Commercial Account Executive, Acquisition (Remote, CA)

Commercial Account Executive - West Coast Region

Position Overview

Grafana Labs is seeking a motivated Commercial Account Executive to drive new business acquisition across the West Coast Region of the United States. This role involves identifying, nurturing, and closing opportunities with both new and existing customers, managing forecasts, and tracking customer data. We emphasize a consultative sales approach, prioritizing understanding customer needs before discussing products. Your expertise will be crucial in articulating product value, guiding customers through trials, and ensuring a smooth handover to our Customer Success team. A technical background and prior experience selling technical products are highly desirable.

Responsibilities

• Meet and exceed individual quarterly and annual sales goals.
• Conduct outbound prospecting into net-new customers.
• Manage all facets of the sales process, including prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations.
• Cultivate sales through both outbound prospecting and inbound lead management.
• Effectively understand and communicate the value proposition of Grafana Cloud and Grafana Enterprise.
• Maintain and manage the sales pipeline diligently within Salesforce.
• Handle quote creation, order processing, and address day-to-day customer requests.

Requirements

• Experience: 3+ years in Infrastructure Technology Sales.
• Performance: Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Attributes: Energetic, upbeat, entrepreneurial, tenacious team player.
• Adaptability: Experience in high-velocity technology companies and the ability to adapt.
• Tools: Proven experience using Salesforce.
• Technical Acumen: Familiarity with open-source technology is a significant advantage.
• Communication: Excellent communication skills across all channels (in-person, online, written) and the ability to build strong working relationships virtually and in person.
• Sales Methodologies: Experience with Command of the Message and MEDD(P)ICC is ideal.
• Location: Must be located in California (CA).

Compensation & Benefits

• OTE Compensation Range (US): $160,000 - $210,000.
  • Actual compensation will be determined by level, experience, and skillset assessed during the interview process.
• Benefits: Include equity, bonus (if applicable), and other benefits detailed on the careers page.
  • Note: Compensation ranges are country-specific. Candidates applying from different locations will have their specific market's defined pay range and benefits discussed by their recruiter.

About Grafana Labs

Grafana Labs is the company behind Grafana, the open-source visualization tool used by over 20 million users worldwide to monitor diverse systems. Our recognizable dashboards are utilized in various high-profile contexts, from NASA launches to major sporting events. We also support over 3,000 companies, including major financial and tech firms, in managing their observability strategies with the Grafana LGTM Stack. This stack offers Grafana Cloud (fully managed) and Grafana Enterprise Stack (self-managed), featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

Equal Opportunity Employer

Grafana Labs is committed to building a diverse and inclusive workplace where talented individuals can thrive. We value the hard work and dedication of our employees. We encourage applications from candidates who may not meet every qualification but are excited about the role.

We recruit, train, compensate, and promote without regard to race, religion, color, national origin, gender, disability, age, veteran status, or any other characteristics that define our unique identities. We believe in equality and fostering a unique environment for all.