At a Glance
- Tasks: Lead regional enablement strategy and drive sales productivity across EMEA.
- Company: Join Grafana Labs, a remote-first, open-source powerhouse with a global collaborative culture.
- Benefits: Flexible remote work, competitive salary, and opportunities for professional growth.
- Other info: Work with an international team and enjoy varied, complex job duties.
- Why this job: Make a real impact in a fast-growing company with innovative technology.
- Qualifications: 3+ years in GTM enablement and strong sales framework expertise required.
The predicted salary is between 70000 - 90000 £ per year.
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 behaviour 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
- 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 behaviour 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.
- Experience and skills at working remotely with an international team.
- Ability to handle varied and complex job duties requiring strong judgment, collaboration, and leadership.
Remote Senior GTM Enablement Manager | EMEA | Remote in Edinburgh employer: Grafana Labs
Grafana Labs is an exceptional employer that champions a remote-first, open-source culture, fostering innovation and collaboration among its global team. With a commitment to meaningful work, employees benefit from a flexible work environment, opportunities for professional growth, and the chance to contribute to impactful projects that shape the future of observability. Join us to be part of a dynamic team where your contributions are valued and your career can thrive in a supportive and transparent atmosphere.
StudySmarter Expert Advice🤫
We think this is how you could land Remote Senior GTM Enablement Manager | EMEA | Remote in Edinburgh
✨Tip Number 1
Network like a pro! Reach out to current or former employees at Grafana Labs on LinkedIn. A friendly chat can give you insider info and maybe even a referral, which can really boost your chances.
✨Tip Number 2
Prepare for the interview by diving deep into Grafana's products and culture. Show us that you’re not just another candidate; demonstrate your passion for open-source and how you can contribute to their mission.
✨Tip Number 3
Practice your pitch! Be ready to discuss your experience with GTM enablement and sales frameworks like MEDDPICC. We want to see how you can bring value to the team right from the get-go.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re serious about joining the Grafana Labs family.
We think you need these skills to ace Remote Senior GTM Enablement Manager | EMEA | Remote in Edinburgh
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Senior GTM Enablement Manager role. Highlight your experience in GTM enablement and sales leadership, and don’t forget to mention your familiarity with Command of the Message and MEDDPICC frameworks!
Showcase Your Achievements:When detailing your past roles, focus on specific achievements that demonstrate your ability to drive seller productivity and improve sales culture. Use metrics where possible to show how you’ve made a difference in previous positions.
Be Authentic:Let your personality shine through in your application. Grafana Labs values transparency and authenticity, so don’t be afraid to share what excites you about this role and how you align with our open-source legacy and collaborative culture.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for this exciting opportunity. Plus, it shows you’re keen on joining our team!
How to prepare for a job interview at Grafana Labs
✨Know Your Stuff
Make sure you’re well-versed in the Command of the Message and MEDDPICC frameworks. Brush up on how these methodologies apply to sales enablement, especially in a B2B SaaS context. Being able to discuss these concepts confidently will show that you’re not just familiar with them, but that you can also coach others effectively.
✨Tailor Your Approach
Understand the unique challenges and opportunities within the EMEA market. Research local trends and cultural nuances that could impact sales strategies. This will help you demonstrate your adaptability and show that you can create relevant enablement programs tailored to specific regional needs.
✨Engage and Inspire
Prepare to showcase your facilitation skills. Think of ways to make your sessions interactive and engaging. Bring examples of how you've successfully driven participation and behaviour change in previous roles. This will highlight your ability to lead effective training sessions and motivate sellers.
✨Data-Driven Mindset
Be ready to discuss how you’ve used data to inform your enablement strategies. Have examples of metrics or qualitative signals you’ve analysed to identify gaps in seller performance. This will illustrate your analytical skills and your commitment to building practical, results-oriented programmes.
