Majors Account Executive - Key Customers

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.

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 Majors Account Executive, Key Customers who will be responsible for prospecting and growing existing business across the West region. You will identify, nurture, and close opportunities with existing customers, manage forecasts, and track customer data. We're strong proponents of a consultative sales approach—learning about the customer's needs first before talking about our products.

What You'll Be Doing

• Identify new opportunities to expand Grafana usage within 3-5 top existing accounts across multiple functions and business lines.
• Develop and maintain strong relationships at the Executive level in current customers.
• Create and execute strategic plans for defined account set.
• 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

• 8+ 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 across all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually.

Bonus Points For

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

Compensation & Rewards

In the USA, the OTE (On-Target Earnings) compensation range for this role is $360,000 - $380,000. Actual compensation may vary based on level, experience, and skillset. All roles include Restricted Stock Units (RSUs).

Why You'll Thrive at Grafana Labs

• 100% Remote, Global Culture: Bring together talent from around the world united by collaboration.
• Open Source Roots: Built on community-driven values that shape how we work.
• In-Person Onboarding: Connect with fellow new team members from day 1.
• Balance is Key: 30 days of annual leave per annum, including 3 Grafana Shutdown Days to disconnect.