Director, Forward Deployed Engineering & AI GTM

About the Role:

The Director, Forward Deployed Engineering & AI GTM Lead owns the technical execution, go-to-market effectiveness, and organizational adoption of Aircall's AI Communication Agent.

This role leads and scales the Forward Deployed Engineering (FDE) team while remaining closely engaged in customer-facing work to ensure consistency, quality, and impact across all deployments.

Operating at the intersection of Applied AI, technical delivery, and go-to-market execution, this leader works across Sales, Account Management, Product, Engineering, Marketing, and Support to ensure AVA is successfully positioned, implemented, and scaled. The role plays a critical part in shaping how Aircall brings AI to market - translating field execution into repeatable models, and customer learnings into product and GTM evolution.

Key Responsibilities:

• Lead, coach, and grow the Forward Deployed Engineering team from 6 FDEs today to 20 by EOY '26, setting clear standards for technical excellence, execution rigor, and customer impact.
• Stay closely involved in active customer engagements and strategic initiatives, providing technical guidance, solution direction, and senior-level support where needed.
• Drive strong AI Agents go-to-market execution by embedding disciplined operating practices across the team, including pipeline hygiene, forecasting accuracy, and effective collaboration with Sales, AM, SE, Partners, and CEs.
• Pilot the team using data-backed operating models, defining and tracking clear input and output KPIs to assess performance, drive accountability, and accelerate AI Agent adoption (e.g., activity metrics, time-to-value, deployment quality, usage and revenue impact).
• Maintain deep technical credibility by staying close to the product and real-world use cases - comfortable coding in at least one language and highly fluent with APIs, integrations, and modern system architectures.
• Guide the design and delivery of scalable AI Agent deployments, including integrations with CRMs, help desks, and System-of-Truth platforms.
• Build and evolve playbooks, reference architectures, and deployment frameworks that enable repeatable, high-quality execution as the team scales.
• Lead cross-functional programs focused on AI Agents success, coordinating efforts across Product, Engineering, Marketing, Support, and GTM teams.
• Represent field execution and customer needs in close partnership with Product and Engineering, influencing roadmap priorities and delivery decisions.
• Drive internal enablement and upskilling across GTM teams, ensuring Aircall Voice Agent is clearly understood, well-positioned, and effectively adopted.

Qualifications:

• 7+ years of experience in technical sales, solutions engineering, forward-deployed engineering, or professional services roles, with prior people-management experience strongly preferred.
• Strong entrepreneurial mindset, as this is a startup within a startup (even better if former founder)
• Strong technical foundation, including hands-on experience with APIs, integrations, and data-driven systems; ability to code in at least one language (e.g., Python or JavaScript).
• Demonstrated ability to lead execution in complex, cross-functional environments while staying close to the field.
• Experience working within overlay or specialist GTM models, with strong understanding of sales cycles, forecasting, and execution best practices.
• Proven ability to build scalable playbooks and operating models that move teams beyond ad hoc delivery.
• Excellent communication and stakeholder management skills, translating between technical and business audiences.
• Strong interest in AI and applied automation; prior experience in AI, conversational AI, or adjacent domains is a significant plus.
• Experience with CRMs, help desks, and System-of-Truth architectures is highly desirable.

What Success Looks Like:

• Agents are consistently deployed with high quality and clear business impact across customers.
• The FDE team scales effectively with shared standards, reusable frameworks, and predictable execution.
• Go-to-market execution for Agents is disciplined, data-driven, and improving quarter over quarter.
• Cross-functional teams operate with strong alignment around AI Agents' priorities, launches, and roadmap decisions.
• Field learnings continuously inform product evolution and GTM strategy, strengthening Aircall's leadership in applied AI.