Majors Account Director

About the role

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers - including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce - trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we're backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

We're scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

You may not meet every requirement, and that's okay. If this role excites you, we'd love you to raise your hand for what could be a truly career-defining opportunity.

What you'll do

• Identify new opportunities to expand Grafana usage within 3-5 top existing accounts across multiple functions and business lines.
• Develop and maintain strong relationships at the executive level in current customers.
• Create and execute strategic plans for defined account sets.
• Meet and exceed individual quarterly and annual sales goals.
• 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 inbound leads.
• Understand and convey the value of both Grafana Cloud and Grafana Enterprise to executive stakeholders.
• Become an expert in managing your sales pipeline in Salesforce.
• Manage quote creation, order processing, and day-to-day customer requests.
• Establish feedback loops with product and engineering teams based on customer insights.
• Champion the adoption of open observability standards within customer organizations.
• Conduct competitive win/loss analyses to refine positioning for Grafana Labs offerings.
• Collaborate with marketing to develop tailored content that addresses specific industry pain points.
• Act as an escalation path for complex customer inquiries while maintaining a solutions-oriented mindset.

Requirements

• Be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually.
• Bring 5+ years of experience in infrastructure technology sales.
• Demonstrate a history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Be an energetic, upbeat, entrepreneurial, and tenacious team player.
• Show adaptability and demonstrable experience in high-velocity technology companies.
• Have experience using Salesforce.
• Possess a strong understanding of subscription-based revenue models and metrics.
• Ability to manage multiple priorities and deadlines in a fast-paced remote setting.
• Commitment to open source philosophies and the Grafana ecosystem.

About the role

You will own the full sales cycle for strategic accounts in the US region, acting as the primary executive relationship for a portfolio of high-profile customers. This role requires you to uncover new expansion opportunities across multiple business units within 3 to 5 key existing accounts, ensuring deep penetration of Grafana Cloud and Grafana Enterprise. You will act as a trusted advisor, guiding customers through a consultative discovery process to align their telemetry and observability strategies with Grafana Labs' open source principles. A core part of your responsibility is to translate complex product capabilities into clear business outcomes that resonate with executive stakeholders. You will leverage data and pipeline management in Salesforce to forecast accurately and drive predictable revenue growth. Success in this position hinges on your ability to build C-level trust and navigate complex organizational dynamics within enterprise environments. Finally, you will partner closely with Customer Success to ensure smooth transitions, reinforcing long-term retention and advocacy.

Key facts

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Location: USA

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Engagement: Full-time