Senior Enterprise Account Executive, Acquisition | West | Remote

About the role

This role focuses on acquiring new enterprise customers across the West region through a fully remote setup. The role emphasizes consultative selling, value articulation, and transitioning customer relationships to the Growth team. Success is defined by consistent performance against demanding sales targets.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

New net-customer acquisition is driven through proactive outbound prospecting to build a pipeline.

The entire sales cycle is handled, covering activities from initial contact through deal closure to ensure consistent performance against targets.

Value for both Grafana Cloud and Grafana Enterprise is clearly communicated to align solutions with customer needs and support adoption.

Sales pipeline management in Salesforce is used to accurately track opportunities, forecast results, and guide deals toward closure.

Quote generation, order processing, and responses to routine customer requests support timely deal completion and hand off to the Growth team.

Requirements

The posting states a pay range of $260000 to $300000.

Five or more years of experience in infrastructure technology sales is required to understand complex sales environments.

A consistent record of top-tier performance in competitive settings is demonstrated by regularly ranking in the top 10 percent of performers.

An energetic, entrepreneurial, and tenacious mindset defines how work is delivered and obstacles are overcome.

Experience in fast-moving, high-velocity technology companies is necessary to thrive under pressure and ambiguity.

Familiarity with open-source technology provides a significant advantage for interpreting and addressing customer contexts.

Clear and effective communication across all channels is maintained to build strong in-person and virtual relationships.

Practical notes

This role is fully remote and includes in-person onboarding to ensure success from day one.

The team operates with transparency, autonomy, and trust, supported by outcome-based ownership.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Roles in this field commonly use Salesforce and consultative sales frameworks to structure customer interactions.

Technical sales backgrounds often focus on explaining complex products to non-technical audiences.

Global remote companies usually emphasize asynchronous communication and documented processes.

Ownership, outcome-based performance, and data-driven decisions are typical in growth-stage organizations.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.