Enterprise Account Executive, Acquisition

Details

Grafana Labs is a remote-first, open-source company that builds observability tooling used by millions. The Enterprise Account Executive, Acquisition will be responsible for prospecting, qualifying, and closing new enterprise customers across the Central Region. The role is focused on selling Grafana Cloud and Grafana Enterprise (metrics with Grafana Mimir, logs with Grafana Loki, and traces with Grafana Tempo) and will involve working with customers through trials and proofs of concept, managing pipeline and forecasts, and handing off accounts to Growth teams.

Responsibilities

• Meet and exceed individual quarterly and annual sales goals.
• Outbound prospecting into net-new customers and cultivating inbound leads.
• Manage all aspects of the sales process: prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations.
• Understand and convey the value of Grafana Cloud and Grafana Enterprise (including Grafana Mimir, Loki, and Tempo).
• Manage and track customer data and forecasts in Salesforce; be an expert in sales pipeline management.
• Create quotes, process orders, and manage day-to-day customer requests.
• Work consultatively to learn customer needs before recommending product solutions and hand off relationships to Growth team when appropriate.

Requirements

• 2+ years of experience in infrastructure technology sales (selling technical products or infrastructure-related software).
• Demonstrated history of consistent goal achievement in a competitive environment (top performers preferred).
• Strong outbound prospecting, pipeline management, and sales process skills (demos, POCs, proposals, negotiations).
• Comfortable using Salesforce and managing forecasts and customer data.
• Excellent communication skills across channels (in-person, online, written) and ability to build strong customer relationships virtually and in person.
• Energetic, entrepreneurial, tenacious, adaptable team player with experience in high-velocity technology companies.

Bonus / Preferred

• Familiarity with open source technologies.
• Experience with Command of the Message and MEDD(P)ICC frameworks.
• Experience selling observability/monitoring/metrics/logging/tracing products is advantageous.

Benefits

• OTE compensation range in the US: USD $270,000 - $300,000 (actual compensation varies by level, experience, and location).
• Restricted Stock Units (RSUs) for all roles to provide ownership in the company.
• 100% remote, global culture with in-person onboarding.
• 30 days annual leave (global policy) with 3 reserved Grafana Shutdown Days; local legislation adjustments apply.
• Transparent communication, career growth pathways, and an innovation-driven, open-source-rooted culture.

Location & Office Policy

• Role based in Minneapolis or Chicago, or available to candidates remote within the United States.
• Remote-first company culture with in-person onboarding requirements.

Other Notes

• Grafana Labs is an equal opportunity employer.
• The company may use AI tools to assist in CV matching during recruitment, with manual review by the recruitment team.