Strategic Account Executive, Growth - 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.

Customers including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce rely on Grafana Labs. 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 Strategic Account Executive, Growth who will be responsible for prospecting and growing existing business across the West region. You will identify, nurture, and close expansion opportunities with existing customers while managing forecasts and tracking customer data. We are strong proponents of a consultative sales approach—learning about the customer's needs first before discussing our products. Your expertise will be critical in articulating value, guiding customers through trial phases, and handing off strong accounts to Customer Success.

What You’ll Be Doing

• Identify new opportunities to expand Grafana usage within a set of current customers.
• 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.
• Expertly manage your sales pipeline and activity tracking in Salesforce.
• Oversee quote creation, order processing, and day-to-day customer requests.

What Makes You a Great Fit

• 5+ 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.
• Adaptable with proven experience in high-velocity technology companies.
• Hands-on experience using Salesforce.
• Excellent communication skills across all channels (in-person, online, and written) with the ability to build strong virtual and in-person working relationships.

Bonus Points For

• Familiarity with open source technology.
• Experience applying Command of the Message and MEDD(P)ICC frameworks.

Compensation & Benefits

• On-Target Earnings (OTE): $320,000 - $340,000 USD (actual compensation depends on level, experience, and skillset).
• Restricted Stock Units (RSUs): Equity ownership granted to all team members.
• Annual Leave: 30 days of global annual leave per year, including 3 dedicated Grafana Shutdown Days.
• In-Person Onboarding: Join fellow new hires to get aligned on company culture and practices.