Enterprise Account Executive, Acquisition - Grafana Labs

Grafana Labs is the company behind Grafana Cloud, a fully managed observability platform trusted by over 10,000 organizations. Built on open source and open standards, Grafana Cloud brings AI to observability, providing unified visibility across disparate data. We are a 100% remote company with team members across 40+ countries.

We are scaling fast, maintaining our open-source legacy, global collaborative culture, and passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust are paramount.

You may not meet every requirement, and that’s okay. If this role excites you, we encourage you to apply for what could be a truly career-defining opportunity.

The Opportunity

Grafana Labs is seeking an Enterprise Account Executive, Acquisition based in Italy. You will be responsible for prospecting and closing new business across Italy, identifying, nurturing, and closing opportunities with new customers, managing forecasts, and tracking customer data. We advocate for a consultative sales approach, prioritizing customer needs before product discussions. Your expertise will be crucial in articulating product value, supporting customers during trials, and ensuring a strong handover to our Growth team. Ideally, you possess a technical background and prior experience selling technical products.

Responsibilities

• Meet and exceed individual quarterly and annual sales goals
• Outbound prospecting into net-new customers
• Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations)
• Cultivate sales through outbound prospecting and inbound leads
• Understand and convey the value of both Grafana Cloud and Grafana Enterprise
• Become an expert in managing your sales pipeline in Salesforce
• Manage quote creation, order processing, and day-to-day customer requests

Qualifications

• 5+ Years of experience in infrastructure technology sales
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)
• Energetic, upbeat, entrepreneurial, tenacious team player
• Adaptable and with demonstrable experience in high velocity technology companies
• Excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually
• Fluent in English & Italian

Nice to Have

• Familiarity with open source technology is a significant advantage
• Experience using Salesforce
• Experience using Command of the Message and MEDD(P)ICC

Compensation & Benefits

This role includes Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

Why Join Grafana Labs?

• 100% Remote, Global Culture – As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication – Expect open decision-making and regular company-wide updates.
• Innovation-Driven – Autonomy and support to ship great work and try new things.
• Open Source Roots – Built on community-driven values that shape how we work.
• Empowered Teams – High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways – Defined opportunities to grow and develop your career.
• Approachable Leadership – Transparent execs who are involved, visible, and human.
• Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding – We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
• Balance is Key – We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. (We will comply with local legislation where applicable.)

Equal Opportunity Employer

Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.

Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.

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