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AirOps is a full-service platform helping brands achieve visibility and growth in the age of AI search. As consumers increasingly rely on AI agents (ChatGPT, Claude, Gemini) to discover and purchase products, traditional growth strategies are being rewritten. AirOps works with category leaders including Ramp, Chime, Airbnb, ServiceNow, and Rippling to drive visibility and accelerate growth from AI search channels.
You will serve as an Enterprise Strategy Lead, an individual contributor role that partners closely with Account Executives throughout the enterprise sales process. Your primary responsibilities include:
- Lead strategic discovery conversations with senior buyers to understand their business goals, marketing investments, priorities, and constraints.
- Build comprehensive account strategies recommending initial programs across AI-search channels, with clear rationale, expected outcomes, and expansion paths.
- Own research and analysis end-to-end: identify needed data, conduct analysis, and translate findings into compelling narratives for CMOs and senior marketing leaders.
- Shape enterprise deals by working alongside Account Executives in daily deal discussions to strengthen business cases, improve win rates, and define appropriate program sizing.
- Qualify opportunities by assessing customer fit, expansion potential, and alignment with AirOps' capabilities.
- Coordinate cross-functional specialists (product, research, channel experts) by bringing them in with clear questions and focused briefs.
- Build repeatable playbooks by translating successful deal strategies into discovery frameworks, account planning tools, and sales enablement materials that the broader sales team adopts.
This role is ideal for someone who can move fluidly from raw data through rigorous analysis to persuasive recommendations, and who thrives working through ambiguity while building scalable approaches.
REQUIREMENTS:
- 4+ years of experience at a leading management consulting firm (McKinsey, Bain, BCG, or equivalent) ideally within growth, marketing, or go-to-market practices
- Demonstrated experience developing and presenting growth or marketing strategy recommendations to CMOs and other senior marketing leaders
- Direct experience working alongside sales teams on active enterprise opportunities
- Strong understanding of marketing budgets, channel investment decisions, and their connection to business outcomes
- Ability to work independently from raw data through analysis to clear, persuasive recommendations
- Sound judgment about when specialist expertise is needed and how to brief experts effectively
- Comfort working through ambiguity and building repeatable approaches iteratively
NICE TO HAVE:
- Startup experience
- Familiarity with AI search, SEO, or content marketing
- Experience creating enablement materials and frameworks that sales teams actively use
