• Prospect, build & manage a sales pipeline within the Strategic segment, both from new business & upsell • Build & maintain relationships with key stakeholders & executives in Research, Product & Design, and help them to achieve their business goals through our platform • Partner with internal resources across customer success, support, legal, security, finance & leadership to execute customer contracts • Forecast performance accurately against revenue targets • Share best practices & product feedback to make your teammates and our product suite even better

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo). 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. Responsibilities Meet and exceed individual quarterly and annual sales goals Outbound prospecting into net-new customers Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations) 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 Requirements 5+ 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 Adaptable and with demonstrable experience in high velocity technology companies Experience using Salesforce You will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually Bonus Points For Experience using Command of the Message and MEDD(P)ICC is ideal Familiarity with open source technology is a significant advantage In the United States, the OTE compensation range for this role is USD 250,000 - USD 300,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here. *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. *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: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s the foundation of our organization 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. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.

The purpose of the Account Executive (AE) is to develop and implement strategic plans within assigned accounts by up-selling & cross-selling the core products MeridianLink offers to Credit Unions, Banks and Finance Companies. In this role, you will be the influencer, building and executing strategic joint business plans with your customers and collaborating with them to explore innovative ways to identify and execute on new products and services. The ideal candidate for this role should possess strong account management skills. They should be able to deliver services as per agreed service levels, manage workflows in a fast-paced work environment and actively participate in contributing to continuous improvement initiatives. Account Executives are responsible for driving customer growth and delivering a positive experience with MeridianLink. The position will drive new business by presenting a value-based approach to our existing customers, while partnering with other key-players to close valuable opportunities. The AE will manage the sales cycle and be responsible for meeting set metrics and goals that align with the company’s revenue objectives. Responsibilities Identify, action and/or provide advice on how to improve business input metrics that drive growth and improve end customer experience. Drive results in a cross functional environment. Demonstrate excellent time-management skills and the ability to work independently while using centralized resources, policies and procedures. Develop and implement strategic plans to manage and grow accounts. Retain clients and build strong, trusting relationships. Understand client needs and identify new business opportunities within your portfolio. Identify opportunities for improvement and propose new tools and processes. Develop and maintain excellent knowledge and understanding of our business, offerings, competitors, and industry. Utilize a customer-focused selling process to identify needs, pains and goals of existing customer base. Meet and exceed individual daily, weekly, and monthly targets and goals for activity, prospecting and booked revenues. Diligently utilize Salesforce, Gong, Clari, Outreach and other tools in the Sales tech stack to internally track all activities, calls and manage forecast. Qualifications

• Generate new and repeat sales within the Strategic Accounts department by providing product and technical information in a timely manner. • Determine customer requirements and expectations to recommend specific products and solutions. Recommend alternate products based on cost, availability, or specifications as needed. • Present price, credit, and terms in accordance with standard procedures and customers’ profitability profiles. • Accurately process customer transactions, including orders, quotes, or returns. • Obtain information from vendors relating to shipment dates and the expected date of delivery to provide accurate information regarding product items. • Increase sales and average order size through cross-selling, up-selling, add-on sales, and offering promotional sale items. • Educate customers about terminology, features, and benefits of products to improve sales and customer satisfaction related to products. • Monitor scheduled shipment dates to ensure timely delivery and expedite as needed. • Contact customers following sales delivery to ensure ongoing customer satisfaction and resolve any complaints. • Remain current on consumer preferences, changes in local codes, and product developments by attending sales meetings, vendor training, and IT trade shows, or reading IT trade journals. • Set up and maintain customer files. • Register sales opportunities with partners. • Identify trends in customer satisfaction or dissatisfaction. • Perform other duties as assigned.