Senior Commercial Account Executive, Acquisition | Central | Remote

About the role

You will own the full sales cycle for strategic customers in the Central region, identifying and expanding Grafana usage across an existing book of business. You will act as a trusted advisor, guiding customers to align their telemetry and observability strategy with Grafana Cloud and Grafana Enterprise capabilities. You will leverage a consultative methodology to uncover pain points and articulate how open observability drives reliability and efficiency. You will collaborate closely with internal stakeholders to ensure seamless execution and customer success. This role demands ownership of forecasting, pipeline management, and accurate reporting in Salesforce. You will champion the values of transparency, autonomy, and trust in every customer interaction. If you thrive in a fast-paced, remote environment fueled by open source principles, this is your chance to make a career-defining impact.

Key facts

What you'll do

Identify new opportunities to expand Grafana usage within a defined set of current customers in the Central region.

Meet and exceed individual quarterly and annual sales quotas through consistent execution and pipeline management.

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

Cultivate sales growth through outbound prospecting and thoughtful engagement on inbound leads.

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

Become an expert in managing your sales pipeline and key metrics within Salesforce, ensuring data integrity and forecast accuracy.

Manage quote creation, order processing, and day-to-day customer requests with precision and timely follow-through.

Leverage open source familiarity and Command of the Message frameworks to build credibility and influence customer decisions.

Collaborate with customer success and implementation teams to ensure smooth onboarding and ongoing value realization.

Adapt selling strategies to suit high-velocity technology environments and evolving customer priorities.

Demonstrate resilience and tenacity when navigating complex enterprise sales cycles and stakeholder landscapes.

Utilize data-driven insights to prioritize accounts, refine messaging, and optimize conversion rates across the Central region.

Act as an ambassador for Grafana Labs, reinforcing principles of open source, open standards, and open culture in every interaction.

Contribute feedback from the field to product and marketing teams to shape future offerings and go-to-market strategies.

Maintain strict confidentiality and professionalism in all customer-facing communications and documentation.

Requirements

3+ Years of Experience in Infrastructure Technology Sales within enterprise software or observability markets.

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

Energetic, upbeat, entrepreneurial mindset with a tenacious approach to overcoming objections and closing deals.

Excellent communicator capable of building strong working relationships in person, online, and in writing across distributed teams.

Adaptable with demonstrable experience in high velocity, growth-stage technology companies.

Proficient in using Salesforce for pipeline management, forecasting, and opportunity tracking.

Experience managing complex sales cycles involving multiple stakeholders and technical evaluation processes.

Commitment to maintaining data accuracy, forecast discipline, and rigorous documentation in sales tools.

Nice to have

Familiarity with open source technology and observability platforms such as Grafana, Prometheus, and Loki.

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

Practical notes

This is a full-time position based in the United States and fully remote.

Ongoing training and development are provided to support career growth and product knowledge.

Compensation details may vary based on level, experience, and location.

Candidates who do not meet every requirement are encouraged to apply if they are passionate about the role and demonstrate potential for growth.