Aircall is a unicorn, AI-powered customer communications platform used by 22,000+ companies worldwide to drive revenue, resolve issues faster, and scale customer-facing teams. We’re redefining customer communications by bringing voice, SMS, WhatsApp, and AI together into one seamless workspace.
Our momentum comes from a simple idea: help teams work smarter, not harder. Aircall’s AI Voice Agent automates routine calls, AI Assist streamlines post-call work, and AI Assist Pro delivers real-time guidance so people can do their best work. The result is higher revenue, faster resolutions, and teams that scale with confidence.
Aircall is headquartered in Paris, our European HQ, with a strong North American presence anchored in Seattle, our North American HQ, and teams across Madrid, London, Berlin, San Francisco, New York City, Sydney, and Mexico City. We’ve built a product customers love and a business that’s scaling quickly, backed by world-class investors and driven by rapid AI innovation across multiple product lines.
At Aircall, you’ll join a company in motion. We’re ambitious, product-driven, and execution-focused, with visible impact, fast decisions, and real growth.
How we work at Aircall: We’re customer-obsessed, data-driven, and focused on delivering meaningful outcomes. We value ownership, continuous learning, and thoughtful speed. If you thrive in a collaborative, fast-moving environment where trust and impact matter, you’ll feel at home here.
We are seeking an experienced Senior Manager to lead the Go-to-Market (GTM) Engineering team and drive business transformation. In this role, you will work cross-functionally with key stakeholders across Sales, Marketing, Customer Success, and Revenue Operations to design and implement scalable solutions that enhance operational efficiency and support revenue growth.
As the Senior Manager of the team, you will provide thought leadership, influence business strategies, and leverage your expertise in business process automation, system integrations, and data analytics to solve complex challenges. This is an opportunity to shape the future of our GTM technology landscape by leveraging your management skills and understanding of CRM and analytics tools.
Key Responsibilities:
- Act as a trusted advisor to executive leadership, collaborate with the team’s Principal Business Systems Engineer to evangelize your vision of a north-star GTMS architecture and provide strategic insights and recommendations to optimize GTM processes and systems.
- Lead complex, cross-functional initiatives to enhance business capabilities across the entire customer lifecycle from lead generation to revenue recognition.
- Define and implement best practices for business process automation, system integrations, and data governance.
- Collaborate closely with Sales, Marketing, Partnerships and Customer Success teams to identify opportunities for operational efficiencies and revenue growth.
- Translate high-level business objectives into actionable roadmaps, partnering with technical teams to implement scalable solutions.
- Evaluate Buy Vs Build options with an inclination to build in-house tooling when technically advantageous and cost-effective in the long run.
- Drive the adoption of low-code/no-code solutions (Salesforce Flows, Hubspot Workflows, Zapier, N8N, etc.) to enhance productivity and streamline operations.
- Oversee the design and execution of Salesforce and CPQ configurations, Hubspot configurations, reporting frameworks, and data enrichment strategies.
- Evaluate new technologies and trends, providing recommendations to enhance the GTM tech stack.
- Develop and present business cases for investments in technology and process improvements.
- Mentor and coach your team, fostering a culture of continuous learning and excellence.
Qualifications:
- 6+ years of experience in a Business Systems role with GTM focus, preferably in a SaaS or high-growth environment.
- 4+ years of experience being people manager of a team of business systems engineers and/or full stack software engineers.
- Expertise in Salesforce CRM, CPQ solutions, and Hubspot CRM .
- Strong technical knowledge of system integrations, API-driven workflows, and low-code automation tools in the GTM space.
- Development experience with Salesforce (APEX), HubSpot (Workflows with Python/JS), declarative automation, and workflow configuration.
- Deep understanding of business processes across Sales, Marketing, and Customer Success.
- Demonstrated ability to lead enterprise-wide projects with a focus on process optimization and efficiency.
- Proven track record in business process re-engineering and cross-functional stakeholder management.
- Strong analytical skills, with experience in creating data-driven reports and dashboards to support business decision-making.
- Excellent communication and leadership skills, with the ability to influence stakeholders at all levels of the organization.
- Experience working in Agile environments and applying project management methodologies such as Scrum or Kanban.
Preferred Skills:
- Experience with business process modeling, data analysis, and translating complex business needs into technical solutions.
- Salesforce developer/administrator certifications and Hubspot certifications.
- Familiarity with the broader GTM tech stack including sales engagement tools (Optreach, ZoomInfo, Lusha) and marketing automation tools.
- Strong analytical skills and familiarity with reporting tools such as Tableau, Power BI, Looker, Hex and SQL skills.
- Understanding of revenue operations strategies and their impact on business growth.
- Experience with change management frameworks to support business transformation initiatives.
Tools & Technologies You'll Work With:
- Salesforce (CRM, Apex, CPQ), HubspotMarketo, Impartner, Chili Piper.
- Low-code platforms for business automation and optimization.
- System integrations and API workflows to connect key business platforms.
- Reporting and analytics tools for data visualization and insights.
