Majors Account Executive - Key Customers

About the Position

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. We are looking for a Majors Account Executive, Key Customers to join our team and be responsible for prospecting and growing existing business across the West region. You will identify, nurture, and close opportunities with existing customers. Your expertise will be critical in helping articulate the value of our products and work with customers during the trial phase.

Responsibilities

• Identify new opportunities to expand Grafana usage within 3-5 top existing accounts across multiple functions and business lines.
• Develop and maintain strong relationships at the Executive level in current customers.
• Create and execute strategic plans for defined account sets.
• Meet and exceed individual quarterly and annual sales goals.
• Manage all aspects of the sales process (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

• 8+ 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 and with demonstrable experience in high-velocity technology companies.
• Excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually.

Nice to Have

• Experience using Salesforce.
• Familiarity with open-source technology is a significant advantage.
• Experience using Command of the Message and MEDD(P)ICC is ideal.

We Offer

• Compensation & Rewards: In the USA, the OTE (On-Target Earnings) compensation range for this role is $360,000-$380,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.
• 100% Remote, Global Culture: As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization: Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication: Expect open decision-making and regular company-wide updates.
• Innovation-Driven: Autonomy and support to ship great work and try new things.
• Open Source Roots: Built on community-driven values that shape how we work.
• Empowered Teams: High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways: Defined opportunities to grow and develop your career.
• Approachable Leadership: Transparent execs who are involved, visible, and human.
• Passionate People: Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding: We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
• Balance is Key: We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect.

About the Company

Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, color, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family, or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organization, and we work hard to ensure that is the foundation of our organization as we grow.

Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.