Grafana Labs

Commercial Account Executive, Acquisition (Remote, North East)

United States

$160,000 – $210,000Compensation
Junior (1 to 2 years)Experience Level
Full TimeJob Type
UnknownVisa
Software, Biotechnology, Cloud ServicesIndustries

Position Overview

  • Location Type: Remote
  • Employment Type: Full-time
  • Salary: $160,000 - $210,000 OTE (in the United States)

Grafana Labs is seeking a Commercial Account Executive to drive new business across the North East Region of the US. This role involves prospecting, nurturing, and closing opportunities with both new and existing customers, managing forecasts, and tracking customer data. A consultative sales approach is highly valued – understanding customer needs before presenting solutions. You’ll play a key role in articulating product value, guiding customers through trials, and establishing strong relationships with the Customer Success team. Experience in a technical field and prior sales of technical products are preferred.

Responsibilities

  • Meet and exceed individual quarterly and annual sales goals.
  • Conduct outbound prospecting to identify and engage new customers.
  • Manage the entire sales process, including:
    • Prospecting
    • Sales meetings
    • Product demonstrations
    • Proofs of concept
    • Proposal creation
    • Negotiation
  • Cultivate sales through outbound prospecting and inbound leads.
  • Develop a deep understanding of the value of both Grafana Cloud and Grafana Enterprise.
  • Maintain expertise in managing the sales pipeline within Salesforce.
  • Handle quote creation, order processing, and daily customer requests.

Requirements

  • 3+ Years of Experience in Infrastructure Technology Sales
  • Proven history of consistent goal achievement in a competitive sales environment (top 10% performer).
  • Energetic, upbeat, entrepreneurial, and tenacious team player.
  • Adaptable and demonstrated experience in high-velocity technology companies.
  • Experience using Salesforce.
  • Familiarity with open-source technology is a significant advantage.
  • Excellent communication skills across all channels (in-person, online, and in writing), with the ability to build strong working relationships virtually and in person.
  • Experience with Command of the Message and MEDD(P)ICC is ideal.

Company Information

About Grafana Labs: More than 20 million users worldwide rely on Grafana, the open-source visualization tool, to monitor everything from beehives to climate change in the Alps. Grafana Labs also helps over 3,000 companies – including Bloomberg, JPMorgan Chase, and eBay – manage their observability strategies with the Grafana LGTM Stack.

Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.

Skills

Salesforce
Technical Sales
Prospecting
Product Demonstration
Negotiation
Customer Relationship Management
Open-source Technology
Communication Skills

Grafana Labs

Observability and monitoring solutions provider

About Grafana Labs

Grafana Labs specializes in observability and monitoring solutions for cloud infrastructure and applications. Its main product, Grafana, is an open-source metrics dashboard that allows users to visualize and analyze data from various sources. This helps businesses monitor the performance and health of their systems in real-time. Grafana Labs serves a wide range of clients, including large enterprises and individual developers, particularly in sectors like technology, finance, healthcare, and retail. Unlike many competitors, Grafana Labs offers both open-source and commercial products, generating revenue through premium features, enterprise support, and managed cloud services. The company's goal is to provide essential tools for monitoring and visualizing data, ensuring that digital services are reliable and efficient.

New York City, New YorkHeadquarters
2014Year Founded
$783.2MTotal Funding
SERIES_DCompany Stage
Data & Analytics, Enterprise SoftwareIndustries
1,001-5,000Employees

Benefits

30 days of paid vacation each year on top of national holidays, parental leave, & sick leave
Health coverage
4% contribution match on our 401(k)
$1,500 learning and development stipend
Udemy subscription
Complimentary subscription to Headspace
Discounts on a wide variety of services, including entertainment, food, and fitness.
Remote Work Option
Global Employee Assistance Program

Risks

Increased competition from Datadog, Dynatrace, and New Relic pressures Grafana to innovate.
Recent critical security vulnerabilities could affect customer trust and adoption.
Rapid regional expansion may strain resources and impact service quality.

Differentiation

Grafana Labs offers a unique open-source observability platform with extensive customization.
The company provides both self-managed and fully managed observability solutions for diverse needs.
Grafana Labs integrates AI to enhance data analysis and monitoring capabilities.

Upsides

Grafana Labs raised $270M, boosting its valuation to over $6 billion in 2024.
The company surpassed $250M in annual recurring revenue with over 5,000 customers.
Expansion into Southeast Asia shows Grafana's commitment to localized cloud services.

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