Enterprise Account Executive, Acquisition | Central - Grafana Labs

About Grafana Labs

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams unified visibility across disparate data.

Customers including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital.

The Role

Grafana Labs is looking for an Enterprise Account Executive, Acquisition responsible for prospecting and closing new business across the Central USA region. You will identify, nurture, and close opportunities with new customers, manage forecasts, and track customer data using a consultative sales approach.

Your expertise will be critical in articulating product value, guiding customers through the trial phase, and handing off strong relationships to the Growth team.

Responsibilities

• Meet and exceed individual quarterly and annual sales goals.
• Drive outbound prospecting into net-new customers and work inbound leads.
• Manage all aspects of the sales process, including prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations.
• Articulate and convey the business value of both Grafana Cloud and Grafana Enterprise.
• Maintain and manage your sales pipeline effectively in Salesforce.
• Handle quote creation, order processing, and day-to-day customer requests.

Requirements

• 5+ years of experience in infrastructure technology sales.
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Adaptable with proven experience in high-velocity technology companies.
• Energetic, upbeat, entrepreneurial, and a collaborative team player.
• Excellent communication skills across in-person, online, and written channels.
• Familiarity with open source technology is a significant advantage.

Bonus Points

• Experience using Salesforce.
• Experience applying Command of the Message and MEDD(P)ICC sales methodologies.

Compensation & Benefits

• OTE Range (US): $260,000 – $300,000 (actual compensation varies by level, experience, and skillset).
• Equity & Bonus: Equity grants and applicable bonus structures.
• Paid Time Off: Global annual leave policy of 30 days per year (including 3 reserved Grafana Shutdown Days).
• Culture: 100% remote-first, transparent, low-ego, and collaborative work environment with in-person onboarding.