GTM Enablement - Expansion

Job description

ABOUT ELEVENLABS ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $11B - multiples of 11, always. We have expanded from voice into three main platforms: - ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. - ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. - ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. HOW WE WORK - High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. - Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you. - AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. - Excellence everywhere: Everything we do should match the quality of our AI models. - Global team: We prioritize your talent, not your location. WHAT WE OFFER - Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible. - Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities. - Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend. - Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose. - Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy. - Co-working: If you’re not located near one of our main hubs, we offer a monthly co-working stipend. ABOUT THE ROLE We're hiring our first GTM Enablement – Expansion to build the foundation of how ElevenLabs enables its global revenue teams to drive adoption, expansion, and retention. This is a 0-to-1 builder role. You will define the strategy, build the infrastructure, and execute hands-on as we scale. What sets this role apart: we're looking for someone with a technical foundation and deep understanding of the post-sale motion. You've been in the room for complex customer implementations, usage reviews, and cross-sell negotiations. You know how to navigate and enable sellers to find new buyers across a multi-product enterprise platform. You understand what it takes for a revenue team to drive cross-product adoption and identify and close expansion opportunities, because you've been that person. This role sits within GTM Enablement and reports to the GTM Enablement Lead, North America. You will work in close partnership with: - Account Management leads, North America and International (owning customer expansion) - Revenue leadership (owning commercial strategy) - Product and Product Marketing (owning roadmap, messaging, and use case development) You will support a global team of AMs and AEs across North America, EMEA, LATAM, and APAC. While expansion enablement is your primary focus, you'll also support GTM Enablement across SDR and new business motions as needs arise. This is a full-stack enablement role on a lean team; you'll build content, deliver training, design e-learning, and flex across audiences as the business requires. WHAT YOU'LL DO - Own the expansion enablement foundation: Define what "Expansion Ready" and "Retention Ready" mean at ElevenLabs and build the playbooks, training content, and scalable frameworks to get AMs and AEs there - Drive revenue and expansion excellence: Build cross-sell and upsell playbooks covering expansion discovery, multi-product positioning, and deal execution; design enablement for identifying expansion signals including usage patterns, new use cases, stakeholder mapping, and whitespace analysis; and enable revenue teams to articulate the full ElevenLabs platform story across Creative, Agents, and API to drive multi-product adoption - Build the full expansion program: Create structured onboarding journeys covering product mastery, customer lifecycle management, health scoring, and renewal execution; develop adoption playbooks, churn prevention frameworks, and business review enablement; and build technical fluency programs so AMs and AEs can confidently discuss APIs, agent configurations, and integrations - Build and maintain enablement content: Develop playbooks, training decks, videos, workshops, LMS content, role-play scenarios, call libraries, and coaching frameworks in close partnership with Product Marketing, Sales, and Product - Operate AI-natively: Use ElevenLabs' own voice and agent technology to create localized, voice-enabled training and AI-powered practice environments; default to AI tools to research, draft, and build faster, and coach others to do the same - Deliver and scale training: Facilitate live virtual workshops and certifications across regions and time zones while designing async learning paths that scale globally - Measure what matters: Define and track enablement KPIs (ramp time, NRR, gross retention, expansion pipeline) and use data and feedback to continuously connect enablement efforts to business outcomes REQUIREMENTS - 4–7+ years of experience in account management, customer success, sales enablement, solutions engineering, or GTM enablement at a SaaS or platform company - At least 3 years in a customer-facing role (CSM, AM, AE, Solutions, or similar) with direct experience driving adoption, retention, and/or expansion and proven quota excellence - Technical fluency: you can navigate API documentation, understand integration architectures, and credibly discuss technical implementations - Proven experience building enablement programs from scratch in fast-moving environments, with full-stack skills across live facilitation, content creation, e-learning development, and presentation design - Strong stakeholder management skills across Customer Experience, Sales, Product, and Marketing - Analytical mindset with experience defining and tracking enablement effectiveness; familiarity with Salesforce, Sigma, and Gong strongly preferred - AI-native operator: you use AI tools fluently in your daily work and can articulate how to embed them into enablement programs and workflows Nice to haves: - Experience at a high-growth AI/ML, developer tools, or API-first company - Background in voice AI, conversational AI, or contact center technology - Familiarity with usage-based pricing models and consumption-driven expansion - Experience enabling both AM and AE roles within the same organization LOCATION Remote-first, globally distributed role. We have a strong preference for candidates based in NYC, DC, or SF to enable close collaboration with both the Sales Enablement and Customer Success leads. Exceptional candidates outside of North America will be considered if they can operate effectively across US and European time zones. We are an equal opportunity employer and do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or other legally protected statuses.