About the role
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 Sales Enablement Manager, NORAM to own the creation and execution of regional and segment-specific enablement programs for the AMER Sales organization. This role will partner closely with AMER Sales leadership, frontline managers, GTM Enablement teammates, and field SMEs to identify the highest-impact needs across the region and translate them into practical programs that improve seller productivity, consistency, and execution quality. This is a senior individual contributor role focused specifically on Sales Enablement . You will build and deliver programs that change behavior in the field: stronger discovery, tighter qualification, better deal execution, improved pipeline quality, and more consistent application of Grafana’s sales process and methodology. Command of the Message and MEDDPICC expertise are required. You must be highly fluent in sales frameworks and able to coach them credibly in live deal context, especially in an organization where sellers and leaders may have different levels of baseline experience. This role is not simply about rolling out global programs. You will be expected to adapt existing enablement programs to AMER regional and segment needs, partner with the EMEA enablement lead to bring relevant programs and learnings into AMER where appropriate, and build new programs based on data, field observations, and feedback from AMER Sales leaders. What You’ll Be Doing: 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, adapt, and deliver field-centric programs 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. Reinforce adoption through managers, onboarding, and operating rhythm 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. Expected annual travel is approximately 10–20% for onboarding, regional workshops, QBRs, kickoffs, and other key field moments. 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. 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).