• Qualify new sales opportunities by promptly and effectively following up on inbound leads • Ensure each lead is thoroughly assessed to determine fit and potential value • Proactively prospect and engage with cold leads to generate interest • Conduct in-depth research on target accounts to identify key decision-makers • Develop and nurture strong, professional relationships built on trust • Effectively present and demonstrate the capabilities of our innovative AI Service Management solution • Tailor messaging to resonate with diverse stakeholders • Manage the full sales cycle with the goal of meeting or exceeding a sales quota of $1.3 million • Ensure ongoing communication and relationship management

• Taking ownership of new business bookings: Drive new business growth by identifying and pursuing revenue-generating opportunities, managing sales pipelines, and executing account strategies tailored to secure large enterprise-level deals. • Conducting customer meetings and presentations: Lead on-site and remote customer meetings, delivering compelling presentations and product demonstrations to marketing-qualified leads, effectively showcasing the value proposition of our solution and aligning to prospects strategic business challenges. • Generating leads through events: Attend tradeshows and industry events to generate leads and foster relationships with potential clients, expanding the reach of our solution in the market. • Providing technical expertise: Deliver standard and customized product demonstrations in collaboration with your Sales Engineering team, address technical inquiries, and interface with client technical teams to present our product architecture, tailor solutions discussions, and overcome technical objections as needed. • Executing Proof of Concept exercises: Collaborate with sales engineers to manage and execute Proof of Concepts, showcasing the capabilities of our solution through live demonstrations of process automation tailored to the prospect’s needs. • Leading RFX responses: Take the lead in coordinating RFX responses, working closely with internal teams such as sales engineers, product, and services teams to deliver comprehensive and compelling proposals that meet client requirements. • Coordinating solution design: Collaborate with technical support, engineering, and service resources to ensure alignment between solution design and client business requirements, providing seamless integration and deployment of our solution.

• You are our face to the customer! • As a sales-driven personality, you know how to inspire, present confidently and bring your passion for our product portfolio to the table while actively driving deals to close. • You strategically develop the existing business in your territory. • You identify potential with a confident instinct and win new customers with your persuasive manner. • You conduct negotiations independently and with the necessary drive to succeed. • You keep an eye on the market and know exactly where your next opportunity awaits. • You document your successes in a structured way in Salesforce.

• 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