Strategic Account Executive, Growth - 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 (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives.

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.

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

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 opportunities with existing customers. You will manage forecasts and track customer data. We're strong proponents of a consultative sales approach—learn about the customer's needs first before talking about our products. Your expertise will be critical in helping articulate the value of our products, working with the customer during the trial phase, and handing off a strong relationship to our Customer Success team.

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
• 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

• 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, tenacious team player
• Adaptable with demonstrable experience in high-velocity technology companies
• Experience using Salesforce
• Excellent communicator across all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually

Bonus Points For

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

Compensation & Rewards

In the United States, the OTE (On-Target Earnings) compensation range for this role is $320,000 - $340,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.

Compensation ranges are country specific. If you are applying for this role from a location outside the listed area, your recruiter will discuss your specific market’s defined pay range and benefits at the beginning of the process.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture – United by a culture of collaboration and shared purpose.
• Scaling Organization – Tackle meaningful work in a high-growth 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.
• In-Person Onboarding – Learn all about what we do and how we do it alongside fellow new team members.
• Balance is Key – Global annual leave policy of 30 days per annum (including 3 reserved Grafana Shutdown Days).