structure where none exists and can adapt to change quickly
• Demonstrated ability to influence without authority across multiple stakeholders
• Experience running in person enablement workshops for varying roles and skill levels
• Familiarity with sales methodologies such as MEDDPICC and Command of the Message
• Eager to learn how AI can make your processes and programs more efficient as well as an interest in enabling other non-technical colleagues to leverage AI.

Nice to Have

• Experience with data infrastructure, cloud services, or open-source technology
• Familiarity with tools like Sana (LMS), Clari Co-Pilot (Conversational Intelligence), Claude (AI), Google Suite, Canva (Content Creation), Salesforce.

Location & Attributes

• This role supports the global sales organisation and will require travel to host training, events and meet internal stakeholders on a regular basis.
• Based in Cork, Ireland or Austin, Texas: Ability to work in our Cork or Austin office in a hybrid capacity.