Senior Enterprise Account Executive, Acquisition | West | Remote
Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost.
We are a 100% remote company with 1,600+ 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. We’re scaling fast while staying true to our open-source legacy, global collaborative culture, and passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
About the role
We’re looking for a Senior Enterprise Account Executive, Acquisition who will be responsible for prospecting and closing new business across the West region. You will identify, nurture, and close opportunities with new customers, manage forecasts, and track customer data. We're strong proponents of a consultative sales approach—learn about the customer's needs first before talking products. Your expertise will be critical in helping articulate the value of our products, work with the customer during the trial phase, and hand off a strong relationship to our Growth team. Ideally, you come from a technical background and have sold technical products before.
Responsibilities
- Meet and exceed individual quarterly and annual sales goals
- Outbound prospecting into net-new customers
- Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations)
- 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
- Familiarity with open-source technology is a significant advantage
- Excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually
Bonus Points
- Experience using Salesforce
- Experience using Command of the Message and MEDD(P)ICC
Pay
In the US, the OTE compensation range for this role is $260,000 - $300,000. 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.
Benefits
- 100% remote, global culture
- Scaling organization with meaningful work in a high-growth, ever-evolving environment
- Transparent communication and open decision-making
- Innovation-driven with autonomy and support to ship great work
- Open-source roots with community-driven values
- Empowered teams with a high-trust, low-ego culture
- Defined career growth pathways
- Approachable leadership with transparent, involved executives
- Passionate, smart, and supportive team members
- In-person onboarding to help you thrive from day one
- Global annual leave policy of 30 days per annum, including 3 Grafana Shutdown Days