Senior GTM Enablement Manager, Grafana Labs

• Command of the Message (CoM) and MEDDPICC expertise are required; you must be highly fluent in sales frameworks and able to coach them credibly, especially in organizations where not every seller or leader has the same baseline
• 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
• Culturally aware and adaptable across EMEA geographies; you design once and deliver flexibly
• Willingness and ability to travel within EMEA for in-person workshops and key field moments (as needed)

Desirable

• Grafana Labs is looking for a Senior GTM Enablement Manager, EMEA to own regional enablement strategy and execution across Sales and the broader GTM org
• You will be the in-timezone enablement leader for EMEA—extending global programs, adapting them for local market realities, and partnering closely with EMEA leadership to improve seller productivity and consistency
• This is a senior individual contributor role with regional ownership. You will drive enablement that changes behavior in the field: stronger discovery, tighter qualification, better deal execution, and a consistent sales culture
• Partner with EMEA Sales and GTM leadership to understand priorities, skill gaps, and near-term business needs, then design and deliver targeted enablement interventions
• Extend global enablement programs (sales plays, methodology reinforcement, content) and adapt them to EMEA market maturity, culture, and operating rhythms
• Own reinforcement of Command of the Message and MEDDPICC in EMEA through workshops, simulations, and live deal-based coaching–translating frameworks into practical, repeatable field behaviors
• Build a “for the field, by the field” model: co-create and co-deliver sessions with top performers and regional SMEs
• Act as the in-timezone point of contact for EMEA enablement requests, triaging needs and aligning expectations with stakeholders
• Bring field insights (objections, competitive realities, messaging clarity issues) back to global enablement, Product Marketing, and leadership
• Attend and participate in key in-region sales moments (e.g. QBRs, kickoffs) to stay close to the business, reinforce priorities, and identify real-time enablement needs
• Join core operating rhythm cadences (e.g. forecast calls, pipeline reviews, deal reviews) to observe execution, surface patterns and gaps, and translate what you see into targeted coaching, practice, and enablement programs
• Support the global onboarding program by delivering existing training modules both virtually and in-person for new hire cohorts (expected annual travel is 10-20%)
• Serve as a point of contact for EMEA new hires after the 6-week onboarding program as they ramp: reinforce core behaviors, share “how we win” patterns, and connect reps to the right SMEs and resources
• Coordinate targeted ramp reinforcement moments for new cohorts based on observed gaps and manager input
• As needed, help organize a small number of APAC sessions (logistics, scheduling, content routing) while regional SMEs or other owners drive delivery
• Focus remains EMEA-first; APAC involvement is intended to cover short-term coordination needs, especially during low time-zone overlap periods