The Opportunity:Grafana Labs is looking for an SMB Account Executive who will be responsible for prospecting and growing existing business across their assigned region. You will identify, nurture and close opportunities with existing customers. You will manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking about our products. Your expertise will be critical in helping articulate the value of our products.
What You'll Be Doing:- 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 (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations and account management)
- Cultivate sales through outbound prospecting and inbound leads
- Be able to 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
What Makes You a Great Fit:- 1+ years of experience in software sales with a proven track record of exceeding targets in a competitive environment
- Results driven mindset with the ability to identify opportunities, drive deals forward, and deliver measurable results
- Excellent communication skills across all channels (in person, online, in writing) with the ability to build strong working relationships both in person and virtually
- Strong interest in observability and technical sales
- Self-starter mentality, thriving in fast-paced, high-growth environments where innovation and execution matter
- Experience with Salesforce, Gong, Quoting tools, and Zoominfo is preferred
- Familiarity with Command of the Message and MEDD(P)ICC sales methodologies is ideal
Compensation & RewardsIn the United States, the OTE (On-Target Earnings) compensation range for this role is $135,000 - $143,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes and RSUs help us stay aligned and invested as we scale globally. Other benefits included in the US are listed here.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market's defined pay range & benefits at the beginning of the process.
Why You'll Thrive at Grafana Labs:- 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. *We will comply with local legislation where applicable.
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