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 brings AI to observability, providing unified visibility across disparate data. Customers include 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, 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. We encourage all interested candidates to apply, even if you don't meet every requirement, for what could be a career-defining opportunity.

The Opportunity

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

1. Help users and prospects navigate their Grafana journey by engaging, listening, and providing appropriate resources and guidance.
2. Partner with our Sales Team to connect with influential people in organizations, identifying new business opportunities that contribute to revenue goals.
3. Develop valuable, transferable skills to achieve your career goals.

By fulfilling these missions, you will contribute significantly to Grafana Labs’ community and business objectives. Our commercial success is linked to our open source DNA and user success, and we seek team members who can leverage this connection to support the company's long-term health.

This role balances reactive and proactive work, responding to inbound inquiries and outreaching to target accounts. You will need a research-driven, detective mindset to craft thoughtful, value-add messaging and confidently drive business conversations on the phone. Utilizing AI as a tool to constantly improve productivity is essential.

This is a demanding and rewarding role in a fast-paced, challenging environment. While growing sustainably, we are still building and improving, working together with teammates from over 15 countries. We're looking for driven, humble, technically curious people who embrace a team-first attitude and demonstrate extreme ownership. This is an excellent team to join, whether you’re starting your career or pivoting into tech. You'll have supportive managers and teammates and will learn more than you thought possible.

Responsibilities

• Build and maintain knowledge of our technology, competitors, open source ecosystem, and industry trends.
• Follow up on inbound leads effectively and efficiently.
• Use a multi-channel approach (email, social, calling) to proactively outreach to new leads within target accounts; our top SDRs are confident and effective on the phone.
• Use Salesforce and Grafana dashboards for lead and account management and research.
• Use 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 win as a team.

Qualifications

• Fluent in German and English (written and spoken).
• Open to feedback and coaching, always looking for ways to improve.
• Clear and concise written and verbal communication style.
• Excellent organizational skills and the ability to prioritize many tasks and demands.
• Willingness and ability to take on any task – no matter how small or big – with a focus on quality.
• Resourceful and proactive in an environment that is constantly evolving.
• Driven by purpose and by winning with a team-first attitude.
• Located in Germany.

Interview Preparation & Tips

We want you to come prepared and succeed. When we interview, we're determining if you would be successful, love working here, be a positive influence, and grow professionally and personally. To prepare:

• Be curious and passionate about technology; invest time in learning about Grafana Labs, our community, industry, offerings, and differentiators.
• Share stories about your current and past roles and experiences using the CARR model: Context, Action, Results, Reflection.
• Embrace humility; we love working with people who are always trying to better themselves. Listen to feedback received during the interview process and incorporate advice in subsequent steps.

Compensation & Benefits

In Germany, the OTE (On-Target Earnings) compensation range for this role is EUR 58,000 - EUR 62,000. Actual compensation may vary based on level, experience, and skillset. All roles include 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 – 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 – 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 – Thrive from day 1 with fellow new 'Grafanistas' to learn about our work and processes.
• Balance is Key – Global annual leave policy of 30 days per annum, with 3 days reserved for Grafana Shutdown Days to allow the team to truly disconnect. (Local legislation compliance applies).

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 protected by local law. We believe that equality and diversity build a strong organization, and we work hard to ensure that is the foundation of our organization 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.