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.
Exceptional Communication: You can distill complex data into a clear narrative for executive leadership.
Entrepreneurial Spirit: You are a self-starter who identifies gaps and builds the solutions to fill them.

GTM Enablement Lead (12M FTC)

Job Description