Sales Development Representative - 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 integrates AI to provide unified visibility across disparate data, helping teams ensure reliability, resolve incidents faster, and optimize telemetry at scale. Our customers include industry leaders like Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce.

We are a 100% remote company with team members across 40+ countries, backed by leading investors. We are scaling fast while maintaining our open-source legacy, global collaborative culture, and passion for meaningful work. Our environment fosters innovation, transparency, autonomy, and trust.

The Opportunity

As a Sales Development Representative (SDR), you will focus on three core missions:

1. User & Prospect Navigation: Engage with users and prospects, listen to their needs, and provide appropriate resources and guidance on their Grafana journey.
2. New Business Development: Partner with our Sales Team to connect with influential individuals in target organizations, identifying new business opportunities that contribute to our revenue goals.
3. Skill Development: Develop valuable, transferable skills to advance your career goals.

By fulfilling these missions, you will significantly contribute to Grafana Labs’ community and business objectives. We value team members who can leverage our open-source DNA and user success to support the long-term health of the company.

This role balances reactive and proactive work, involving inbound inquiry follow-up and outreach to target accounts. You'll need a detective mindset for research to craft thoughtful, value-add messaging and confidence in driving business conversations on the phone. Utilizing AI as a tool to constantly improve productivity is also key.

This is a demanding and rewarding role in a fast-paced, challenging environment. We are growing sustainably but still have much to build and improve, working together with teammates from over 15 countries. We seek driven, humble, technically curious individuals who embrace a team-first attitude and demonstrate extreme ownership. This is an excellent opportunity whether you're starting your career or pivoting into the tech industry, offering significant professional and personal growth with supportive managers and teammates.

What You’ll Be Doing

• Build and maintain knowledge of our technology, competitors, open-source ecosystem, and industry trends.
• Effectively and efficiently follow up on inbound leads.
• Use a multi-channel approach (email, social, calling) to proactively outreach to new leads within target accounts; confident and effective phone communication is essential.
• Utilize Salesforce and Grafana dashboards for lead and account management and research.
• Leverage research and data to prioritize and customize outreach to target prospects and accounts via email and LinkedIn.
• Drive effective discovery conversations to understand users’ needs and goals, providing appropriate resources and communicating how Grafana can help.
• Consistently meet new business opportunity and pipeline targets.
• Collaborate with cross-functional teams such as marketing and sales to achieve collective success.

What Makes You a Great Fit

• Located in NORAM (North America).
• Open to feedback and coaching, continuously seeking improvement.
• Clear and concise written and verbal communication style.
• Excellent organizational skills and the ability to prioritize multiple tasks and demands.
• Willingness and ability to take on any task, big or small, with a focus on quality.
• Resourceful and proactive in a constantly evolving environment.
• Driven by purpose and by winning with a team-first attitude.

Compensation & Rewards

In the United States, the OTE compensation range for this role is $80,750 - $83,650. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits. Compensation ranges are country-specific; your recruiter will discuss your specific market’s defined pay range and benefits.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture: We bring together talent from around the world, united by 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 executives 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: Thrive from day one with 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, with 3 days reserved for Grafana Shutdown Days to ensure the team can truly disconnect. (Local legislation compliance applies where applicable.)