Grafana Labs

• Managing a team of 5 Regional Directors across the United States. • Foster an environment of teamwork, transparency, creativity, and continuous improvement • Travel when needed to assist in deal creation and closure, as well as meet any managerial needs by providing support to your team • Partnering across all of Grafana GTM leadership to ensure a seamless customer experience • You’ll be responsible for making the team successful and delivering exceptional results • You’ll be responsible for hiring, retaining & developing great talent across the team from leaders to account executives

• Work with peers and leaders across engineering, product management, technical writing, go-to-market, and product design to iterate on and improve our products • Document user needs and pain points, design directions, trade-offs, and detailed designs using a variety of product design and visual communication tools, including agentic tooling such as Figma Make, Cursor, and Claude Code where it adds value to your practice • Work with researchers, cross-functional collaborators, and lead customers such as the members of our Customer Advisory Board (CAB) and Design Partnership Program (DPP) to plan and execute formative and evaluative research initiatives • Provide pragmatic, cohesive, and highly scalable design solutions that strike the appropriate balance between addressing business, customer, and user needs

• Build and deliver AI solutions: Take ownership of developing delightful, high-performance AI features to help users discover, organize, and optimize access to large datasets. • Rapid experimentation and iteration: Implement a highly iterative process where you quickly prototype, test, and validate with real users, including shipping and evolving LLM- or agent-powered workflows for the data engineering lifecycle. • Collaborate: Work with the rest of the team to shape AI-driven product features, including the integration of agentic components with internal tools like Slack and alerting systems while engaging with internal data teams for dogfooding. • Utilize AI tools effectively: Use AI and automation tools to enhance both product functionality and your own development workflows. • Effective communication: You’ll be working in a highly dynamic and collaborative environment, so we need someone who can communicate effectively and contribute across teams. • Ownership and impact: Take full ownership of the AI solutions you develop, ensuring they are not only innovative but also scalable, maintainable, and aligned with real user workflows.

• Build and deliver AI solutions: Take ownership of developing delightful, high-performance AI features to help users discover, organize, and optimize access to large datasets. • Rapid experimentation and iteration: Implement a highly iterative process where you quickly prototype, test, and validate with real users, including shipping and evolving LLM- or agent-powered workflows for the data engineering lifecycle. • Collaborate: Work with the rest of the team to shape AI-driven product features, including the integration of agentic components with internal tools like Slack and alerting systems while engaging with internal data teams for dogfooding. • Utilize AI tools effectively: Use AI and automation tools to enhance both product functionality and your own development workflows. • Effective communication: You’ll be working in a highly dynamic and collaborative environment, so we need someone who can communicate effectively and contribute across teams. • Ownership and impact: Take full ownership of the AI solutions you develop, ensuring they are not only innovative but also scalable, maintainable, and aligned with real user workflows.

• Build and deliver AI solutions: Take ownership of developing delightful, high-performance AI features to help users discover, organize, and optimize access to large datasets. • Rapid experimentation and iteration: Implement a highly iterative process where you quickly prototype, test, and validate with real users, including shipping and evolving LLM- or agent-powered workflows for the data engineering lifecycle. • Collaborate: Work with the rest of the team to shape AI-driven product features, including the integration of agentic components with internal tools like Slack and alerting systems while engaging with internal data teams for dogfooding. • Utilize AI tools effectively: Use AI and automation tools to enhance both product functionality and your own development workflows. • Effective communication: You’ll be working in a highly dynamic and collaborative environment, so we need someone who can communicate effectively and contribute across teams. • Ownership and impact: Take full ownership of the AI solutions you develop, ensuring they are not only innovative but also scalable, maintainable, and aligned with real user workflows.

• Build and deliver AI solutions: Take ownership of developing delightful, high-performance AI features to help users discover, organize, and optimize access to large datasets. • Rapid experimentation and iteration: Implement a highly iterative process where you quickly prototype, test, and validate with real users, including shipping and evolving LLM- or agent-powered workflows for the data engineering lifecycle. • Collaborate: Work with the rest of the team to shape AI-driven product features, including the integration of agentic components with internal tools like Slack and alerting systems while engaging with internal data teams for dogfooding. • Utilize AI tools effectively: Use AI and automation tools to enhance both product functionality and your own development workflows. • Effective communication: You’ll be working in a highly dynamic and collaborative environment, so we need someone who can communicate effectively and contribute across teams. • Ownership and impact: Take full ownership of the AI solutions you develop, ensuring they are not only innovative but also scalable, maintainable, and aligned with real user workflows.

• Build and deliver AI solutions: Take ownership of developing delightful, high-performance AI features to help users discover, organize, and optimize access to large datasets. • Rapid experimentation and iteration: Implement a highly iterative process where you quickly prototype, test, and validate with real users, including shipping and evolving LLM- or agent-powered workflows for the data engineering lifecycle. • Collaborate: Work with the rest of the team to shape AI-driven product features, including the integration of agentic components with internal tools like Slack and alerting systems while engaging with internal data teams for dogfooding. • Utilize AI tools effectively: Use AI and automation tools to enhance both product functionality and your own development workflows. • Effective communication: You’ll be working in a highly dynamic and collaborative environment, so we need someone who can communicate effectively and contribute across teams. • Ownership and impact: Take full ownership of the AI solutions you develop, ensuring they are not only innovative but also scalable, maintainable, and aligned with real user workflows.

• Design practical and effective user experiences for Grafana’s Incident Response & Management (IRM) solutions • Work with peers and leaders across engineering, product management, technical writing, go-to-market, and product design to iterate on and improve our products • Document user needs and pain points, design directions, trade-offs, and detailed designs using a variety of product design and visual communication tools • Work with researchers, cross-functional collaborators, and lead customers to plan and execute formative and evaluative research initiatives • Provide pragmatic, cohesive, and highly scalable design solutions that strike the appropriate balance between addressing business, customer, and user needs • Develop deep expertise in product area and associated customer and user personas, use cases, and workflows • Contribute to the evolution of the Product Design team by coaching and mentoring other designers • Help scale team’s impact on customers, users, and business

• Own customer lifecycle demand gen. Build and run programs that create demand inside our existing customer base — expansion, cross-sell, and adoption plays across email, in-app, web, and field channels, in partnership with sales and customer teams. • Work across channels, not in one. Support and strengthen programs across paid, email, events, web, and outbound as team priorities shift. You'll be the person who can step into any channel and make the program better. • Build agentic workflows. Use AI tools (Claude Code, agents, internal AI infrastructure) to automate program execution — audience building, content generation, signal detection, campaign QA — and treat automation as a first-class deliverable, not a side project. • Connect programs to the sales motion. Translate marketing signals into actions sellers actually take: account coverage, buying signals, campaign follow-up. Partner directly with sales leadership on what's working. • Measure what matters. Instrument your programs, report on pipeline impact honestly, and kill what isn't working.

Role Description Grafana Labs is looking for a Senior Commercial Account Executive who will be responsible for prospecting and growing existing business across the West region. You will identify, nurture, and close opportunities with existing customers. You will manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking about our products. Your expertise will be critical in helping articulate the value of our products. - Identify new opportunities to expand Grafana usage within a set of current customers - Meet and exceed individual quarterly and annual sales goals - Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations, and account management) - Cultivate sales through outbound prospecting and inbound leads - 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 Qualifications - 3+ Years of Experience in Infrastructure Technology Sales - Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer) - Energetic, upbeat, entrepreneurial, tenacious team player - Excellent communicator in all channels (in person, online, in writing) - Able to form strong working relationships both in person and virtually - Adaptable with demonstrable experience in high velocity technology companies - Experience using Salesforce Requirements - Familiarity with open source technology is a significant advantage - Experience using Command of the Message and MEDD(P)ICC is ideal Compensation & Rewards In the United States, the OTE (On-Target Earnings) compensation range for this role is $200,000 - $220,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally. *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. Benefits - 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.