Observability, Data Visualization, Open Source, Software

Strategic Account Executive, Growth | Salt Lake City or Denver | Remote |

RemoteRemoteFull TimePosted 1 month ago

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Required skills

Salesforce
Command of the Message
MEDDPICC
Consultative Selling
Account Management
Sales Pipeline Management
Negotiation
Outbound Prospecting
Value Articulation
High Velocity Technology Sales

Nice to have

Open Source Technology

Role summary

Grafana Labs is seeking a Strategic Account Executive, Growth for their West region. This role focuses on expanding business within existing customers by identifying, nurturing, and closing opportunities. Responsibilities include managing the full sales cycle, forecasting, pipeline management in Salesforce, and articulating product value. The ideal candidate has 5+ years of experience in infrastructure technology sales, a proven track record of goal achievement, and strong communication skills. Familiarity with open-source technology is a plus. This is a 100% remote, full-time position with a competitive OTE compensation range of $320,000 - $340,000 annually, plus RSUs.

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, and move at the speed of their ambitions. 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. Learn more at grafana.com and follow us on LinkedIn and X.

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.

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.

The Opportunity:

Grafana Labs is looking for an 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, work with the customer during the trial phase and hand 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

Be able to 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 and with demonstrable experience in high velocity technology companies

Experience using Salesforce

You will need to be an excellent communicator in 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 is a significant advantage

Experience using Command of the Message and MEDD(P)ICC is ideal

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. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

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

Why You’ll Thrive at Grafana Labs:

100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of 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 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 - We want you to thrive from day 1 with your 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. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.

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

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