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Field Insights & Excellence Manager



San Francisco, CA, USA · Austin, TX, USA
Posted on Friday, April 12, 2024

We’re seeking an accomplished operator to take on a pivotal role in enhancing the productivity of our sellers. As a key member of the Revenue Strategy & Operations’ Enablement Team, this position will focus on changing seller behavior by developing and managing a portfolio of field-facing assets, dashboards & internal tools specifically aimed at empowering the field for improved performance. The successful candidate will work closely with the sales team and directly engage with Airtable’s Central Analytics & Data Engineering teams to create internal applications that address the evolving needs of our go-to-market teams. This role requires a strategic mindset to analyze existing challenges, propose innovative solutions, take ownership of outcomes, and continually refine the portfolio to drive increased productivity. Please Note: This is an IC position.

What you'll do

  • [Transform Airtable selling behavior] Maximize Data-informed selling - increasing Pipe Gen, increasing ASPs, decreasing sales cycle lengths, and improving customer experience
  • [Productivity Enhancement Applications] Drive the design, development, and implementation of a suite of ai-enabled field-facing applications strategically crafted to enhance the efficiency of our sellers.
  • [Adoption Training] Work in partnership with go-to-market leadership and trainers to ensure seamless field adoption of the tools and applications within your portfolio.
  • [Operational Insight] Utilize operational data analysis, customer interaction audits, and close collaboration with go-to-market teams to gain insights into optimizing our seller-focused strategies.
  • [Seller Productivity Dashboards] Lead the development of a comprehensive set of certified, seller-centric Sales Performance metrics and dashboards.
  • [Data Model Optimization] Collaborate closely with Airtable’s Data Engineering & Central Analytics teams to fine-tune and optimize our expanding data model to better support seller productivity initiatives.
    • Note: During peak times, this role may be expected to work outside of standard work hours to fulfill time sensitive responsibilities.

Who you are

  • 7+ years of proven experience in program management, operations, sales enablement, or a related field.
  • Demonstrated success in designing and implementing field-facing applications or tools to enhance seller productivity.
  • Expert 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.
  • Strong proficiency in data analytics, dashboard creation, and familiarity with sales performance metrics.
  • Experience working with data engineering teams to optimize data models.
  • Proven ability to analyze operational data, audit customer interactions, and derive actionable insights to optimize go-to-market strategies.
  • Excellent collaboration skills with a track record of working effectively with cross-functional teams, including direct engagement with field teams and central analytics teams.
  • Strong communication skills, with the ability to convey complex concepts in a clear and concise manner.
  • Experience in training and ensuring the adoption of tools and applications by field teams.
  • Proven project management skills, including the ability to take ownership of outcomes, meet deadlines and manage multiple initiatives simultaneously.
  • Demonstrated ability to adapt to evolving business needs and technologies in a dynamic environment.
  • Experience in developing and implementing frameworks for measuring and driving targeted behavioral changes associated with key initiatives.
  • Nice to Haves:
    • Bachelor's degree in Business, Marketing, Analytics, or a related field. A relevant master’s degree is a plus.
    • Familiarity with SaaS or technology industries is preferred.
    • Proactive in staying updated on industry trends, best practices, and emerging technologies relevant to sales enablement and productivity.
    • Experience using generative AI to solve GTM challenges

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.

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If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.

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 units, and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable.

For work locations in the San Francisco Bay Area, New York City, and Los Angeles, the base salary range for this role is:
$161,500$210,400 USD
For all other work locations (including remote), the base salary range for this role is:
$145,400$189,400 USD

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