Senior Commercial Account Executive, Growth | New York | Remote

About the role

You will own the end-to-end sales cycle for strategic customers in the East region, driving expansion and adoption of Grafana Cloud and Grafana Enterprise. You will act as a trusted advisor, uncovering complex business needs and aligning Grafana observability solutions to measurable customer outcomes. You will leverage a consultative methodology to build long-term relationships and influence technical stakeholders across organizations. You will translate product capabilities into clear business value, articulating how open source principles support scalable and cost-efficient observability. You will collaborate closely with customer success and internal teams to ensure seamless onboarding and ongoing value realization. You will own forecasting, pipeline management, and accurate reporting in Salesforce to drive predictable revenue growth. You will champion the Grafana mission of open observability while securing durable, multi-year partnerships that compound over time.

Key facts

What you'll do

Identify new opportunities to expand Grafana usage within a defined set of current customers.

Meet and exceed individual quarterly and annual sales goals through consistent execution and pipeline discipline.

Manage all aspects of the sales process, including prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations, and account management.

Cultivate sales through outbound prospecting and responsive inbound leads generated from marketing and customer initiatives.

Understand and convey the value of both Grafana Cloud and Grafana Enterprise to executive and technical stakeholders.

Become an expert in managing your sales pipeline in Salesforce, ensuring visibility, accuracy, and reliable forecasting.

Manage quote creation, order processing, and day-to-day customer requests with speed and precision.

Leverage data and customer insights to tailor messaging, prioritize accounts, and refine go-to-market strategies.

Partner with customer success to identify expansion signals and champion renewal and upsell opportunities.

Represent Grafana Labs professionally in all interactions, reinforcing the company's principles of openness, transparency, and collaboration.

Adapt your selling approach to different buying committees, navigating technical and commercial stakeholders effectively.

Utilize sales automation and CRM tools to streamline workflows and focus on high-impact activities.

Contribute feedback from the field to product and marketing teams, informing future positioning and feature priorities.

Maintain a disciplined pipeline with clear next steps, decision criteria, and documented risk mitigation strategies.

Demonstrate intellectual curiosity and a commitment to continuous learning in observability, metrics, and platform operations.

Requirements

3+ Years of Experience in Infrastructure Technology Sales.

Demonstrated history of consistent goal achievement in a highly competitive environment, placing in the top 10% of performers.

Energetic, upbeat, entrepreneurial, tenacious team player who thrives in fast-paced settings.

Excellent communicator capable of forming strong working relationships in person and virtually across written, verbal, and visual channels.

Adaptable with demonstrable experience in high velocity technology companies.

Experience using Salesforce as a primary CRM platform for managing pipelines and forecasting.

Ability to work independently and collaboratively in a fully remote, globally distributed team environment.

Comfort engaging with C-level and technical stakeholders while maintaining professionalism and empathy.

Willingness to travel occasionally for customer meetings or industry events when necessary and feasible.

Commitment to upholding Grafana Labs' values of openness, transparency, trust, and autonomy in all working relationships.

U.S. authorization to work is required, and candidates must be able to legally work in the United States without sponsorship.

Nice to have

Familiarity with open source technology is a significant advantage in understanding customer environments and use cases.

Experience using Command of the Message and MEDD(P)ICC methodologies to structure complex sales engagements.

Practical notes

This role operates in a fully remote environment with no mandatory office hours, allowing flexibility across time zones.

There may be occasional travel requirements for customer visits or industry events, subject to change based on business needs.

Candidates must comply with U.S. employment eligibility requirements and be able to legally work in the United States without sponsorship.

The position is expected to maintain consistent availability during overlapping business hours to support collaboration with global teams.

Compensation and rewards details referenced in the About the role section are aligned with the ranges stated in the Requirements and Practical notes sections, ensuring internal equity and transparency for this role at Grafana Labs.