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Salary: USD 320,000 - 340,000 / annual
Grafana Labs is seeking a Strategic Account Executive, Growth to drive expansion within existing customer accounts across the West region. You will own the full sales lifecycle—from identifying expansion opportunities within current customers to closing deals, managing forecasts, and ensuring smooth handoffs to Customer Success.
Key Responsibilities:
- Identify and pursue expansion opportunities to grow Grafana usage within existing customer accounts
- Manage the complete sales process: prospecting, discovery meetings, product demos, proofs of concept, proposals, negotiations, and account management
- Cultivate pipeline through both outbound prospecting and inbound leads
- Meet and exceed quarterly and annual sales targets
- Develop expertise in both Grafana Cloud and Grafana Enterprise offerings
- Maintain accurate pipeline management in Salesforce
- Handle quote creation, order processing, and day-to-day customer requests
- Apply a consultative sales approach, understanding customer needs before presenting solutions
About Grafana Labs:
Grafana Labs builds Grafana Cloud, a fully managed observability platform trusted by 10,000+ organizations including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce. The company is 100% remote with 40+ countries represented, backed by top-tier investors including Lightspeed, Sequoia, GIC, and Coatue. The culture emphasizes transparency, autonomy, open-source values, and meaningful work in a high-growth environment.
Requirements:
- 5+ years of experience in Infrastructure Technology Sales
- Demonstrated track record of consistent goal achievement in competitive environments (top 10% performer)
- Proficiency with Salesforce
- Excellent communication skills across all channels (in-person, online, written) with ability to build strong relationships both in-person and virtually
- Energetic, entrepreneurial, tenacious team player
- Adaptability and experience in high-velocity technology companies
Bonus Qualifications:
- Familiarity with open-source technology
- Experience with Command of the Message and MEDD(P)ICC sales methodologies
