Senior GTM Enablement Manager | EMEA | Remote
Confirmed live in the last 24 hours
Grafana Labs
Job Description
Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.
About the role:
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. 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.
What You’ll Be Doing:
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Own regional enablement strategy & execution (EMEA)
- 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 global onboarding delivery + post-onboarding ramp in-region
- 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