Senior Commercial Account Executive, Acquisition | Melbourne | Remote

About the role

Grafana Labs is actively seeking a Senior Commercial Account Executive, Acquisition based in Melbourne to drive new business acquisition within Australia. The role centers on identifying and closing opportunities across Victoria and other Australian states while managing the full sales cycle. You will own the consultative discovery process, ensuring customer needs are understood before presenting solutions. This position requires a strong understanding of technical products to effectively communicate value to diverse stakeholders. The successful candidate will nurture leads through trials and hand off robust customer relationships to the Growth team. You will leverage data in Salesforce to forecast performance and refine strategies continuously. Collaboration with internal teams ensures seamless post-sale transitions and long-term account health.

Key facts

What you'll do

Identify and close new opportunities within current customer accounts to expand footprint.

Meet and exceed quarterly and annual sales targets through consistent performance and discipline.

Manage the full sales cycle including prospecting, meetings, demos, POCs, proposals, negotiations, and post-sale handover.

Generate sales through outbound prospecting and respond effectively to inbound leads with timely follow-up.

Articulate the value of Grafana Cloud and Grafana Enterprise to both technical and business stakeholders using clear messaging.

Manage pipeline activity and sales performance metrics using Salesforce to maintain accurate forecasting.

Handle quotes, order processing, and general customer requests to ensure a smooth buying experience.

Maintain deep product knowledge of observability platforms and how they solve real-world operational challenges.

Build and maintain strong relationships with decision-makers across multiple roles within target accounts.

Contribute feedback from customer interactions to product and marketing teams for continuous improvement.

Adapt sales methodologies to align with evolving buyer expectations and market dynamics in the Australian region.

Demonstrate ownership of end-to-end deal progression from initial contact to successful implementation.

Utilize data insights to refine outreach strategies and improve conversion rates across channels.

Collaborate with marketing to align campaigns with high-priority acquisition segments and use cases.

Champion the open-source ethos of Grafana Labs to resonate with technically sophisticated buyers.

Requirements

5+ years' experience in infrastructure and / or cloud technology sales in a relevant B2B environment.

Proven track record of top-tier performance, placing you in the top 10% of previous sales roles.

Tenacious, entrepreneurial, and collaborative mindset that thrives in ambiguous and fast-paced situations.

Experience in high-velocity tech companies where complex sales cycles and quotas are the norm.

Excellent communication skills across all channels including in-person, virtual, and written formats.

Salesforce fluency is required to manage CRM data, update records, and generate accurate reports.

Comfortable working remotely with global teams across different time zones and cultural contexts.

Strong relationship-builder capable of consultative selling in a enterprise sales environment.

Demonstrated ability to learn complex technical products quickly and translate features into business outcomes.

Comfortable prospecting and closing deals in a market where budget approvals involve multiple stakeholders.

Proven experience selling to enterprise-level customers within the technology sector.

Strong organizational skills to manage multiple opportunities and prioritize tasks without dropping the ball.

Commitment to maintaining data integrity and rigorous forecasting practices in sales operations.

Willingness to travel occasionally within Australia for customer meetings when strategically necessary.

Ability to work independently with minimal supervision while aligning with company revenue objectives.

Passion for open source technologies and observability platforms that drive digital transformation.

Nice to have

Familiarity with open-source technology and how open source models influence enterprise procurement decisions.

Previous experience selling monitoring, observability, or infrastructure management solutions to IT operations teams.

Understanding of compliance, security, and data governance considerations in cloud platforms.

Knowledge of Australian market dynamics and key verticals such as financial services, technology, and cloud-native organizations.

Experience with channel sales or partnerships within the observability ecosystem.

Practical notes

This is a remote position based primarily in Australia with flexibility for regional coverage.

Occasional travel within Australia may be required to meet key customers or participate in strategic events.

No specific visa sponsorship details are provided in this source document.

There are no explicit deadlines for application submission mentioned in the source material.

Work engagement type is not explicitly defined in the available source text.

Compensation details are not included in the provided source documentation.

The role represents a strategic opportunity to join a mission-driven, open-observability company at the forefront of the monitoring space. You will play a critical part in scaling customer acquisition in Australia while embodying the transparent and collaborative values that define Grafana Labs. Success in this position depends on your ability to combine technical credibility with commercial acumen. You must be comfortable navigating complex sales environments and building trust with technical audiences. The position aligns with the company's growth ambitions and long-term vision for open observability. If you are driven by challenging targets and passionate about shaping the future of data observability, this role may be a defining step in your career. Consider how your experience can contribute to the ongoing success of a globally distributed team committed to open standards and measurable impact.