Director of Strategy and Planning

Details

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

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.

Responsibilities

• Establish standard reports and tools to analyze business performance, help set operational targets, and drive planning processes with the Go-To-Market Operations team.
• Evaluate changes to the GTM organization: roles, targets, capacity planning.
• Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and/or transformational initiatives, including new market evaluation, M&A integration, vertical planning, and pricing.
• Become an expert in how GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports.
• Identify operational gaps in reporting capabilities and/or inefficiencies in the planning process; collaborate with Analytics and Business Systems teams to build scalable solutions.
• Help create the connective tissue across internal stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM leadership.

Requirements

• 7 years of experience in strategy and operations, consulting, enterprise technology sales/strategy, or a similar role.
• Demonstrated track record of strategic thinking and analysis: identify opportunities, envision models and strategic paths to capture them, and spot emerging risks.
• Strong modeling and analytical skills – comfortable with complex segmentation analysis and workforce planning.
• Excellent communication skills with executive audiences; able to explain “what it is”, “why it matters” and “what should we do” based on data and analysis.
• Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models (rep productivity, rep capacity, campaign influence, and quota modeling).
• High comfort with ambiguity and ability to identify priorities and execute without external motivation.
• Critical and creative thinker who can reorient to obstacles and define better ways to achieve goals.

Bonus / Nice to Have

• Previous experience in open source.
• Experience with Grafana, Tableau or other analysis/BI tools.
• Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools.
• Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Clari, People.ai).
• Familiarity with SQL or similar database querying language (the role notes you won’t be deep in SQL, but familiarity is helpful).

Compensation & Benefits

• In the United States, the OTE (On-Target Earnings) compensation range for this role is $220,000 - $275,000. Actual compensation may vary based on level, experience, and skillset.
• All roles include Restricted Stock Units (RSUs).
• 100% remote company with a global, remote-first culture.
• In-person onboarding, a global annual leave policy of 30 days per annum (with 3 reserved for Grafana Shutdown Days), and career growth opportunities.

Other Information

• This role reports to the VP of Revenue Operations and will partner cross-functionally with Analytics, Business Systems, Marketing, Finance, and GTM leadership.
• Grafana Labs is an Equal Opportunity Employer and may utilize AI tools in its recruitment process; recruitment review is conducted manually by the team as well.
• For information about how personal data is used once you’ve applied, see Grafana Labs' privacy policy.