Commercial Regional Sales Director, Acquisition | NYC | Remote at Grafana Labs

United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Software, Observability, Open-SourceIndustries

Requirements

Minimum 3 years of leading successful sales teams
Minimum 8 years of successful direct sales experience
Experience navigating complex sales cycles that can last 2-6 months
Excellent communication (written, oral) and presentation skills (in-person, virtual)
Comfort working closely and building relationships with C-Level executives
Consistent track record in shaping strategic seven-figure deals
MEDDPICC expertise
Experience working with ROI and cost modeling to educate and assist potential buyers
Excellent organizational, prioritization, and time management skills
Bonus points for background in technical applications, familiarity with OSS

Responsibilities

Develop and mentor Commercial Account Executives
Develop a pipeline to help over-achieve revenue targets
Direct sales activities by establishing sales territories, quotas, and goals
Build and maintain an annual sales plan (goals) in support of organizational strategy and objectives
Meet with prospects and strategize with sales representatives to help close deals
Help the team prepare for QBRs and HBRs
Develop long-term, strategic relationships with key contacts within their account base
Strategically partner with Marketing, Solution Engineers, R&D, Customer Support and other functional teams
Establish sales territories, quotas, and goals
Prepare and present sales pitches to prospects and close deals

Skills

Key technologies and capabilities for this role

Sales StrategyTeam LeadershipRevenue GrowthCustomer AcquisitionConsultative SalesTalent RetentionTerritory ManagementSales MentoringPartnership DevelopmentEntrepreneurial Sales

Questions & Answers

Common questions about this position

Is this role remote or does it require being in NYC?

The role is remote-first, as Grafana Labs operates as a remote-first company, with NYC mentioned in the title likely indicating the region.

What skills and experience are required for the Regional Sales Director role?

The role requires sales leadership experience, including developing and mentoring sales teams, driving revenue growth, and executing sales strategies. A technical background with experience selling visualization, application performance management, or cloud-based tooling is ideal, especially with open-source software.

What is the company culture like at Grafana Labs?

Grafana Labs has a global collaborative culture with transparency, autonomy, and trust, thriving in an innovation-driven environment fueled by an open-source legacy and passion for meaningful work.

What does the team structure look like for this position?

As Regional Sales Director, you will lead a team of Commercial Account Executives, directing sales activities, establishing territories, quotas, and goals, while mentoring the team.

What makes a strong candidate for this sales leadership role?

Strong candidates are entrepreneurial sales leaders who thrive in fast-paced environments, have a technical background in selling observability tools, and are excited by the opportunity even if they don't meet every requirement.

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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