Senior Commercial Account Executive, Growth | CA | Remote

About the role

Grafana Labs seeks a seasoned sales professional to drive expansion within our existing customer base in the Western United States. This role focuses on identifying and closing new business opportunities by understanding customer needs and demonstrating the value of our observability solutions. You will act as a trusted advisor to key accounts, aligning Grafana's platform capabilities with their evolving digital infrastructure strategies. The position requires a high level of ownership over the full sales lifecycle to ensure sustained growth from current investments. You will leverage data and insights to guide conversations and uncover areas where Grafana products can deliver additional value. Success in this role depends on your ability to build long-term relationships while consistently advancing strategic initiatives. Your work will directly influence the retention and expansion of critical enterprise relationships in a competitive landscape.

About the role

Grafana Labs seeks a seasoned sales professional to drive expansion within our existing customer base in the Western United States. This role focuses on identifying and closing new business opportunities by understanding customer needs and demonstrating the value of our observability solutions. You will act as a trusted advisor to key accounts, aligning Grafana's platform capabilities with their evolving digital infrastructure strategies. The position requires a high level of ownership over the full sales lifecycle to ensure sustained growth from current investments. You will leverage data and insights to guide conversations and uncover areas where Grafana products can deliver additional value. Success in this role depends on your ability to build long-term relationships while consistently advancing strategic initiatives. Your work will directly influence the retention and expansion of critical enterprise relationships in a competitive landscape.

Key facts

What you'll do

• Discover opportunities to increase the adoption of Grafana products within a designated portfolio of current clients.
• Achieve and surpass established quarterly and annual sales targets.
• Manage the complete sales cycle, including outreach, client meetings, product demonstrations, proof-of-concept engagements, proposal development, negotiation, and ongoing account management.
• Generate sales through proactive outbound prospecting and by responding to inbound leads.
• Clearly articulate the benefits of both Grafana Cloud and Grafana Enterprise.
• Maintain and manage your sales pipeline accurately within Salesforce.
• Oversee the creation of quotes, processing of orders, and address day-to-day client inquiries.
• Conduct in-depth analysis of account usage to identify expansion pathways and champion internal resources to support growth initiatives.
• Collaborate with customer success and technical teams to ensure alignment on implementation timelines and value realization milestones.
• Develop tailored messaging and business cases that resonate with executive and technical stakeholders.
• Track competitor activity and market trends to refine positioning and strengthen sales arguments.
• Utilize forecasting methodologies to provide accurate revenue predictions and support strategic planning.

Requirements

• A minimum of 3 years of experience in selling infrastructure technology.
• A proven track record of consistently meeting sales goals in competitive markets, ideally performing in the top 10%.
• Possess an energetic, positive, and persistent approach to sales, with a strong team-oriented mindset.
• Exhibit excellent communication skills across all mediums, including in-person, virtual, and written correspondence, and the ability to build strong relationships.
• Demonstrate adaptability and experience working within fast-paced technology companies.
• Proficiency in using Salesforce for sales management.
• A commitment to maintaining the highest level of integrity in all client interactions and internal partnerships.
• Willingness to adhere to established sales processes while contributing feedback for continuous improvement.

Nice to have

• Familiarity with open-source technologies.
• Experience with sales methodologies such as Command of the Message and MEDD(P)ICC.

Practical notes

• On-Target Earnings (OTE) range in the US is $200,000 - $220,000.
• Restricted Stock Units (RSUs) are included with all roles.
• In-person onboarding is provided.
• Annual leave policy includes 30 days per annum, with 3 dedicated Grafana Shutdown Days.
• Visa sponsorship is not mentioned.