Future Sales Openings: Account Executive, US - Remote -

Grafana; United States; Remote; USD 90,000 - 150,000; Full time

Benefits offered by this job

Remote work

Job summary

Grafana Labs is hiring an Account Executive to drive revenue across Commercial and Enterprise segments. You will manage the full sales cycle—from prospecting to close—while communicating Grafana Cloud and Grafana Enterprise value to both technical and business stakeholders.

This role emphasizes outbound and inbound prospecting, quota attainment, and maintaining a precise sales pipeline in Salesforce, with remote work options for global candidates.

Qualifications

• 3+ years of experience in infrastructure technology sales.
• Proven track record of meeting or exceeding quota.
• Experience managing full sales cycles across commercial or enterprise accounts.
• Familiarity with Salesforce and structured sales methodologies (MEDD(P)ICC or similar).
• Strong communicator in person, virtual, and written formats.
• Exposure to open source technology is a plus.

Responsibilities

• Identify and close new business opportunities within assigned segments.
• 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

Infra tech sales

Quota attainment

Full sales cycle

Salesforce familiarity

Strong communicator

Open source exposure

Entrepreneurial mindset

Tools

Salesforce

Job description

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.

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