Future Sales Openings: Account Executive, US |Remote

About the role

Grafana Labs is seeking an Account Executive to drive revenue across assigned commercial segments by identifying, nurturing, and closing opportunities through a consultative sales approach. In this role, you will own the full sales cycle, from initial prospecting and discovery to closing deals and ensuring smooth handoffs to the Customer Success team. You will be responsible for clearly articulating the value of Grafana Cloud and Grafana Enterprise to both technical and business stakeholders, demonstrating how the platform solves real-world observability challenges. The position requires consistent collaboration with internal teams to refine messaging, understand competitive positioning, and support the creation of compelling sales materials. You will actively manage and report on pipeline metrics, ensuring transparency and alignment with company revenue goals. Success in this role will be defined by your ability to build trust, uncover customer needs, and convert those insights into sustainable, long-term contracts. This is an opportunity to grow with a fast-scaling, globally distributed organization that values autonomy, transparency, and data-driven decision-making.

Key facts

What you'll do

Identify and close new business opportunities by expanding usage within existing accounts and acquiring net-new customers across assigned segments.

Meet and exceed quarterly and annual sales targets through consistent activity, disciplined forecasting, and proactive pipeline management.

Manage the full sales cycle, including discovery, tailored demos, proofs of concept, proposals, negotiations, and ongoing account management.

Clearly communicate the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders, translating complex observability concepts into clear business outcomes.

Maintain a clean, accurate pipeline using the CRM, ensuring up-to-date forecasts, precise next steps, and reliable reporting to leadership.

Partner with Customer Success and Professional Services to ensure smooth onboarding, adoption, and expansion within existing customer environments.

Leverage outbound prospecting techniques, including targeted outreach, cold calling, and social selling, to uncover new opportunities and build a robust top-of-funnel.

Qualify leads rigorously by understanding budgets, authority, needs, and timelines to focus efforts on high-probability opportunities.

Collaborate with marketing to provide feedback from the field, helping refine campaigns, messaging, and demand generation initiatives.

Utilize data and customer insights to identify cross-sell and upsell opportunities that drive incremental revenue within current deployments.

Demonstrate deep product knowledge of Grafana Cloud and Grafana Enterprise, including core observability concepts, architecture, and integration options.

Represent Grafana Labs professionally in all interactions, maintaining the highest standards of integrity, responsiveness, and customer focus.

Requirements

You must have a proven track record of selling software or technology solutions in a SaaS environment, with experience in either enterprise or commercial sales contexts.

You should be comfortable engaging with both technical and executive stakeholders, articulating how observability platforms deliver measurable business value.

You must have experience managing complex sales cycles that involve discovery, demonstrations, proof-of-concept validation, and negotiation.

You need a strong understanding of CRM discipline, including accurate pipeline management, forecasting, and consistent follow-up documentation.

You must be able to reliably meet and exceed predefined sales quotas and performance metrics in a data-driven environment.

You should demonstrate excellent verbal and written communication skills, with the ability to tailor messaging for different audiences and decision-makers.

You must be highly organized, self-motivated, and capable of managing multiple opportunities and priorities in a remote, asynchronous work setting.

You are required to be legally authorized to work in the United States without sponsorship, as this role does not currently support visa sponsorship.

You must be comfortable using modern sales tools, including CRMs, communication platforms, and collaboration software to execute at scale.

Nice to have

Prior experience selling observability, monitoring, or analytics platforms is preferred, as it will accelerate your contribution to the team.

Experience selling into large enterprises or highly regulated industries is considered an asset, given the complexity and scale of deployments.

A background in DevOps, Site Reliability Engineering, or platform engineering is viewed favorably, as it supports more effective technical discovery and value articulation.

Previous success in quota-carrying roles or commission-driven environments demonstrates comfort with performance pressure and goal orientation.

Familiarity with remote-first, globally distributed team dynamics is beneficial, given the company's 100% remote operating model.

Practical notes

This engagement is fully remote and operates within standard working hours, with flexibility aligned to U.S. time zones.

Travel is not required for this role, as all responsibilities are conducted virtually.

No visa sponsorship is available for this position at this time.

Application deadlines are not published; interested candidates are encouraged to apply directly and indicate future availability.