Enterprise Account Executive (Acquisition, DMV)

Grafana; United States; Remote; USD 120,000 - 160,000; Full time

Benefits offered by this job

30 days vacation

Health coverage

Employer pension contributions

Learning & development stipend

Remote-friendly / work from home

Co-working space stipend

Company laptop & equipment refresh

Headspace mindfulness

Employee Assistance Program

Paid parental leave

Job summary

Grafana Labs seeks an Enterprise Account Executive, Acquisition to prospect and close net-new business across the DC, Virginia, and Maryland region. You will identify opportunities, manage forecasts, and guide customers from initial contact through trials and procurement.

You’ll apply a consultative sales approach, articulate the value of Grafana Cloud and Grafana Enterprise, and hand off strong relationships to the Growth team. Remote-friendly, high-velocity environment.

Qualifications

• Proven track record in enterprise software sales or infrastructure tech.
• 5+ years of infrastructure technology sales experience.
• Excellent communication and negotiation skills.
• Familiarity with open source technologies is a plus.
• Experience using Salesforce and MEDDPICC methodology.

Responsibilities

• Prospect and close net-new business in the DC/VA/MD region.
• Identify, nurture and close opportunities with new customers.
• Manage forecasts and track customer data.
• Apply a consultative approach to understand customer needs.
• Articulate value of Grafana Cloud and Grafana Enterprise during trials and buying processes.
• Own the full sales cycle: demos, proofs of concept, proposals, and negotiations.
• Maintain a strong sales pipeline in Salesforce and hand off customers to Growth as needed.

Skills

Outbound prospecting

Consultative sales

Sales cycle management

Communication skills

Relationship building

Tools

Salesforce

MEDDPICC

Job description

• Grafana Labs is looking for a Enterprise Account Executive, Acquisition who will be responsible for prospecting and closing new business across the DC, Virginia, & Maryland region
• You will identify, nurture and close opportunities with new customers, manage forecasts and track customer data
• We’re strong proponents of a consultative sales approach - learn about the customer’s needs first before talking 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 Growth team
• Meet and exceed individual quarterly and annual sales goals
• 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
• 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

Benefits

• Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
• Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
• Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
• Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
• Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
• Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
• Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
• Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
• Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption

Ideally, you come from a technical background and have sold technical products beforeYou 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 virtuallyEnergetic, upbeat, entrepreneurial, tenacious team playerAdaptable and with demonstrable experience in high velocity technology companies5+ Years of Experience in Infrastructure Technology SalesYou 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 opportunityFamiliarity with open source technology is a significant advantageDemonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)Experience using SalesforceExperience using Command of the Message and MEDD(P)ICC is ideal