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:

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 ramp reinforcement moments for new cohorts based on observed gaps and manager input.

Support APAC enablement coordination (limited, short-term)

* 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.

What Makes You a Great Fit:

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).

Bonus Points For:

Confident and competent in leveraging AI tools to drive efficiency
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 100,000 - GBP 121,000. 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:

100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
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.

Senior GTM Enablement Manager

EMEA

Remote

Senior

Grafana Labs