Major Account Executive - 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.

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 Opportunity

Grafana Labs is looking for a Major Account Executive based in Sweden who will be responsible for managing some of our largest enterprise accounts in the Nordics region. You will identify, nurture, and close opportunities within your assigned install base, manage forecasts, and track customer data.

We're strong proponents of a consultative sales approach—learning about the customer's needs first before talking products. Your expertise will be critical in helping articulate the value of our products, working with the customer during the trial phase, and handing off a strong relationship to our Growth team. Ideally, you come from a technical background and have sold technical products before.

What You’ll Be Doing

• Identify new opportunities to expand Grafana usage within a set of current customers.
• Meet and exceed individual quarterly and annual sales goals.
• Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations, and account management).
• 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.

What Makes You a Great Fit

• 6+ 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 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 and Swedish, Danish, Norwegian, or Finnish.

Bonus Points For

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

Compensation & Benefits

• OTE Range: SEK 2,985,000 - SEK 3,090,000 in Sweden (actual compensation varies by experience and skill set).
• Equity: Restricted Stock Units (RSUs) provided to all team members.
• Paid Leave: Global annual leave policy of 30 days per year (includes 3 reserved Grafana Shutdown Days).
• Culture & Growth: 100% remote culture, in-person onboarding, transparent communication, and structured career pathways.