Senior GTM Enablement Manager

🕒 May 12

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Grafana Labs

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2014

🏢 Enterprise

☁️ SaaS

🤖 Artificial Intelligence

Enterprise • SaaS • Artificial Intelligence

Grafana Labs is a company that specializes in open-source observability technologies and solutions. It offers a comprehensive suite of tools for logging, metrics, tracing, and profile management with products like Grafana, Loki, Tempo, and Mimir. Their offerings are designed to help businesses visualize, monitor, and alert on data from various sources, providing capabilities such as anomaly detection, root cause analysis, and service level objective management using AI/ML insights. Grafana Labs provides both cloud-based and self-managed solutions, ideal for infrastructure, application, and frontend observability. Additionally, their platform supports integration with various data sources like Prometheus and OpenTelemetry, making them a key player in the observability and infrastructure monitoring space.

📋 Description

• Own AMER regional & segment-specific sales enablement • Partner with AMER Sales leadership and frontline managers to understand business priorities, segment-specific needs, skill gaps, and near-term execution challenges. • Use sales data, field inspection, and leader feedback to identify where enablement can have the greatest impact across AMER segments, teams, and sales motions. • Create and execute targeted enablement plans that improve seller productivity, pipeline quality, opportunity progression, and sales execution consistency. • Serve as a strategic enablement partner to AMER Sales leaders, helping prioritize requests, clarify tradeoffs, and ensure enablement work ladders to measurable business impact. • Bring AMER field insights (objections, competitive patterns, messaging clarity issues, discovery gaps, qualification breakdowns, and sales process friction) back to GTM Enablement, Product Marketing, RevOps, and Sales leadership. • Build new enablement programs based on AMER needs, including workshops, simulations, manager toolkits, deal inspection exercises, role plays, and reinforcement plans. • Adapt existing global or regional enablement programs to AMER priorities, field realities, segment differences, and operating rhythms. • Partner with the EMEA enablement lead to share learnings, reuse strong programs where relevant, and adapt successful regional work for AMER audiences. • Build a “for the field, by the field” model by partnering with top-performing AEs, sales managers, and regional SMEs to co-create and co-deliver sessions grounded in real customer conversations. • Design enablement that is practical, engaging, interactive, and action-oriented — not slide-heavy or theoretical. • Measure program effectiveness using existing business and sales execution indicators such as pipeline generation, P→QP conversion, opportunity progression, stage hygiene, QP→win rate, ramp indicators, manager adoption, and participant feedback. • Own reinforcement of Command of the Message and MEDDPICC for AMER Sales through practical, field-centric programming. • Translate frameworks into repeatable seller behaviors that show up in discovery, qualification, opportunity progression, New Business Meeting preparation, deal strategy, and manager coaching. • Partner with AMER frontline managers to embed enablement into team meetings, pipeline reviews, forecast calls, deal reviews, and coaching moments. • Support global sales onboarding by delivering existing training modules virtually and in person, then reinforcing core behaviors for AMER new hires after onboarding as they ramp. • Coordinate targeted ramp reinforcement moments for new cohorts based on observed gaps, manager input, and early productivity signals. • Expected annual travel is approximately 10–20% for onboarding, regional workshops, QBRs, kickoffs, and other key field moments.

🎯 Requirements

• 3+ years in GTM enablement, sales leadership, sales operations, or a closely related role within B2B SaaS or enterprise technology. • 2+ years prior quota-carrying experience or equivalent deal-facing role. • Demonstrated experience enabling sellers in complex, multi-stakeholder sales cycles. • Command of the Message experience (required). • MEDDPICC experience (required). • Excellent facilitator: you can run engaging sessions for sellers and drive participation, practice, and behavior change. • Strong cross-functional partner who can influence without authority and align stakeholders on priorities and tradeoffs. • Data-informed and field-oriented: you use metrics and qualitative signals to diagnose gaps and build practical programs. • Comfortable in fast-moving, high-growth environments where priorities shift and programs need to improve quickly. • Willingness and ability to travel within AMER for in-person workshops and key field moments (as needed).

🏖️ Benefits

• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose. • Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. • Transparent Communication – Expect open decision-making and regular company-wide updates. • Innovation-Driven – Autonomy and support to ship great work and try new things. • Open Source Roots – Built on community-driven values that shape how we work. • Empowered Teams – High trust, low ego culture that values outcomes over optics. • Career Growth Pathways – Defined opportunities to grow and develop your career. • Approachable Leadership – Transparent execs who are involved, visible, and human. • Passionate People – Join a team of smart, supportive folks who care deeply about what they do. • In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. • Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.