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Salary: USD 310,000 - 360,000 / annual
Grafana Labs is seeking a Regional Sales Director to lead a team of Commercial Account Executives and drive revenue growth in the West region. You will be responsible for developing and executing sales strategies, mentoring your sales team, building pipeline to exceed revenue targets, establishing sales territories and quotas, and strategically partnering with cross-functional teams including Marketing, Solution Engineers, and Customer Support.
In this role, you will guide your team through a consultative sales approach, learning about prospect needs and articulating the value of Grafana's observability platform. You'll work closely with GTM leadership, meet with prospects to strategize deal closure, prepare the team for QBRs and HBRs, and develop long-term strategic relationships with key accounts. The role involves directing sales activities, building annual sales plans aligned with organizational strategy, and working with C-level executives to shape seven-figure deals.
Grafana Labs is the company behind Grafana Cloud, a fully managed observability platform trusted by over 10,000 organizations including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce. The company is 100% remote with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, and others. The culture emphasizes transparency, autonomy, trust, open-source values, and high-growth innovation.
REQUIREMENTS:
- Minimum 3 years of leading successful sales teams
- Minimum 8 years of successful direct sales experience
- Experience navigating complex sales cycles lasting 2-6 months
- Excellent written and oral communication skills; strong presentation abilities (in-person and virtual)
- Comfort building relationships with C-level executives
- Consistent track record shaping strategic seven-figure deals
- MEDDPICC expertise
- Experience with ROI and cost modeling to educate potential buyers
- Excellent organizational, prioritization, and time management skills
- Unwavering dedication to integrity and professionalism
BONUS: Background in technical applications; familiarity with open-source software is a plus.
