Senior GTM Enablement Manager, Grafana Labs
CA$180.9-217.1k
OTE
+ RSUs
More information about location
Open & composable observability platform
Be an early applicant
Open & composable observability platform
1001+ employees
Be an early applicant
CA$180.9-217.1k
OTE
+ RSUs
More information about location
1001+ employees
Company mission
To unite data, no matter where it lives, and empower its users to analyze, take action, and make smart decisions.
Role
Who you are
- 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)
What the job involves
- Grafana Labs is looking for a Senior Sales Enablement Manager, NORAM to own the creation and execution of regional and segment-specific enablement programs for the AMER Sales organization
- 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
- 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 Grafana’s sales process and methodology
- Command of the Message and MEDDPICC expertise are required. 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
- 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
- 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, 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
- 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
- Reinforce adoption through managers, onboarding, and operating rhythm
- 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
Our take
Observability plays a crucial role in software development, where dashboards are pivotal for monitoring the health of IT infrastructure across an organization. However, for developers, the frustration of spending unnecessary time navigating between different dashboards to find the latest information detracts from valuable programming time.
Grafana creates customizable observability platforms for its clients, to enhance the efficiency of this process. Its offerings include cloud-based data structures, dashboards, API plugins, and collaboration tools. The company boasts over 25 million users globally, with a customer base exceeding 5,000 and including prominent names like Bloomberg, PJ Morgan Chase, eBay, PayPal and Sony.
While Grafana provides free plans with a simplified tool package, the Grafana Enterprise Stack offers customized solutions on a monthly subscription. The company's continues to improve to meet the evolving needs of its users, enhancing functionality with each iteration. It also fosters community engagement by enabling users to share their Grafana dashboards with the broader open-source community.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
49% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2024
$270m
SERIES D
Apr 2022
$240m
SERIES D
Total funding: $805.2m
Company benefits
- Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
- Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
- Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
- Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
- Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
- Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
- Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
- Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption
- Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
Company HQ
Financial District, New York, NY
Leadership
Raj Dutt
(CEO & Co-Founder)Currently a Board Member at NSONE. Previously founded Voxel where they served as the CEO for 12 years. They also served as the Senior Vice President of Technology at Internap Network Services.
Torkel Ödegaard
(Co-Founder)Graduated from Mälardalen University with a Master's in Computer Science. Founder of Coding Instinct. Previously worked as a Consultant at H&M, Avega, and Ebay.
Anthony Wood
(Co-Founder)Previously worked at Visa and Voxel as a Senior Systems Engineer. They also have Systems Engineering experience at PalVision and iiNet.
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