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Salary: USD 310,000 - 360,000 / annual
Grafana Labs is seeking a Regional Sales Director to lead a commercial sales team and drive revenue growth across the West region. You will be responsible for developing and executing regional sales strategies, mentoring Account Executives, building pipeline to exceed revenue targets, and establishing sales territories, quotas, and goals. This role involves direct engagement with prospects and C-level executives, helping close complex deals through a consultative approach, and strategically partnering with Marketing, Solution Engineers, R&D, and Customer Support.
You will guide your team through consultative selling, learning prospect needs and articulating the value of Grafana's observability platform. Key responsibilities include developing long-term strategic relationships with key accounts, preparing teams for QBRs and HBRs, meeting with prospects to strategize deal closure, and building an annual sales plan aligned with organizational objectives. This is a critical hire for the company, working closely with GTM leadership to build something significant.
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 leading successful sales teams
- Minimum 8 years of direct sales experience
- Experience navigating complex sales cycles lasting 2-6 months
- Excellent written, oral, and presentation skills (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 for buyer education
- Strong 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.
