Senior GTM Enablement Manager | Canada | Remote

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X . 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, ro