Enterprise Account Executive, Growth (Remote, Melbourne)

Position Overview

• Location Type: Onsite (Melbourne)
• Job Type: Enterprise Account Executive
• Salary: OTE compensation range for this role is AUD 300,000 - AUD 380,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process.

Grafana Labs is seeking an Enterprise Account Executive to drive new business growth across the ANZ region. This role involves identifying, nurturing, and closing opportunities with existing customers, managing forecasts, and tracking customer data. A consultative sales approach is emphasized, focusing on understanding customer needs before discussing products. The ideal candidate will be crucial in articulating product value, guiding customers through the trial phase, and ensuring a smooth handover to the Customer Success team. A technical background and experience selling technical products are highly desirable.

Responsibilities

• Identify new opportunities to expand Grafana usage within a set of current customers.
• Meet and exceed individual quarterly and annual sales goals.
• Manage all aspects of the sales process, including prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations, and account management.
• Cultivate sales through outbound prospecting and inbound leads.
• Understand and convey the value of both Grafana Cloud and Grafana Enterprise.
• Become an expert in managing your sales pipeline in Salesforce.
• Manage quote creation, order processing, and day-to-day customer requests.

Requirements

• 5+ Years of Experience in Infrastructure Technology Sales.
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Energetic, upbeat, entrepreneurial, tenacious team player.
• Adaptable with demonstrable 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, in writing) and ability to form strong working relationships both in person and virtually.
• Experience using Command of the Message and MEDD(P)ICC is ideal.
• Located in Melbourne.

Compensation and Benefits

• In Australia, the OTE compensation range for this role is AUD 300,000 - AUD 380,000.
• Actual compensation may vary based on level, experience, and skillset as assessed in the interview process.
• Benefits include equity, bonus (if applicable) and other benefits listed on the careers page.
• Compensation ranges are country specific.

About Grafana Labs

• Grafana Labs is the company behind Grafana, an open-source visualization tool with over 20 million users globally.
• Grafana dashboards are used to monitor diverse applications, from beehives to climate change initiatives.
• Grafana Labs supports over 3,000 companies with the Grafana LGTM Stack for observability strategies, available as Grafana Cloud (fully managed) or Grafana Enterprise Stack (self-managed).
• The Grafana Enterprise Stack includes 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.
• The company values the hard work, dedication, and creativity of its employees.
• Candidates are encouraged to apply even if their experience doesn't perfectly align with every qualification.
• Hiring, training, compensation, and promotion decisions are made without regard to race, religion, color, national origin, gender, disability, age, veteran status, or other characteristics that make individuals unique.