Enterprise Account Executive - West Coast

Position Overview

Grafana Labs is a remote-first, open-source powerhouse with over 20 million users worldwide. We are seeking an Enterprise Account Executive to prospect and close new business across the West Coast region. 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 our products. 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.

Responsibilities

• 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.
• Effectively manage your sales pipeline in Salesforce.
• Oversee pipeline generation, order processing, and day-to-day customer requests.

Requirements

• 2-5+ years of software sales experience.
• Proven experience prospecting into accounts with 1000-5000 employees.
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Experience using Salesforce.
• Familiarity selling open-source technology is a plus.
• Experience using Command of the Message and MEDD(P)ICC.
• Must be located in the Bay Area region.

Compensation & Benefits

• OTE Compensation Range (US): $200,000 - $290,000. Actual compensation will be determined by level, experience, and skillset.
• Benefits: Include equity, bonus (if applicable), and other benefits detailed on our careers page.
• Note: Compensation ranges are country-specific. Recruiters will discuss specific market pay ranges and benefits for other locations.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture: Connect with talent worldwide in a collaborative, purpose-driven environment.
• Scaling Organization: Contribute to meaningful work in a high-growth, dynamic setting.
• Transparent Communication: Participate in open decision-making and receive regular company-wide updates.
• Innovation-Driven: Enjoy autonomy and support to produce excellent work and explore new ideas.
• Open Source Roots: Be part of a company built on community-driven values.
• Empowered Teams: Experience a high-trust, low-ego culture that prioritizes outcomes.
• Career Growth Pathways: Access defined opportunities for professional development and advancement.
• Approachable Leadership: Work with a supportive and accessible leadership team.

About Grafana Labs

Grafana Labs is a remote-first, open-source powerhouse. Our open-source visualization tool, Grafana, is used by over 20 million people globally to monitor diverse systems, from beehives to climate change initiatives. Our dashboards are recognized worldwide, appearing in contexts like NASA launches and major sporting events. We support over 3,000 companies, including Bloomberg, JPMorgan Chase, and eBay, in managing their observability strategies with the Grafana LGTM Stack. This stack includes scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo), available as Grafana Cloud (fully managed) or Grafana Enterprise Stack (self-managed). We are scaling rapidly while maintaining our core values: an open-source legacy, a global collaborative culture, and a passion for impactful work. Our team thrives in an innovation-driven environment built on transparency, autonomy, and trust.

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 truly career-defining opportunity.