Commercial Regional Sales Director, Acquisition | NYC | Remote

Grafana Labs; United States; Remote; USD 300,000 - 350,000; Full time

Job summary

A leading open-source software company is seeking a Regional Sales Director, Acquisition to drive revenue growth and lead a team of Commercial Account Executives. This remote role requires a minimum of 8 years of successful sales experience, with strong expertise in navigating complex sales cycles. The ideal candidate will excel in relationship building and possess excellent communication skills. Join a collaborative culture focused on innovation and meaningful work.

Benefits

Equity in the form of RSUs

100% Remote work environment

30 days annual leave

In-person onboarding

Transparent communication

Career growth pathways

Qualifications

• Minimum 3 years of leading successful sales teams.
• Minimum 8 years of successful direct sales experience.
• Excellent communication (written, oral) and presentation skills (in-person, virtual).
• Experience navigating complex sales cycles that can last 2-6 months.

Responsibilities

• Develop and mentor your sales team.
• Develop a pipeline to help over-achieve revenue targets.
• Build and maintain an annual sales plan.
• Develop long-term, strategic relationships with key contacts.

Skills

Sales leadership

Consultative sales approach

Excellent communication skills

Relationship building

Strategic thinking

Job description

Commercial Regional Sales Director, Acquisition | NYC | Remote

United States (Remote)

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

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

We’re looking for a Regional Sales Director, Acquisition who will be responsible for leading a team of Commercial Account Executives. As the RSD you will drive revenue growth, retain and attract new talent, and grow your customer base within your assigned territory. You will be recognized as a sales leader throughout the company – setting the tone and pace for your specified region. We are looking for an entrepreneurial sales leader who thrives in a fast-paced, ever-evolving environment. You’ll spend your time developing and executing sales strategies, mentoring your team, and strategically partnering with groups across the organization.

You will guide your team through a consultative sales approach where you will learn about your prospect’s needs and then dive into the potential fit. Your expertise will be critical in helping articulate the value of our products and building strong relationships between the prospect and the Grafana sales team. Ideally, you come from a technical background and have sold visualization, application performance management, or cloud-based tooling before. If you have worked with open-source software before, that’s even better. This is a critical hire for the company and you’ll be working closely with the rest of the GTM leadership team. We are looking for someone who wants to sign up for that challenge and build something great.

What You’ll Be Doing

• Develop and mentor your sales team
• Develop a pipeline to help over-achieve revenue targets
• Direct sales activities by establishing sales territories, quotas, and goals
• Build and maintain an annual sales plan (goals) in support of our organizational strategy and objectives
• Meet with prospects and strategize with sales representatives to help close deals
• Help the team prepare for QBRs and HBRs
• Develop long-term, strategic relationships with key contacts within their account base
• Strategically partner with Marketing, Solution Engineers, R&D, Customer Support and other functional teams

What Makes You a Great Fit

• Minimum 3 years of leading successful sales teams
• Minimum 8 years of successful direct sales experience
• Experience navigating complex sales cycles that can last 2-6 months
• Excellent communication (written, oral) and presentation skills (in-person, virtual)
• Comfort working closely and building relationships with C-Level executives
• Consistent track record in shaping strategic seven-figure deals
• MEDDPICC expertise
• Experience working with ROI and cost modeling to educate and assist potential buyers
• Excellent organizational, prioritization, and time management skills
• Unwavering dedication to integrity and professionalism

Bonus Points For

• Background in technical applications, familiarity with OSS is a big plus

Compensation & Rewards

In the USA, the OTE (On-Target Earnings) / Base compensation range for this role is 300,000-350,000. 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.

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 with 3 days reserved for Grafana Shutdown Days to disconnect. We will comply with local legislation where applicable.

Equal Opportunity Employer

We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s 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.