Senior GTM Enablement Manager | United States | Remote

Grafana Labs

1d•Remote

About The Position

Grafana Labs is seeking a Senior Sales Enablement Manager, AMER to lead the creation and execution of regional and segment-specific enablement programs for the AMER Sales organization. This role involves close collaboration with AMER Sales leadership, frontline managers, GTM Enablement teammates, and field SMEs to identify key needs and develop practical programs that enhance seller productivity, consistency, and execution quality. The position is a senior individual contributor role focused on Sales Enablement, aiming to drive behavior change through programs that improve discovery, qualification, deal execution, pipeline quality, and adherence to Grafana’s sales process and methodology. Expertise in Command of the Message and MEDDPICC is required, along with fluency in sales frameworks and the ability to coach them credibly in live deal contexts. The role requires adapting global programs to AMER needs, collaborating with the EMEA enablement lead, and developing new programs based on data and field feedback.

Requirements

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).

Responsibilities

Own AMER regional & segment-specific sales enablement
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 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.
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.