Aaron Farley

GTM Enablement Leader & Advisor | First Principles Builder | Revenue-Tied Programs Across Sales, SE, CS & Partners | Building for the AI-Enabled GTM Org

IIndependent Consultingex-Sun Microsystemsex-InsideView, Inc

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GTM Enablement leader with 15+ years building and scaling enablement organizations that accelerate revenue, reduce ramp time, and strengthen enterprise selling motions across Sales, SE, CS, and Partner teams.

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I started my career in product internationalization, program management, solution engineering, and direct sales before moving into enablement. That end-to-end perspective shapes how I build — and how I think. I approach GTM enablement from first principles: rather than inheriting frameworks or retrofitting training programs, I start with the question of what each role actually needs to execute at their best — at hire, at month six, and three years in. That means onboarding is just the entry point. The harder and more valuable work is everboarding — the continuous development systems that keep experienced reps sharp, help teams adapt to market shifts, and translate GTM strategy into daily execution. I design for the full performance lifecycle, not just the ramp. The work I care most about sits at the intersection of people, process, and performance: programs tied to revenue outcomes, not activity metrics; conversation intelligence and CRM data unified into a single source of truth; enablement in the room for GTM decisions, not downstream of them. I'm also focused on where AI is taking this function. I use generative AI to personalize coaching at scale, accelerate content creation, surface pipeline insights, and drive more consistent deal execution. The enablement leaders who can't quantify impact will be replaced by the ones who can automate it.