Job description

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. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X . We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do. You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity. If you do not see a posted role that fits your location/ skill set, please apply here for future consideration. If you apply, we will keep your information on file and reach out when a matching position becomes available. Grafana Labs is building its pipeline of talented Account Executives across our Commercial and Enterprise segments. Whether your background is in growth (expanding existing accounts) or acquisition (landing net-new logos), and whether you've sold into commercial or enterprise markets, we want to hear from you. When we open a new role that matches your experience, we will reach out directly. About the Role As an Account Executive at Grafana Labs, you'll be responsible for driving revenue across your assigned segment — identifying, nurturing, and closing opportunities through both outbound prospecting and inbound leads. We take a consultative approach to sales: understanding customer needs first, then articulating how Grafana Cloud and Grafana Enterprise can solve their challenges. You'll manage the full sales cycle, from prospecting through close, and hand off strong relationships to our Customer Success team. What You'll Do Identify and close new business opportunities — whether expanding usage within existing accounts or acquiring net-new customers Meet and exceed quarterly and annual sales targets Manage all aspects of the sales process: discovery, demos, proofs of concept, proposals, negotiations, and account management Clearly communicate the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders Maintain a clean, accurate pipeline in Salesforce and manage forecasting, quoting, and order processing What We're Looking For 3+ years of experience in infrastructure technology sales Consistent track record of hitting or exceeding quota in a competitive environment Experience managing full sales cycles across commercial or enterprise accounts Familiarity with Salesforce and structured sales methodologies (Command of the Message, MEDD(P)ICC, or similar) Strong communicator — comfortable in person, virtually, and in writing Entrepreneurial mindset: adaptable, self-motivated, and collaborative Exposure to open source technology is a strong plus Segments We Hire For Commercial (Growth) — expanding Grafana usage within existing mid-market customers Commercial (Acquisition) — landing net-new commercial logos Enterprise (Growth) — deepening relationships and expanding within strategic enterprise accounts Enterprise (Acquisition) — opening and closing net-new enterprise deals *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. Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, 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 organisation, and we work hard to ensure that is the foundation of our organisation 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. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our privacy policy .

Requirements

Must-haves

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.
When we open a new role that matches your experience, we will reach out directly.
Identify and close new business opportunities — whether expanding usage within existing accounts or acquiring net-new customers
Meet and exceed quarterly and annual sales targets
Manage all aspects of the sales process: discovery, demos, proofs of concept, proposals, negotiations, and account management
Clearly communicate the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders
Maintain a clean, accurate pipeline in Salesforce and manage forecasting, quoting, and order processing
3+ years of experience in infrastructure technology sales
Consistent track record of hitting or exceeding quota in a competitive environment
Experience managing full sales cycles across commercial or enterprise accounts
Familiarity with Salesforce and structured sales methodologies (Command of the Message, MEDD(P)ICC, or similar)
Strong communicator — comfortable in person, virtually, and in writing
Entrepreneurial mindset: adaptable, self-motivated, and collaborative
Exposure to open source technology is a strong plus
Segments We Hire For
Commercial (Growth) — expanding Grafana usage within existing mid-market customers
Commercial (Acquisition) — landing net-new commercial logos
Enterprise (Growth) — deepening relationships and expanding within strategic enterprise accounts
Enterprise (Acquisition) — opening and closing net-new enterprise deals
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.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick