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.
The Opportunity
Grafana Labs is looking for a Senior GTM Enablement manager to join our rapidly growing EMEA Go-To-Market (GTM) organization, supporting both EMEA and APAC. Our GTM Enablement team has built robust global sales onboarding and in-seat seller enablement programs. With this role, we will be focusing on extending the value of Sales Enablement by supporting regional needs for EMEA and APAC to optimize regional performance.
The person in this role will work closely with Sales and Sales Leadership in EMEA and APAC and identify regional sales enablement needs. Once defined and aligned on, the person in this role will coordinate with Enablement leadership to build, deliver and maintain these regional programs as well as assisting in the local delivery of existing programs. This role will report to our Director of GTM Enablement and will join a team of Enablement professionals focused purely on Sales Enablement.
The ideal candidate has a passion for working with sellers and sales leaders, helping ensure that our customers receive the best possible experience in their customer journey with us. This person should have mastery of critical selling skills and experience in training sellers on these skills. The right candidate will have comfort in balancing strategic planning with execution, as the person in this role will regularly be in the weeds, developing and delivering blended learning solutions that are role-based, highly interactive, and innovative.
What You’ll Be Doing
- Meet regularly with Regional VPs, Sales Directors and sellers to identify
- Regional current and future enablement needs, and build a strategic plan to address these needs
- AE competency and performance areas for improvement and build plans with first-line managers to drive improvement in these areas
- Working with SMEs, either adapt existing trainings and/or design and develop new content/trainings, that you and SMEs will deliver to address the needs identified
- Deliver existing onboarding training modules both virtually and in-person for new hire onboarding cohorts - Expected annual travel is 10-20%
- Work with Enablement Operations to track and measure enablement program engagement and impact, and regularly report results to key business stakeholders
What Makes You a Great Fit
- 2+ years of full cycle software/SaaS sales experience and track record of exceeding quota
- 3+ years of experience in Sales Enablement, preferably at a high-growth SaaS company with a technical offering
- Program management experience delivering enablement programs with a proven impact to the business
- Have solid project management skills including: planning work, managing details, keeping multiple tasks/projects on track, working with cross functional stakeholders, and navigating ambiguity to deliver results
- Excellent facilitation and presentation skills across a range of learner tenures from individual contributor to senior leader
- Proven creative thinker that independently generates and executes on innovative ideas for how to engage learners
- Team player with strong interpersonal skills
- Have an enthusiastic “roll up your sleeves” mentality
Bonus Points For
- Confident and competent in leveraging AI tools to drive efficiency
- Experience with MEDDPICC and Command of the Message preferre
- We are a remote first company, so you should be experienced and skilled at working remotely with an international team
- We’re a high growth company, so your job duties will be varied and complex and will require strong judgment, collaboration, and leadership
Compensation & Rewards
In the United Kingdom, the OTE (On-Target Earnings) compensation range for this role is GBP 97,000 - GBP 118,000.. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
- Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
Why You’ll Thrive At Grafana Labs
- Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
- Remote-First, Global Culture – Work from anywhere with collaboration at the heart of everything we do.
- Transparent Communication – Expect open decision-making and regular company-wide updates.
- Innovation-Driven – Autonomy and support to ship great work and try new things.
- Open Source Roots – Built on community-driven values that shape how we work.
- Empowered Teams – High trust, low ego culture that values outcomes over optics.
- Career Growth Pathways – Defined opportunities to grow and develop your career.
- Approachable Leadership – Transparent execs who are involved, visible, and human.
- Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
- In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
- Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.
Equal Opportunity Employer: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s the foundation of our organization as we grow.
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