Senior Commercial Account Executive, Acquisition - 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, 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 Senior Commercial Account Executive who will be responsible for prospecting and closing new business across the West region of the US. You will identify, nurture, and close opportunities with both new and existing customers, manage forecasts, and track customer data.

We advocate for a consultative sales approach—learning about the customer's needs first before discussing products. Your expertise will be critical in helping articulate the value of our products, working with customers during the trial phase, and handing off strong relationships to our Customer Success team. Ideally, you come from a technical background and have experience selling technical products.

What You’ll Be Doing

• Meet and exceed individual quarterly and annual sales goals.
• Conduct outbound prospecting into net-new customers.
• Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations).
• 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

• 3+ years of experience in infrastructure technology sales.
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Energetic, upbeat, entrepreneurial, and tenacious team player.
• Excellent communication skills across all channels (in person, online, writing) and ability to form strong virtual working relationships.
• Adaptable with demonstrable experience in high-velocity technology companies.
• Experience using Salesforce.
• Located in Austin or Denver preferred.

Bonus Points For

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

Compensation & Rewards

• OTE Compensation Range: $160,000 - $220,000 USD (Actual compensation varies based on level, experience, and skillset).
• Equity: Restricted Stock Units (RSUs) included with all roles.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture: Collaboration-focused distributed team across 40+ countries.
• Open Source Roots: Built on community-driven values.
• In-Person Onboarding: Connect with fellow new 'Grafanistas' from day one.
• Balance is Key: Global annual leave policy of 30 days per year (including 3 reserved company Shutdown Days).