Role Description Grafana Labs is looking for a Senior Commercial Account Executive, Acquisition who will be responsible for prospecting and closing new business across the Eastern region. You will identify, nurture, and close opportunities with new customers, manage forecasts, and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking products. Your expertise will be critical in helping articulate the value of our products, work with the customer during the trial phase, and hand off a strong relationship to our Growth team. Ideally, you come from a technical background and have sold technical products before. 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 Qualifications - 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 - Familiarity with open source technology is a significant advantage - Excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually - Experience using Command of the Message and MEDD(P)ICC is ideal Requirements - In the US, the OTE compensation range for this role is $180,000 - $220,000. 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. 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.

About LeafLinkLeafLink is the largest unified B2B cannabis platform, providing licensed cannabis businesses a suite of tools to manage their business more effectively, sell or order from their favorite brands and accelerate growth. We are one platform, one solution and we’re defining the way thousands of cannabis brands, distributors, and retailers streamline their operations. With thousands of brands and retailers across 30+ markets in North America, we are setting the industry standard for how cannabis businesses grow together. LeafLink processes more than $5 billion in wholesale cannabis orders annually. Our team, backed by funding from leading VC's, including Founders Fund, Thrive Capital, Nosara Capital, and Lerer Hippeau is poised to define the cannabis supply chain through technology. LeafLink was named one of Inc. 5000’s ‘Top 5000 Fastest-Growing Private Companies’; one of Fast Company's 'Top 10 Most Innovative Companies in Enterprise for 2020', joining the ranks of Amazon, Slack, and VMWare; one of Built In NYC's 'Best Places to Work in 2021'; 2024 Fast Company’s Best WorkPlaces for Innovators for Banking, Finance, and Fintech category; 2024 Green Market Report Award for Best Fintech in cannabis - and we're just getting started! The RoleLeafLink seeks a results-driven Account Executive specializing in banking solutions for cannabis operators. In this role, you will be instrumental in growing our suite of financial services, building relationships with cannabis businesses to support their scaling efforts in a highly regulated industry. You will focus on strategic, high-revenue cannabis clients, providing customized solutions that address their unique financial needs. Success in this role requires sales expertise, a strong understanding of the cannabis and financial services industries, and a collaborative approach with cross-functional teams. What You’ll Be Doing - Build relationships with Director, VP, and C-level financial executives and other senior decision makers across cannabis retailers - Maximize customer adoption and revenue potential of LeafLink’s suite of financial products and services - Stay updated on trends and regulations in both the cannabis and financial services sectors to proactively address client challenges - Identify pain points related to cannabis banking, compliance, and financial management, offering tailored banking solutions that add value - Employ critical thinking and creative problem-solving skills to navigate relationships and difficult partner conversations - Develop pitch narratives that scale across our banking team - Work closely with product, compliance, and relationship management teams to deliver top-notch service and satisfaction to clients - Be the voice of the customer to help shape future cannabis banking product roadmaps and improvements What You’ll Bring to the Team - 5+ years of experience in financial services and/or fintech - Experience managing and prioritizing day-to-day activities around a pipeline of deals - Must demonstrate the ability to understand and articulate various products related to loans, lines of credit, trade credit, factoring, banking, treasury management, and other financial services - Ability to thrive in a fast-paced, high-growth, rapidly changing environment that requires tenacity to exploit opportunities and a steady demeanor to handle challenges - You are the poster child for the startup hustle: change is your only constant, no challenge is too big, and no task is too small LeafLink Perks & Benefits - Flexible PTO - you’re going to be working hard so enjoy time off with no cap! - A robust stock option plan to give our employees a direct stake in LeafLink’s success - 5 Days of Volunteer Time Off (VTO) - giving back is important to us and we want our employees to prioritize cultivating a better community - Competitive compensation and 401k match - Comprehensive health coverage (medical, dental, vision) - Commuter Benefits through our Flexible Spending Account LeafLink’s employee-centric culture has earned us a coveted spot on Fast Company’s Best Places for Innovators in 2024 list. Base salary range $55,000—$65,000 USD

Role Description The Account Executive is responsible for strategically positioning and selling proprietary performance solution, AMPworks. The role involves: - Developing new strategic business relationships and opportunities within specified vertical markets. - Achieving increased sales and profits and return on investment. - Identifying and analyzing new opportunities. - Communicating effectively with other members of the Business Development team, Marketing, Customer Experience, and other functions. - Acquiring new accounts and growing current accounts. - Gathering client objectives and requirements. - Completing a proforma and preparing the transition of programs once sold to operations. - Ensuring SOWs or LOIs are signed and owning the client relationship throughout its lifecycle. - Developing strategies and implementing plans to grow profitable sales. - Following up diligently on leads received. - Consistently targeting, prospecting, and qualifying accounts. - Achieving annual sales objectives and program margin targets. - Demonstrating broad business knowledge and keeping knowledge current. - Identifying client business drivers and qualifying opportunities. - Clearly articulating value throughout the selling cycle. - Collaborating with the Director, Account Operations, and the Client Engagement Director to address critical business issues. - Delivering on client experiences and partnering with various departments in development. - Building mutually constructive relationships with the Account Director and operations team. - Managing the RFP process and responding to pricing quote requests. - Acting as a liaison for immediate client problem resolution. - Understanding market issues and trends impacting designated market segments. - Adhering to lead management processes and closure targets. - Anticipating rejections and objections and proactively addressing them. - Establishing solid relationships across customer levels and ensuring timely follow-up. - Preparing program transitions for clients without an assigned CED. - Staying current by seeking out new information and actions to stay at the forefront of the industry. - Submitting required paperwork and documentation. - Performing other duties as assigned. Qualifications - Minimum 5 years of experience selling performance solutions in the individual incentive industry; must have deep industry knowledge. - Bachelor’s Degree in Business Administration, Marketing, or a related area. - Proven industry success and track record of closing new business. - Proficient in Microsoft Office. - Experience with a CRM system; experience with Sales Force is a plus. - Professional selling and presentation skills to influence multiple levels at clients’ organizations. - Results-oriented, assertive, self-motivated, and possess strong organizational skills. - Strategic thinker with the ability to identify clients’ challenges and solutions. - Excellent negotiation skills to close sales and meet gross profit targets. - Excellent interpersonal, verbal, and written communication skills. - Strong analytical skills and intellectual ability to develop creative ideas and solutions. - Decision-making ability to evaluate alternatives and implement decisions effectively. - Able to work independently and as part of a team. Requirements - Minimum 5 years of experience selling performance solutions in the individual incentive industry; must have deep industry knowledge. - Bachelor’s Degree in Business Administration, Marketing, or a related area. - Proven industry success and track record of closing new business. - Proficient in Microsoft Office. - Experience with a CRM system; experience with Sales Force is a plus. - Professional selling and presentation skills to influence multiple levels at clients’ organizations. - Results-oriented, assertive, self-motivated, and possess strong organizational skills. - Strategic thinker with the ability to identify clients’ challenges and solutions. - Excellent negotiation skills to close sales and meet gross profit targets. - Excellent interpersonal, verbal, and written communication skills. - Strong analytical skills and intellectual ability to develop creative ideas and solutions. - Decision-making ability to evaluate alternatives and implement decisions effectively. - Able to work independently and as part of a team.

• Build and maintain strong, long-term relationships with key healthcare institutions, oncologists, and other relevant stakeholders. Understand their needs, pain points, and goals • Develop and execute a comprehensive sales strategy to drive revenue growth and achieve sales targets. Identify new opportunities for product adoption and expansion • Understand our AI-based medical tests, their applications, and the value they bring to healthcare providers and patients. Be able to effectively communicate this knowledge to clients • Stay updated on industry trends, competitive products, and market dynamics. Use this knowledge to position our solutions effectively • Work closely with our Marketing team to align sales efforts with product launches and marketing campaigns • Prepare and deliver persuasive presentations and proposals to clients, showcasing the benefits of our personalized therapy solutions • Lead negotiations, overcome objections, and close sales deals. Ensure contracts and agreements are executed efficiently • Maintain accurate and up-to-date records of sales activities, opportunities, and customer interactions using a Client Relationship Management system