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Salary: USD 125,000 - 148,000 / annual
Grafana Labs, the company behind Grafana Cloud (a fully managed observability platform trusted by 10,000+ organizations including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce), is seeking a Sales Operations Manager to support the GTM organization. Reporting to the Sr Director of Field Operations, you will manage advanced models, improve data structure, and strengthen operational processes with a focus on target setting, quota creation, and reporting for the consumption-based product suite.
Key responsibilities include:
- Improve and maintain core models of the account base as it relates to consumption growth across the GTM organization
- Partner with the Revenue Operations and Compensation team to manage monthly compensation updates and drive process improvements
- Conduct deep-dive analyses on customer product engagement to inform product investment, GTM segmentation, and territory planning decisions
- Work within Google BigQuery (SQL) to extract large datasets for reporting and influence data orchestration between BigQuery, Google Sheets, and compensation tools
- Manage exceptions directly with Sales
- Execute ad-hoc reporting requests independently, delivering actionable insights
The ideal candidate is highly analytical, excels at translating complex business realities into structured models, and thrives in a fast-paced, data-heavy environment. Grafana Labs is a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, and Coatue. The company emphasizes transparency, autonomy, trust, open-source values, and career growth pathways.
REQUIREMENTS:
- 4+ years of experience in strategy and operations, consulting, business analytics, or compensation
- Comfort working with large datasets and ambiguous problems, with ability to distill key takeaways
- Strong problem-solving skills; ability to translate business challenges into structured models and insights
- Excellent communication skills with executive audiences—explain "what it is," "why it matters," and "what should we do" in terms of data and analysis
- Ability to work independently and drive analysis with minimal guidance
- Expert-level Excel or Google Sheets modeling skills, including advanced formulas, pivot tables, and data visualization
- Proficiency in SQL and data orchestration between BigQuery and GTM tools
- Experience with Salesforce reporting, dashboards, validation rules, and flows
- Experience with compensation tools such as Xactly, Apttus, or CaptivateIQ
BONUS:
- Previous experience in open source
- Experience with data visualization tools like Tableau, Looker, or Grafana
