As a member of the Sales Operations Team, you’ll play a critical role in the execution of Airtable’s go-to-market motion. In this role, you’ll be a key driver of operational excellence across our go-to-market (GTM) organization, supporting scalable revenue growth and empowering our Sales and Customer Success teams. You will  partner cross-functionally with Sales Leadership, RevOps, Finance, Enablement, and Systems teams to evolve Airtable’s GTM systems, processes, and data infrastructure. This is a highly collaborative and visible role that blends analytics, systems thinking, and program execution to ensure our revenue teams have the insights, structure, and tools to succeed.

What you'll do

• Own GTM Data Integrity & Enrichment: Lead our account enrichment strategy, defining data quality excellence standards. Maintain clean account hierarchies, ownership rules, and optimize enrichment from sources like ZoomInfo and Clearbit to ensure consistent CRM data integrity.
• Territory Operations & Analytics: Execute territory assignments in line with territory strategy guiding principles and track and analyze territory performance metrics including coverage, penetration, and productivity; create regular territory health reports and dashboards to identify imbalances and recommend rebalancing strategies
• High Quality Operational Support: Manage a team of contractors, ensuring consistent delivery of high-quality operational support. Oversee and triage the Sales Ops ticket channel, responding to requests in line with defined SLAs.
• Process & Systems Enhancement: Support major systems enhancements and new tool rollouts to support the lead-to-order process, from documenting business requirements through to UAT, adoption, and hypercare. Streamline existing workflows through automation and reinforce account hygiene best practices.
• Long-Term Innovation: Identify opportunities to transform Sales Operations through AI and emerging technologies; anticipate future business needs and design innovative operational models that position Airtable’s GTM for sustained success
• Sales Planning & Coverage Execution: Partner with Sales Strategy and Revenue Leadership to execute annual territory planning process including data enrichment and territory carving workstreams
• Partnership Across Functions: Serve as a trusted partner to Sales, Customer Success, Finance, and Enablement teams to maintain operational alignment and business continuity.

Who you are

• You have 7+ years of experience leading cross-functional projects within global SaaS sales organizations
• You possess deep knowledge of Salesforce Sales Cloud and proficiency with sales engagement platforms (ZoomInfo, Ringlead, Clearbit, Outreach, Gong, LeanData, etc.)
• You are proactively taking steps to discover & implement AI solutions in your daily work
• You have proven experience in data enrichment strategy and implementation
• You're a high EQ communicator who can translate complex business issues into clear, actionable insights
• You have a track record of successfully implementing systems improvements and process optimization
• You're a strategic thinker who can transform business needs into operational solutions
• You have a "roll up your sleeves" mentality with meticulous attention to detail
• You thrive in fast-paced, evolving environments with a high degree of adaptability
• You take pride in measuring results through quantitative metrics and accountability
• You maintain a customer service mindset with commitment to transparent communication and realistic SLAs

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. 

VEVRAA-Federal Contractor

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.

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