Field Enablement Partner, Strategic Sales

The Field Enablement Partner at Airtable is responsible for leading enablement efforts for the Strategic Sales team, which involves developing and executing a comprehensive enablement strategy, designing role-specific training programs, and maintaining essential resources to enhance seller productivity. You'll act as a subject matter expert and collaborate closely with sales leadership to align enablement efforts with actual workflows, ensuring sellers have the tools they need to excel in complex sales situations.

To qualify for the Field Enablement Partner role at Airtable, candidates should possess over 10 years of experience, ideally encompassing enterprise SaaS sales and sales training roles. Strong communication skills and the ability to create and deliver impactful enablement programs independently are also essential. Furthermore, experience in solving complex challenges using data analysis will be a significant asset.

Collaboration plays a crucial role for the Field Enablement Partner at Airtable. You'll be working cross-functionally with various teams, including Sales, Marketing, and Product, to ensure alignment on sales methodologies, resources, and overall enablement strategies. Building strong relationships within the Strategic Sales team is key to understanding their needs and challenges effectively.

Yes, the Field Enablement Partner at Airtable can expect to travel about 10-20% of the time. This travel is primarily for team events and regional training sessions, offering a chance to deepen relationships with the sales team and enhance enablement initiatives in various locations.

Airtable values experience in solution-based selling methodologies. Candidates who hold certifications in training methods such as ‘Command of the Message,’ MEDDICC, or Value Selling are highly regarded. The company seeks individuals excited to apply these methodologies and enhance the enablement programs tailored to the needs of the Strategic Sales team.

In answering this question, illustrate your past experiences by sharing specific examples of enablement programs you've designed or delivered. Focus on the challenges you faced, how you addressed them, and the measurable impact these programs had on sales performance.

When discussing data analysis, emphasize your approach to gathering metrics and obtaining feedback from sales interactions. Share specific tools or methods you use to refine enablement strategies based on data insights and how it informed your training or resource development.

Highlight collaborative experiences that demonstrate your ability to communicate effectively and work cross-functionally. Provide details about the project, your role, and the outcome, showcasing how together with other team members, you achieved success.

In your response, outline a systematic approach to assessing enablement needs, including gathering input from sales reps, analyzing performance metrics, and staying tuned to market dynamics. Discuss how you would ensure that your priorities align with the team's immediate goals.

Discuss how you actively seek feedback from sales teams to continuously refine enablement programs. Provide examples of how you've used both positive and constructive feedback to adapt training sessions or resources.

To answer this, focus on innovative training methods you've utilized that foster engagement, such as interactive workshops or hands-on activities. Share metrics that demonstrate the effectiveness of these methods, highlighting participant feedback or improved sales performance.

Talk about your approach to addressing resistance, which may involve open communication, demonstrating the value of new processes, and offering additional support or resources. Highlight any past experiences where you've successfully navigated these challenges.

Share a specific case study of an enablement initiative you spearheaded, detailing the objectives, the steps you took, and how you measured success. Focus on the tangible results and what you learned to improve future initiatives.

Outline your methods to evaluate program effectiveness, such as follow-up surveys, performance assessments, and observing sales outcomes post-training. Emphasize the importance of adjusting based on these assessments to ensure ongoing improvement.

In your response, share your passion for sales enablement and how it aligns with your professional values. Discuss personal experiences that inspire you to empower sales teams, drive performance, and embrace challenges within this dynamic field.