• 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 • Be able to 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

• Manage and expand some of our most important customer accounts, including high growth technology, logistics, and fintech companies. • Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results. • Partner closely with other Twilio teams to identify new revenue opportunities within your account portfolio. • Serve on a cross-functional account team with representatives from product, finance, support, and services teams. • Run a disciplined forecast, consistently achieve goals, and present guidance to executive management. • Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization

• Strategic Account Planning: Develop and manage a territory plan to meet or exceed business goals. • Customer Consultation: Apply technical credibility to consult with customers on technology solutions. • Sales Management: Demonstrate funnel management skills with strong hunting/prospecting and closing skills. Consistently and accurately manage the sales process, including sales forecasting, pipeline management, and sales tracking through the use of the CRM system and other designated IT tools. • Customer Relationships: Establish trust with customers, understand their research needs and internal dynamics, and take a consultative selling approach to provide the right solutions. Ensure high customer satisfaction post-sale. • Market Knowledge: Develop deep knowledge of customer ecosystems and decision-makers. Stay up-to-date on research trends to identify high-value leads. • Team Coordination: Work effectively with sales and support teams, • Collaboration: Work closely with other roles, aligning internal responsibilities and goals, and leveraging experts to drive customer decisions and an exceptional customer experience from awareness through adoption and utilization. • Post-Purchase Support: Manage the customer relationship post-purchase to support ongoing consumables use and identify new and future research opportunities and needs. • Business Planning: Commit to rigorous business and territory planning, applying market and customer knowledge to ensure accurate and timely forecasting. • Market and Product Knowledge: Maintain current knowledge of genetic analysis markets, products, and buying practices required to effectively compete in the assigned territory.

• Ownership: Take full responsibility for your flagship accounts, defining a clear strategy and relentlessly driving it to exceed revenue and consumption goals. • Execution: Turn strategy into action, executing with urgency and discipline to consistently overachieve targets. • Advisory: Build boardroom‑level relationships, becoming the trusted advisor on all things data and AI for senior stakeholders up to and including the C‑level. • Expansion: Uncover and shape new business, expanding use cases and driving deeper platform consumption across your accounts. • Orchestration: Lead the full Databricks ecosystem, mobilizing internal cross-functional teams to maximize impact and customer value. • Negotiation: Demonstrate compelling value in every engagement, leading confident, insight‑led negotiations from discovery to close.