Regional Sales Director, Acquisition | Bay Area | Remote

Grafana Labs; United States; Remote; USD 370,000 - 420,000; Full time

Job summary

A leading tech company is seeking a Regional Sales Director, Acquisition, to lead a sales team and drive revenue growth in a remote-first environment. Candidates should possess strong sales leadership experience, with a minimum of 8 years in direct sales and demonstrated success in complex sales cycles. The compensation ranges from $370,000 to $420,000, along with stock options. The role emphasizes mentorship, strategy development, and collaboration across departments.

Benefits

30 days/year leave

RSUs (Restricted Stock Units)

Transparent communication

Career growth pathways

Qualifications

• Minimum 3 years of leading successful sales teams.
• Minimum 8 years of successful direct sales experience.
• Experience navigating complex sales cycles (2–6 months).
• Track record in shaping seven-figure deals.

Responsibilities

• Develop and mentor your sales team.
• Pipeline development to over-achieve revenue targets.
• Establish sales territories, quotas, and goals.
• Build an annual sales plan aligned to strategy.

Skills

Leading successful sales teams

Direct sales experience

Communication and presentation skills

Relationship building with C-Level executives

Organizational skills

Integrity and professionalism

Job description

Overview

United States (Remote)

Grafana Labs is a remote-first, open-source company with a global footprint. Grafana is used by 20M+ users worldwide to monitor everything from beehives to the Alps, with dashboards seen in places like NASA, Wimbledon, and the Tour de France. Grafana Labs offers the Grafana LGTM Stack, available as Grafana Cloud (fully managed) or Grafana Enterprise Stack (self-managed), featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

We’re scaling fast with an open-source legacy, a global collaborative culture, and a focus on meaningful work. We value transparency, autonomy, and trust. If this role excites you, we’d love to hear from you.

The Opportunity

We’re looking for a Regional Sales Director, Acquisition who will lead a team of Account Executives, drive revenue growth, attract and retain talent, and grow the customer base within an assigned territory. You will be a sales leader, setting the tone and pace for your region in a fast-paced, evolving environment. You’ll develop and execute sales strategies, mentor your team, and partner with groups across the organization.

You will guide your team through a consultative sales approach to understand prospect needs and articulate the value of our products, building strong relationships between prospects and Grafana’s sales team. Ideally you come from a technical background and have sold visualization, application performance management, or cloud-based tooling. Experience with open-source software is a plus. This is a critical hire, and you’ll work closely with the GTM leadership team.

What You’ll Be Doing

• Develop and mentor your sales team
• Develop a pipeline to over-achieve revenue targets
• Direct sales activities by establishing sales territories, quotas, and goals
• Build and maintain an annual sales plan aligned to organizational strategy and objectives
• Meet with prospects and strategize with sales representatives to help close deals
• Prepare the team for QBRs and HBRs
• Develop long-term, strategic relationships with key contacts within accounts
• Collaborate with Marketing, Solution Engineers, R&D, Customer Support and other 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 (2–6 months)
• Excellent communication and presentation skills (in-person, virtual)
• Comfort building relationships with C-Level executives
• Track record in shaping seven-figure deals
• MEDDPICC expertise
• Experience with ROI and cost modeling to educate buyers
• Strong organizational, prioritization, and time management skills
• Unwavering integrity and professionalism

Bonus Points For

• Background in technical applications; familiarity with OSS is a plus

Compensation & Rewards

In the USA, the OTE/base compensation range for this role is 370,000–420,000. Actual compensation may vary based on level, experience, and skillset as assessed during the interview process. All roles include Restricted Stock Units (RSUs). RSUs help Grafana Labs align incentives as we scale globally.

The Opportunity (Continued)

Note: This section repeats the opportunity details above to reiterate role expectations and responsibilities.

What You’ll Be Doing (Continued)

Note: Responsibilities are reiterated to emphasize the ongoing scope of this role.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture
• Scaling Organization
• Transparent Communication
• Innovation-Driven
• Open Source Roots
• Empowered Teams
• Career Growth Pathways
• Approachable Leadership
• Passionate People
• In-Person onboarding
• Balance is Key — 30 days/year leave; Grafana Shutdown Days on 3 days of annual leave. Local laws apply.

Equal Opportunity Employer

Grafana Labs is an equal opportunity employer. We recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, or other characteristics. We value equality and diversity as foundations of our organization.

Grafana Labs may use AI tools in its recruitment process to assist in matching information from CVs to job postings. The recruitment team will review CVs manually to identify alignment with openings. For information about how your personal data is used, please see our privacy policy.

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