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Salary: USD 260,000 - 300,000 / annual
Grafana Labs is seeking an Enterprise Account Executive, Acquisition to drive new business growth in the DC, Virginia, and Maryland region. You will own the full sales cycle—from prospecting and discovery through closing—for new enterprise customers. This is a consultative sales role where you'll first understand customer needs before presenting solutions, then guide them through trials and hand off strong relationships to the Growth team.
You'll be responsible for meeting and exceeding quarterly and annual sales targets through a combination of outbound prospecting and inbound lead cultivation. Key responsibilities include managing the entire sales process in Salesforce (prospecting, meetings, demos, POCs, proposals, negotiations), becoming expert in articulating the value of both Grafana Cloud and Grafana Enterprise, managing quote creation and order processing, and maintaining a healthy sales pipeline.
Grafana Labs is a 100% remote, globally distributed company with 40+ countries represented. The company is backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, and others, and serves 10,000+ organizations including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce. The culture emphasizes transparency, autonomy, trust, open-source values, and high-growth innovation.
Requirements:
- 5+ years of experience in infrastructure technology sales
- Demonstrated history of consistent goal achievement in highly competitive environments (top 10% performer)
- Energetic, upbeat, entrepreneurial, and tenacious team player
- Adaptable with demonstrable experience in high-velocity technology companies
- Excellent communicator across all channels (in-person, online, written) with ability to build strong working relationships both in-person and virtually
- Familiarity with open-source technology is a significant advantage
Bonus qualifications:
- Experience with Salesforce
- Familiarity with Command of the Message and MEDD(P)ICC sales methodologies
