Enablement Lead - EMEA GTM

Overview

You'll build and run the enablement function for New Relic's EMEA sales organization (both AEs and SEs) selling observability and APM software to enterprise IT/DevOps teams. You report to the Head of Learning and Enablement and are the EMEA regional lead, meaning you're adapting global programs for local markets while building some region-specific content. You'll spend time creating training materials, delivering live sessions (virtual mostly), coaching reps 1:1, and trying to measure whether any of it actually improves win rates.

Role Snapshot

Company Context

Stage: Public company (3000+ employees)

Size: 3,055 employees globally

Growth: Mature company in established market - focus is retention and competitive displacement

Market Position: Legacy player in APM/observability competing against Datadog, Dynatrace, Splunk, and cloud-native solutions from AWS/Azure/GCP

GTM Reality

What Sales Teams Are Doing:

• Selling into existing APM users (displacement deals) and net-new observability buyers
• Competing heavily on technical differentiation and OpenTelemetry strategy
• Dealing with budget scrutiny - observability can be expensive at scale
• Managing complex technical evaluations with DevOps, SRE, and platform engineering teams

EMEA Specifics:

• Multiple languages, markets, buying cultures across region
• Timezone challenges for live enablement sessions
• Mix of direct sales and channel partners depending on market

Competitive Landscape

Main Competitors: Datadog, Dynatrace, Splunk, Elastic, Grafana, cloud-native tools

How They Differentiate: OpenTelemetry-native platform, AI-powered insights, unified observability vs point solutions

Common Objections: Price (can get expensive at scale), complexity of migration from existing tools, "we already have something that works"

Win Themes: Consolidation of monitoring tools, faster MTTR, better correlation of metrics/logs/traces

What You'll Actually Do

Time Breakdown

Content Creation (30%) | Live Delivery (25%) | 1:1 Coaching (20%) | Program Mgmt (15%) | Meetings (10%)

Key Activities

• New Hire Onboarding: Build and run onboarding programs for new AEs and SEs joining EMEA. This means product training, competitive positioning, demo certification, role-plays. You're constantly updating materials as product/messaging changes.
• Value-Based Selling Training: Create and deliver workshops on discovery, business value articulation, ROI conversations. The challenge is making it stick - reps revert to feature pitching. You'll do ride-alongs, deal reviews, call coaching to reinforce.
• Content Development: Build pitch decks, battle cards, objection handling guides, customer case studies. You're translating technical features into business outcomes and making it digestible for sellers who aren't deeply technical.
• Technical Enablement for SEs: Work with SEs on demo best practices, POC scoping, technical discovery. This requires understanding the product deeply enough to be credible with technical sellers.
• Measuring Impact: Try to tie enablement to outcomes (win rates, ramp time, deal velocity). This is hard - lots of confounding variables. You'll spend time building dashboards that executives may or may not look at.

The Honest Reality

What's Hard

• Content Decay: Product updates constantly, so your training materials are always out of date. You're perpetually rebuilding decks and updating scripts.
• Engagement: Getting sellers to attend training is tough. They're focused on quota. Virtual sessions across timezones mean low attendance or having to run the same session 3 times.
• Proving ROI: Hard to definitively prove enablement caused a win rate improvement vs market conditions, product updates, or just better hiring. Executives will ask for metrics you can't cleanly provide.
• Regional Complexity: EMEA isn't one market. German sellers need different content than UK sellers. Channel partners have different needs than direct reps. You're customizing constantly.
• Isolation: You're likely the only enablement person focused on EMEA, reporting into a US-based leader. You'll feel disconnected from the global team and from sellers in market.

What Success Looks Like

• New hires ramp to productivity 20-30% faster (measured by time to first deal, quota attainment in first 6 months)
• Win rate improvement in competitive situations where reps used your battle cards/frameworks
• Seller adoption of new messaging or methodology (tracked through call reviews, deal inspection)
• Sales leadership actually asks for your programs vs you having to push them

Who You're Supporting

Primary Internal Customers:

• Account Executives (selling complex observability platform to enterprise IT buyers)
• Sales Engineers (running technical demos, POCs, architecture discussions)

What They Need From You:

• Help positioning against Datadog and other competitors convincingly
• Better discovery frameworks to uncover pain beyond "monitoring is slow"
• Technical fluency to speak credibly about OpenTelemetry, Kubernetes monitoring, AI observability
• Quick answers when they're stuck on a deal ("how do I handle this objection?")

Requirements

• 5+ years in sales enablement or frontline sales (AE or SE) at a B2B SaaS/tech company
• Experience building enablement programs from scratch or scaling them regionally
• Understanding of enterprise B2B sales - complex deals, technical buyers, long cycles
• Ability to create training content (decks, videos, playbooks) that doesn't look like it was made in 2010
• Comfortable delivering virtual training and 1:1 coaching across timezones
• Technical fluency with observability/APM/DevOps concepts (or ability to learn quickly)
• Experience working with sales and technical sales teams (SE/SA enablement is a plus)
• Self-directed - you're building this function for the region, not executing someone else's playbook
• EMEA experience preferred (understanding of regional market differences, language/cultural considerations)