Manager, Sales Development - 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 so they can see, understand, and act on all their disparate data.

We are a 100% remote company with team members across 40+ countries. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

The Opportunity

We are looking for a results-driven leader to manage and grow our US Sales Development team and help us expand our business in the region. Reporting to the Director of NORAM Sales Development, you will be an important contributor to our regional leadership team, driving recruiting, pipeline generation strategy, and proactive coaching and development for our SDRs.

The Sales Development Manager holds ultimate responsibility for the team's pipeline success and team culture. As such, this leader should be experienced in partnering effectively with cross-functional leaders across the GTM organization, from Sales and Marketing to Operations and Enablement.

What You'll Be Doing

• Provide 1st line management, developing and mentoring a team of SDRs, including responsibility for performance management, recruitment, and training.
• Help execute on the strategy to ensure the success of open source users and pipeline generation.
• Work cross-functionally with Sales, Marketing, Operations, Enablement, and Recruiting.
• Take an analytical and data-driven approach to your business with strong instincts and decisiveness to influence change and drive improved productivity.
• Drive an inclusive, collaborative environment focused on continuous learning and growth.
• Serve as a practitioner voice in building an AI-native workflow layer (account research, persona research, list building, and personalized outbound) to hold standards across regional peers.

What Makes You a Great Fit

• 3+ years of first-line management and/or experience in sales, sales development, operations, or enablement.
• Consistent track record of leading teams to exceed targets within a fast-paced, technical client acquisition-driven business.
• Ability to operate effectively in an entrepreneurial, remote environment.
• Growth mindset, leading by example and proactively bringing data-backed solutions to challenges.
• Experience with Salesforce, prospecting tools, MEDDPICC, and value-based selling (Force Management).
• Located in the United States.

Compensation & Benefits

• OTE Compensation: $138,000 - $159,200 OTE in the United States (actual compensation varies by experience and skillset).
• Equity: Restricted Stock Units (RSUs) included for all team members.
• Paid Time Off: 30 days of global annual leave policy, including reserved Grafana Shutdown Days to allow the team to disconnect.