Federal Account Executive, DoD (Remote, DC, VA, MD)

Tbwa Chiat/Day Inc; Remote (OR); Remote; USD 260,000 - 300,000; Full time

Job summary

An established industry player is seeking a dynamic Enterprise Account Executive to spearhead sales in the Public Sector. This role involves managing complex sales cycles, engaging with C-level executives, and driving innovative solutions that meet client needs. You will have the opportunity to not only close new accounts but also expand existing ones, contributing directly to the growth of the organization. If you're passionate about technology and thrive in a fast-paced environment, this position offers a chance to make a significant impact while enjoying a competitive compensation package and a supportive workplace culture.

Qualifications

• Proven track record in managing complex sales cycles and presenting to executives.
• Experience in exceeding sales targets and customer satisfaction.

Responsibilities

• Drive sales and manage accounts within the DoD segment.
• Identify new opportunities and expand existing client relationships.

Skills

Sales Strategy

Customer Relationship Management

Public Sector Sales

Solution Selling

Negotiation Skills

Open Source Technology

Tools

Salesforce

Job description

United States (Remote)

As an Enterprise Account Executive at Grafana, you will be responsible for driving sales of our solutions within this dedicated set of accounts within the DoD segment. As an experienced Account Executive, you know how to sell innovation and change through customer vision expansion and can drive deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to Public Sector clients. Always looking for new opportunities, you will be expected to net new accounts and expand current footprints. Along with having a direct impact on the growth of Public Sector at Grafana, we also offer accelerators above 100% quota attainment.
The impact you will have:

• Manage complex sales-cycles and present to C-level executives.
• Close net new logos and expand existing accounts.
• Identify and close quick, small wins while managing longer, complex sales cycles.
• Exceed activity, pipeline, and revenue targets.
• Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce.
• Use a solution-based approach to selling and creating value for customers.
• Be able to understand, promote, and convey the value of both Grafana Cloud and Grafana Enterprise.
• Ensure 100% satisfaction among all customers.
• Prioritize opportunities and apply appropriate resources.
• Build a plan for success internally at Grafana and externally with your accounts.
• Familiarity selling open source technology is a plus.
• Experience using Command of the Message and MEDD(P)ICC.

In the United States, the OTE compensation range for this role is $260,000 - $300,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.

About Grafana Labs: 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. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. 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).

Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.

Equal Opportunity Employer: At Grafana Labs, we’re building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees. If you're excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways.

We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating 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.