Senior GTM Enablement Manager, EMEA (Remote, Germany)

Position Overview

• Location Type: Remote (Germany)
• Job Type: Full-time
• Salary: EUR 103,000 - EUR 130,000 OTE (On-Target Earnings)

Grafana Labs is seeking a Senior GTM Enablement Manager to join our expanding EMEA Go-To-Market (GTM) organization, with a focus on supporting both EMEA and APAC regions. This role will build upon existing global sales onboarding and in-seat seller enablement programs, concentrating on optimizing regional performance by addressing specific needs in EMEA and APAC.

The successful candidate will collaborate closely with Sales and Sales Leadership in EMEA and APAC to identify regional sales enablement requirements. Once these needs are defined and agreed upon, the manager will coordinate with Enablement leadership to develop, deliver, and maintain regional programs, while also assisting in the local delivery of existing global programs. This position reports to the Director of GTM Enablement and will be part of a dedicated Sales Enablement team.

The ideal candidate possesses a strong desire to work with sellers and sales leaders, aiming to enhance the customer experience throughout their journey with Grafana Labs. Mastery of critical selling skills and experience in training sellers on these skills are essential. This role requires a balance of strategic planning and hands-on execution, involving the development and delivery of role-based, interactive, and innovative blended learning solutions.

Requirements

• 2+ years of full-cycle software/SaaS sales experience with a proven track record of exceeding quota.
• 3+ years of experience in Sales Enablement, preferably within a high-growth SaaS company offering a technical product.
• Proficiency and confidence in utilizing AI tools to enhance efficiency.
• Experience with MEDDPICC and Command of the Message is preferred.
• Demonstrated program management experience in delivering enablement programs with measurable business impact.
• Solid project management skills, including work planning, attention to detail, managing multiple tasks/projects, collaborating with cross-functional stakeholders, and navigating ambiguity to achieve results.
• Excellent facilitation and presentation skills, suitable for diverse audiences ranging from individual contributors to senior leaders.
• Proven creative thinker capable of independently generating and implementing innovative ideas for learner engagement.
• Strong interpersonal skills and a collaborative team-player attitude.
• An enthusiastic "roll up your sleeves" mentality.
• Experience and proficiency in working remotely with international teams, as Grafana Labs is a remote-first company.
• Ability to adapt to varied and complex job duties in a high-growth environment, requiring strong judgment, collaboration, and leadership.

Responsibilities

• Regularly engage with Regional VPs, Sales Directors, and sellers to:
  • Identify regional current and future enablement needs and develop strategic plans to address them.
  • Assess AE competency and performance areas for improvement and create plans with first-line managers to drive enhancements.
• Collaborate with Subject Matter Experts (SMEs) to adapt existing training content and/or design and develop new content and training modules for delivery by yourself and SMEs.
• Deliver existing onboarding training modules virtually and in-person for new hire onboarding cohorts. (Expected annual travel: 10-20%).
• Partner with Enablement Operations to track and measure enablement program engagement and impact, reporting results regularly to key business stakeholders.

Company Information

Grafana Labs is the company behind Grafana, the open-source visualization tool used by over 20 million users worldwide.

Compensation and Benefits

• The OTE compensation range for this role in Germany is EUR 103,000 - EUR 130,000. Actual compensation will be determined by level, experience, and skillset as assessed during the interview process.
• Benefits include equity, bonus (if applicable), and other benefits detailed on the Grafana Labs careers page.