Future Sales Openings: Account Executive, US |Remote|

Grafana; United States; Remote; USD 120,000 - 210,000; Full time

Benefits offered by this job

Remote work

Global culture

Job summary

Grafana Labs, the company behind the open observability cloud, is hiring Account Executives to drive revenue across Commercial and Enterprise segments in a fully remote, global team. You’ll identify, nurture, and close opportunities through outbound and inbound leads, while advocating Grafana Cloud and Grafana Enterprise to technical and business stakeholders.

You will manage the full sales cycle, maintain a strong pipeline in Salesforce, and collaborate with Customer Success to ensure lasting

Qualifications

• 3+ years of experience in infrastructure technology sales.
• Proven track record of hitting or exceeding quota.
• Experience managing full sales cycles across commercial or enterprise accounts.
• Familiarity with Salesforce and structured sales methodologies (Command of the Message, MEDD(P)ICC, or similar).
• Strong communicator — comfortable in person, virtually, and in writing.
• Entrepreneurial mindset: adaptable, self-motivated, and collaborative.
• Exposure to open source technology is a strong plus.

Responsibilities

• Identify and close new business opportunities — whether expanding usage within existing accounts or acquiring net-new customers
• Meet and exceed quarterly and annual sales targets
• Manage all aspects of the sales process: discovery, demos, proofs of concept, proposals, negotiations, and account management
• Clearly communicate the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders
• Maintain a clean, accurate pipeline in Salesforce and manage forecasting, quoting, and order processing

Skills

Infrastructure technology sales

Quota attainment

Full sales cycle management

Open source exposure

Communication skills

Tools

Salesforce

MEDD(P)ICC

Job description

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud’s actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re 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.

Grafana Labs is building its pipeline of talented Account Executives across our Commercial and Enterprise segments. Whether your background is in growth (expanding existing accounts) or acquisition (landing net-new logos), and whether you’ve sold into commercial or enterprise markets, we want to hear from you.

When we open a new role that matches your experience, we will reach out directly.

About the Role

As an Account Executive at Grafana Labs, you’ll be responsible for driving revenue across your assigned segment — identifying, nurturing, and closing opportunities through both outbound prospecting and inbound leads. We take a consultative approach to sales: understanding customer needs first, then articulating how Grafana Cloud and Grafana Enterprise can solve their challenges. You’ll manage the full sales cycle, from prospecting through close, and hand off strong relationships to our Customer Success team.

What You’ll Do

• Identify and close new business opportunities — whether expanding usage within existing accounts or acquiring net-new customers
• Meet and exceed quarterly and annual sales targets
• Manage all aspects of the sales process: discovery, demos, proofs of concept, proposals, negotiations, and account management
• Clearly communicate the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders
• Maintain a clean, accurate pipeline in Salesforce and manage forecasting, quoting, and order processing

What We’re Looking For

• 3+ years of experience in infrastructure technology sales
• Consistent track record of hitting or exceeding quota in a competitive environment
• Experience managing full sales cycles across commercial or enterprise accounts
• Familiarity with Salesforce and structured sales methodologies (Command of the Message, MEDD(P)ICC, or similar)
• Strong communicator — comfortable in person, virtually, and in writing
• Entrepreneurial mindset: adaptable, self-motivated, and collaborative
• Exposure to open source technology is a strong plus

Segments We Hire For

• Commercial (Growth) — expanding Grafana usage within existing mid-market customers
• Commercial (Acquisition) — landing net-new commercial logos
• Enterprise (Growth) — deepening relationships and expanding within strategic enterprise accounts
• Enterprise (Acquisition) — opening and closing net-new enterprise deals

*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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