Director, Global Sales Strategy & Operations | United Kingdom | Remote at Grafana Labs

United Kingdom

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Software, Observability, Open SourceIndustries

Requirements

7+ years of experience in strategy and operations, consulting, enterprise technology sales/strategy, or a similar role
Demonstrated track record of strategic thinking and analysis – seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models (rep productivity, rep capacity, and quota modeling)
Experience with sales productivity tools (Outreach, Clari, People.ai)
Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis
High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals
You are an entrepreneurial and industrious leader that thrives collaborating with teammates that challenge you to grow every day
You carefully balance the ability to put a hard technical problem under a microscope, without losing sight of the bigger picture required to effectively communicate with stakeholders
You prioritize those things that are important and urgent (instead of just doing more)
Based in the UK

Responsibilities

Act as a trusted advisor to our Sales leaders, identifying opportunities for improvement and aligning the organization around global goals
Set the rhythm of the business around forecasting, pipe generation, performance reviews, and planning with your business partners
Create, codify and enforce sales policies that drive scale, consistency and fairness
Establish measurements and reports to analyze business performance, set operational targets, and drive the programs across the larger Go-To-Market Operations team
Work with Sales leaders to evaluate strategic opportunities and/or transformational initiatives: New market evaluation, segmentation definition, sales process refinement, enablement needs, etc
Lead, development, and mentor a team of global sales operations professionals driving towards a collective goal

Skills

Key technologies and capabilities for this role

Sales StrategySales OperationsForecastingPipeline GenerationPerformance ReviewsBusiness PlanningSales PoliciesGo-to-MarketLeadership Advisory

Questions & Answers

Common questions about this position

Is this role remote?

Yes, this is a remote position in the United Kingdom, and Grafana Labs is a remote-first company.

What experience is required for this role?

Candidates need 7+ years of experience in strategy and operations, consulting, enterprise technology sales/strategy, or a similar role, along with a demonstrated track record of strategic thinking and analysis, experience in a Sales or GTM organization, and familiarity with sales methodologies like MEDDPICC or MEDDIC.

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.

What will I be doing in this role?

You will act as a trusted advisor to Sales leaders, set the rhythm of the business around forecasting and planning, create sales policies, establish measurements and reports, evaluate strategic opportunities, and lead and mentor a team of global sales operations professionals.

What is the salary or compensation for this position?

This information is not specified in the job description.

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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