Grafana Labs - Senior GTM Enablement Manager | Canada | Remote

• 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. • “for the field, by the field” • 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. • Command of the Message and MEDDPICC • 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. • 10–20% • 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. • 3+ years • 2+ years prior quota-carrying experience or equivalent deal-facing role. • 2+ years prior quota-carrying experience • Demonstrated experience enabling sellers in complex, multi-stakeholder sales cycles. • Command of the Message experience (required). • MEDDPICC experience (required).