GTM Enablement - Expansion

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 ...

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.

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.
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

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
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