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Posted May 11Senior GTM Enablement Manager | United States | Remote
at Grafana Labs
United StatesRemote
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Responsibilities
- Own AMER regional & segment-specific sales enablement
- Create and execute targeted enablement plans that improve seller productivity, pipeline quality, opportunity progression, and sales execution consistency.
- Build, adapt, and deliver field-centric programs
- 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.
- Build a âfor the field, by the fieldâ 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 â not slide-heavy or theoretical.
- Measure program effectiveness using existing business and sales execution indicators such as pipeline generation, PâQP conversion, opportunity progression, stage hygiene, QPâwin 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.
- 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.
Requirements
- There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps.
- Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack , both featuring scalable metrics ( Grafana Mimir ), logs ( Grafana Loki ), and traces ( Grafana Tempo ).
- This role will partner closely with AMER Sales leadership, frontline managers, GTM Enablement teammates, and field SMEs to identify the highest-impact needs across the region and translate them into practical programs that improve seller productivity, consistency, and execution quality.
- You must be highly fluent in sales frameworks and able to coach them credibly in live deal context, especially in an organization where sellers and leaders may have different levels of baseline experience.
- 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.
- Command of the Message experience (required).
- MEDDPICC experience (required).
- Willingness and ability to travel within AMER for in-person workshops and key field moments (as needed).
- Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings.
Experience
- 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
Benefits
- Compensation & Rewards:
- In the US, the OTE (On-Target Earnings) compensation range for this role is $178,000 - $215,000.
- Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process.
- *Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific marketâs defined pay range &
- 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.
- Equal Opportunity Employer: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique.
Additional details
- Grafana Labs is a remote-first, open-source powerhouse.
- The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France.
- Weâre scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work.
- Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
- You may not meet every requirement, and thatâs okay. If this role excites you, weâd love you to raise your hand for what could be a truly career-defining opportunity. The Opportunity
- Grafana Labs is looking for a Senior Sales Enablement Manager, AMER to own the creation and execution of regional and segment-specific enablement programs for the AMER Sales organization.
- This is a senior individual contributor role focused specifically on Sales Enablement .
- You will build and deliver programs that change behavior in the field: stronger discovery, tighter qualification, better deal execution, improved pipeline quality, and more consistent application of Grafanaâs sales process and methodology.
- This role is not simply about rolling out global programs.
- You will be expected to adapt existing enablement programs to AMER regional and segment needs, partner with the EMEA enablement lead to bring relevant programs and learnings into AMER where appropriate, and build new programs based on data, field observations, and feedback from AMER Sales leaders.