Sales Development Representative | United States | Remote

About the role

You will own the end-to-end process of identifying, researching, and engaging with high-potential prospects to build a robust sales pipeline for Grafana Labs. You will act as the primary point of contact for inbound inquiries, guiding users and organizations through their Grafana journey by providing timely resources and expert direction. You will collaborate closely with our Sales Team to uncover new business opportunities and contribute directly to the company's revenue goals through proactive outreach and disciplined pipeline management. This role requires a detective mindset, leveraging data and AI tools to craft tailored, value-driven messaging that resonates across a diverse, global audience. You will balance reactive support with proactive engagement, ensuring every interaction strengthens trust and moves the conversation toward a successful outcome.

Key facts

What you'll do

• Build and maintain deep knowledge of Grafana technology, key competitors, the open source ecosystem, and evolving industry trends to position solutions effectively.
• Manage inbound leads with precision, responding quickly and efficiently to inquiries while maintaining a high standard of service and accuracy.
• Execute a multi-channel outreach strategy using email, social platforms, and telephone calls to engage target accounts and uncover hidden opportunities.
• Leverage Salesforce and Grafana dashboards to organize, track, and analyze lead and account activity, ensuring data-driven decision-making.
• Conduct detailed research to prioritize prospects and customize outreach, aligning messaging with business needs, technical requirements, and organizational pain points.
• Partner proactively with Sales Representatives to qualify opportunities, coordinate handoffs, and provide the insights needed to close deals efficiently.
• Own critical aspects of the buyer journey, including discovery calls, needs analysis, and solution demonstrations that highlight the value of Grafana Cloud.
• Communicate clearly and confidently on the phone and in writing, adapting your style to resonate with technical engineers, business stakeholders, and executive leaders.
• Utilize AI tools and automation techniques to streamline repetitive tasks, refine workflows, and consistently improve personal productivity and output quality.
• Contribute to the long-term health of the Grafana community by ensuring users receive the guidance and resources necessary to achieve success with the platform.
• Maintain a high level of organization and time management, balancing multiple priorities in a fast-paced, deadline-driven environment with discipline and ownership.
• Represent Grafana Labs professionally in all interactions, embodying the values of transparency, curiosity, and collaboration that define the company culture.
• Continuously refine your understanding of the observability market and use those insights to enhance targeting, messaging, and overall sales effectiveness.
• Support the growth of the sales pipeline by consistently generating new meetings, qualified leads, and actionable opportunities for the broader revenue team.

Requirements

• You are authorized to work in the United States and hold the right to work and reside in the United States for the duration of this role.
• You are currently residing in the United States.
• You have a proven track record of success in business development, sales, customer success, or a related field.
• You possess strong written and verbal communication skills, with the ability to tailor your approach for both technical and non-technical audiences.
• You are comfortable using modern technology tools, including Customer Relationship Management (CRM) platforms and productivity software.
• You demonstrate a high level of ownership, taking initiative to solve problems and drive results without constant supervision.
• You are highly organized, disciplined, and capable of managing multiple tasks and competing priorities in a dynamic remote work environment.
• You are passionate about learning and comfortable navigating complex products, quickly absorbing technical information to explain value to customers.
• You approach challenges with a detective mindset, using research and data to build compelling narratives and targeted outreach strategies.
• You are comfortable with the sales process, including prospecting, qualification, discovery, and pipeline management.

Nice to have

• Experience with observability, monitoring, or infrastructure tooling.
• Familiarity with open source software communities and contributor workflows.
• Background working with high-growth technology companies or startups.
• Experience using AI tools to enhance sales and productivity workflows.
• Knowledge of cloud platforms and how observability solutions fit into modern architectures.

Practical notes

This role operates as a fully remote position based in the United States. Grafana Labs is a 100% remote company with team members across more than 15 countries, and collaboration relies on asynchronous communication and structured documentation. There may be travel requirements for events such as company offsites or customer engagements, and candidates should be prepared for occasional in-person participation as needed. This role reports to a designated manager and is part of the broader Sales organization, working in close partnership with revenue teams to achieve shared objectives.