Sales onboarding, reinvented.

For a GetYourGuide account executive, success hinges on convincing sales conversations: explaining the marketplace model, articulating its value to supply partners, and guiding them onto the platform. Building those skills at scale – across 16 offices, 90+ nationalities, and dozens of languages – called for a new approach. With reps selling into highly diverse markets, often in their native languages, consistent training was a structural challenge no headquarters-led program could solve.

GetYourGuide redesigned onboarding from the ground up: the AE Academy, a cohort-based program with Jam's AI-powered sales simulations at its core. Every simulation mirrors the exact supplier conversations AEs face in the field, available on demand in any language. The Academy also introduced GetYourGuide's first formal skills-based seller certification – a realistic, challenging simulated sales call reps must pass to complete onboarding, giving managers an objective signal of readiness before a rep ever speaks to a real supplier.

Completing an average of 30+ simulations per week, reps made their first real calls having already worked through the toughest conversations dozens of times – without burning a single lead. Many who passed with less-than-perfect scores went back voluntarily: 'I will not accept anything less than 100' became a common refrain. 94% of reps recommended the program, role plays were rated 4.2/5, and cold-call practice ranked among the top 3 most valued learning activities. Managers, who previously lost almost a month of bandwidth onboarding each new hire, got that time back.