Senior GTM Enablement Manager, EMEA (Remote, United Kingdom)

Position Overview

• Location Type: Remote
• Job Type: Full-time
• Salary: GBP 97,000 - GBP 118,000 (OTE in the United Kingdom)

Grafana Labs is seeking a Senior GTM Enablement Manager to join its 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, extending their value by addressing regional needs in EMEA and APAC to optimize performance. The successful candidate will collaborate closely with Sales and Sales Leadership in these regions to identify enablement requirements, and then coordinate with Enablement leadership to develop, deliver, and maintain these regional programs. They will also assist in the local delivery of existing programs. Reporting to the Director of GTM Enablement, this position is part of a dedicated team of Sales Enablement professionals.

The ideal candidate possesses a strong desire to work with sellers and sales leaders, ensuring an exceptional customer experience throughout their journey. Mastery of critical selling skills and experience in training sellers on these skills is essential. This role requires the ability to balance strategic planning with hands-on execution, developing and delivering 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 for efficiency gains.
• Experience with MEDDPICC and Command of the Message is preferred.
• Demonstrated program management experience in delivering enablement programs with measurable business impact.
• Strong project management skills, including planning, attention to detail, managing multiple tasks, collaborating with cross-functional teams, and navigating ambiguity to achieve results.
• Excellent facilitation and presentation skills, suitable for diverse audiences from individual contributors to senior leaders.
• Proven ability as a 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" work ethic.
• Experience and skill in working remotely with international teams, as Grafana Labs is a remote-first company.
• Adaptability to a high-growth environment where job duties may be varied and complex, requiring strong judgment, collaboration, and leadership.

Responsibilities

• Engage regularly with Regional VPs, Sales Directors, and sellers to:
  • Identify regional current and future enablement needs.
  • Develop strategic plans to address identified needs.
  • Assess AE competency and performance areas for improvement.
  • Build plans with first-line managers to drive performance enhancements.
• Collaborate with Subject Matter Experts (SMEs) to adapt existing training 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 (estimated annual travel: 10-20%).
• Partner with Enablement Operations to track and measure enablement program engagement and impact.
• Regularly report program results to key business stakeholders.

Company Information

Grafana Labs is the company behind Grafana, the open-source visualization tool used by over 20 million users. Benefits include equity, bonus (if applicable), and other benefits detailed on their careers page.