Commercial Account Executive - Southeast Region

Position Overview

Grafana Labs is seeking a Commercial Account Executive to drive new business growth across the Southeast Region of the US. 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, focusing on understanding customer needs before presenting solutions. Your expertise will be crucial in articulating product value, guiding customers through the trial phase, and ensuring a smooth handover to our Customer Success team. A technical background and prior experience selling technical products are highly desirable.

Company Information

Grafana Labs is a remote-first, open-source company with over 20 million users of its flagship product, Grafana. Our technology is used globally for monitoring diverse systems, from beehives to climate data. We support over 3,000 companies, including major financial and technology firms, with our Grafana LGTM Stack (Grafana Cloud and Grafana Enterprise Stack), which includes scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo). We are a fast-scaling organization committed to our open-source legacy, global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment characterized by transparency, autonomy, and trust.

Responsibilities

• Meet and exceed individual quarterly and annual sales goals.
• Conduct outbound prospecting to identify and engage net-new customers.
• Manage all aspects of the sales process, including prospecting, sales meetings, product demonstrations, proofs of concept, proposal creation, and negotiations.
• Cultivate sales opportunities through both outbound prospecting and inbound lead follow-up.
• Develop a deep understanding and effectively communicate the value proposition of both Grafana Cloud and Grafana Enterprise.
• Maintain accurate and up-to-date sales pipeline information in Salesforce.
• Manage quote creation, order processing, and address day-to-day customer requests.

Requirements

• Experience: 3+ years of experience in Infrastructure Technology Sales.
• Performance: Demonstrated history of consistent goal achievement, ideally as a top 10% performer in a highly competitive environment.
• Attributes: Energetic, upbeat, entrepreneurial, and a tenacious team player.
• Adaptability: Adaptable with demonstrable experience in high-velocity technology companies.
• Sales Tools: Proven experience using Salesforce.
• Technical Aptitude: 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 both in-person and virtually.
• Sales Methodologies: Experience with Command of the Message and MEDD(P)ICC is ideal.
• Location: Ideally located in Georgia or Florida.

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: Includes equity, bonus (if applicable), and other benefits detailed here.
• Global Consideration: Compensation ranges are country-specific. If applying from outside the US, your recruiter will discuss your specific market's pay range and benefits.

Why You’ll Thrive at Grafana Labs

• Scaling Organization: Engage in meaningful work within a high-growth, dynamic environment.
• Remote-First, Global Culture: Collaborate effectively from anywhere, with a strong emphasis on global teamwork.
• Transparent Communication: Benefit from open decision-making processes and regular company-wide updates.
• Innovation-Driven: Contribute to and thrive in an environment that fosters continuous innovation.

Note: You may not meet every requirement, and that's okay. If this role excites you, we encourage you to apply for what could be a career-defining opportunity.