Senior GTM Enablement Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of sales enablement for the AMER region and specific segments.

• Collaborate with AMER Sales leadership and frontline managers to grasp business priorities, address segment-specific requirements, identify skill gaps, and tackle immediate execution challenges.

• Leverage sales data, field observations, and leader feedback to pinpoint areas where enablement can create the most significant impact across AMER segments, teams, and sales strategies.

• Develop and implement focused enablement plans that enhance seller productivity, improve pipeline quality, facilitate opportunity progression, and ensure consistent sales execution.

• Act as a strategic enablement partner to AMER Sales leaders, assisting in prioritizing requests, clarifying trade-offs, and ensuring that enablement efforts lead to measurable business outcomes.

• Gather insights from the AMER field (including objections, competitive trends, messaging clarity issues, discovery gaps, qualification breakdowns, and sales process friction) and relay them to GTM Enablement, Product Marketing, RevOps, and Sales leadership.

• Design, modify, and deliver field-focused programs.

• Create new enablement initiatives tailored to AMER needs, such as workshops, simulations, manager toolkits, deal inspection exercises, role plays, and reinforcement plans.

• Modify existing global or regional enablement programs to align with AMER's priorities, field realities, segment variances, and operational rhythms.

• Collaborate with the EMEA enablement lead to exchange insights, repurpose effective programs where applicable, and adapt successful regional initiatives for AMER audiences.

• Establish a “for the field, by the field” model by partnering with top-performing AEs, sales managers, and regional subject matter experts to co-create and co-deliver sessions based on real customer interactions.

• Create enablement that is practical, engaging, interactive, and action-oriented — steering clear of slide-heavy and theoretical content.

• Assess program effectiveness using existing business metrics and sales execution indicators, including pipeline generation, P→QP conversion, opportunity progression, stage hygiene, QP→win rate, ramp indicators, manager adoption, and participant feedback.

• Strengthen adoption through managers, onboarding, and operational rhythms.

• Oversee the reinforcement of Command of the Message and MEDDPICC for AMER Sales through practical, field-focused programming.

• Convert frameworks into repeatable seller behaviors evident in discovery, qualification, opportunity progression, New Business Meeting preparation, deal strategy, and manager coaching.

• Collaborate with AMER frontline managers to integrate enablement into team meetings, pipeline reviews, forecast calls, deal discussions, and coaching opportunities.

• Facilitate global sales onboarding by delivering established training modules both virtually and in person, and reinforce core behaviors for AMER new hires post-onboarding as they ramp up.

• Organize targeted ramp reinforcement sessions for new cohorts based on identified gaps, manager feedback, and early productivity indicators.

• Anticipate annual travel of approximately 10–20% for onboarding, regional workshops, QBRs, kickoffs, and other significant field engagements.

⛳️ Requirements

• Minimum of 3 years in GTM enablement, sales leadership, sales operations, or a closely related position in B2B SaaS or enterprise technology.

• At least 2 years of prior quota-carrying experience or a comparable deal-facing role.

• Proven experience enabling sellers in complex, multi-stakeholder sales cycles.

• Command of the Message experience is essential.

• MEDDPICC experience is required.

• Exceptional facilitator: capable of leading engaging sessions for sellers and promoting participation, practice, and behavior change.

• Strong cross-functional collaborator who can influence without authority and align stakeholders on priorities and trade-offs.

• Data-driven and field-oriented: adept at using metrics and qualitative signals to identify gaps and develop practical programs.

• Comfortable in dynamic, high-growth environments where priorities can shift and programs require rapid improvement.

• Willing and able to travel within AMER for in-person workshops and significant field engagements as needed.

🏝️ Benefits

• 100% Remote, Global Culture - As a fully remote company, we unite talent from around the world, fostering a culture of collaboration and shared purpose.

• Scaling Organization – Engage in meaningful work within a high-growth, constantly evolving environment.

• Transparent Communication – Look forward to open decision-making and regular company-wide updates.

• Innovation-Driven – Enjoy autonomy and support to deliver exceptional work and explore new ideas.

• Open Source Roots – Founded on community-driven values that influence our work culture.

• Empowered Teams – Experience a high-trust, low-ego culture that prioritizes outcomes over appearances.

• Career Growth Pathways – Access defined opportunities for career advancement and development.

• Approachable Leadership – Interact with transparent executives who are involved, visible, and relatable.

• Passionate People – Join a team of intelligent, supportive individuals who care deeply about their work.

• In-Person onboarding - We aim for you to excel from day one alongside your fellow new ‘Grafanistas’ to learn about our operations and methodologies.

• Balance is Key - We offer a global annual leave policy of 30 days per year, with 3 days reserved for Grafana Shutdown Days, allowing the team to truly disconnect. *We will adhere to local legislation where applicable.