• Own the full-cycle sales process for net-new mid-market and emerging enterprise restaurant brands (10–150 locations) • Prospect, qualify, and close new logos through outbound, inbound, and partner-driven opportunities • Build and execute territory and account strategies to consistently exceed new business revenue targets • Develop a deep understanding of prospects’ operational challenges, tech stack, and growth goals • Position and sell value-based restaurant technology solutions to economic buyers and key stakeholders • Lead discovery, demos, and negotiations with VP- and C-level restaurant operators and leadership teams • Collaborate closely with Marketing, Sales Development, and Partnerships to drive pipeline growth • Work cross-functionally with Implementation and Customer Success to ensure smooth handoffs and long-term customer success • Maintain accurate pipeline management and forecasting in CRM • Act as the voice of the market—bringing competitive insights and customer feedback back to Product and Leadership • Operate with urgency, ownership, and a builder’s mindset in a high-growth environment

• Position is responsible for selling the Hospitality solution portfolio within an assigned territory; • Position sells solutions and services to secure new opportunities maximizing revenue and profitability and increasing NCR's ship share; • Targets current client accounts in local geographic area, typically at ownership level, in the small to medium-sized business market. • Position is responsible for prospecting, managing and bringing to closure new business opportunities within targeted area including: Table Service accounts, Quick Service accounts, and other relevant hospitality industries in a territory. • As a member of the sales team, objectives are focused and performance is measured on the ability to close new business. • Position executes the sales process by moving new opportunities successfully through the funnel; • Position accountable for building relationships with prospective and competitive customers; • Articulates solutions in terms of ROI to the client • Serve as key interface in defining customer needs and NCR's ability to meet those needs through solutions; • Serve as the liaison between the customer and NCR in regard to issues for current customer escalating any roadblocks to securing the business or customer satisfaction. • Responsible for proposing and closing deals in the assigned territory.

Role Description We’re hiring our first AEs at Pogo to help us scale our B2B enterprise business from $XM ARR to $XXM ARR. You'll own the full sales cycle from prospecting to expansion. - Lead generation & engagement: Get Pogo in front of the right people by building relationships with prospects across outbound email, calls, conferences, and dinners. Stay on top of inbound and referral leads and keep pipeline moving. - Qualification & closing: Lead discovery, demos, and follow-up conversations to understand prospect needs and close new business. Build compelling ROI cases and navigate contract negotiations to get deals over the line. - Consultative selling with trials & POCs: Own the trial experience end-to-end, coordinating with other Pogo team members to ensure every project is successful and accelerates the path to closing a subscription. - Renewals & expansion: Own the renewal cycle for your accounts and actively identify upsell and cross-sell opportunities. Build deep relationships with existing clients to understand their evolving needs and grow revenue within the base. - Process & feedback: Help build and improve the sales playbook as we scale. Bring structured learnings back to the team and contribute to a culture of rapid iteration on what's working. - Travel: Up to 3-5 days a month. - Cross-team collaboration: Work closely with GTM, Engineering, and Product team members to make sure new clients are set up for success from day one. Partner with the founding team on strategic deals and revenue priorities. Qualifications - Likely 3-10 years of sales experience, including selling to enterprise customers end-to-end. - You're a hunter. You're energized by building pipeline from scratch and you don't wait for leads to come to you. - You're a strong communicator who can earn credibility quickly with senior stakeholders and translate a product demo into a compelling business case. - You're hands-on and resourceful. You do whatever it takes to get a deal across the line. - You take ownership of your number. You know where you stand at all times and you're always working the problem. - You're a fast learner who picks up new products, industries, and buyer personas quickly. - You use AI tools to work smarter and to do better research, better outreach, better prep. Requirements - Bonus: You can tell stories with data. - Bonus: You have sold insights or data analytics products. Benefits - Help build the GTM motion from the ground up. - Sell a product customers genuinely want. - Work directly with the founders and product team. - Operate with fast feedback loops. - Own meaningful customer relationships. - Join a highly product-minded team. - Shape the culture early. Why you might not be excited about us - There’s very little structure (yet). - You’ll need to thrive in ambiguity. - You’ll wear a lot of hats. - We expect more than 9 to 5 — raw hours make an impact at our current stage.

Title: Senior Enterprise Account Executive, Acquisition | Bay Area | Remote Location: United States (Remote) Job Description: Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and 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. The Opportunity: Grafana Labs is looking for an Senior Enterprise Account Executive, Acquisition who will be responsible for prospecting and closing new business across the West region. You will identify, nurture and close opportunities with new 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, work with the customer during the trial phase and hand off a strong relationship to our Customer Success team. What You’ll Be Doing: - 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 What Makes You a Great Fit: - 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 - Familiarity with open source technology is a significant advantage - 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 Salesforce - Experience using Command of the Message and MEDD(P)ICC is idea Compensation & Rewards: In the USA, the OTE (On-Target Earnings) compensation range for this role is $270,000-$300,000. 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. 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 #LI-Remote