Senior Commercial Account Executive, Acquisition | CA | Remote

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, 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. The Opportunity: Grafana Labs is looking for Senior Commercial Account Executive who will be responsible for prospecting and closing new business across the West region of the US. You will identify, nurture and close opportunities with both new and existing customers, manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking products. Your expertise will be critical in helping articulate the value of our products, work with the customer during the trial phase and hand off a strong relationship to our Customer Success team. Ideally, you come from a technical background and have sold technical products before. What You’ll Be Doing: - Meet and exceed individual quarterly and annual sales goals - Outbound prospecting into net-new customers - Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations) - Cultivate sales through outbound prospecting and inbound leads - Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise - Become an expert in managing your sales pipeline in Salesforce - Manage quote creation, order processing, and day-to-day customer requests What Makes You a Great Fit: - 3+ Years of Experience in Infrastructure Technology Sales - Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer) - Energetic, upbeat, entrepreneurial, tenacious team player - You will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually - Adaptable and with demonstrable experience in high velocity technology companies - Experience using Salesforce - Located in Austin or Denver Bonus Points For: - Familiarity with open source technology is a significant advantage - Experience using Command of the Message and MEDD(P)ICC is ideal Compensation & Rewards: In the United States, the OTE (On-Target Earnings) compensation range for this role is $160,000 - $220,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally. *Compensation ranges are country specific.