Enterprise Account Executive Bay Area | Remote

Enterprise Account Executive | Growth | Bay Area | Remote

Grafana Labs is a remote-first, open-source powerhouse. With more than 20M users worldwide, Grafana powers everything from beehives to climate change monitoring in the Alps. The dashboards are recognized at NASA launches, Minecraft HQ, Wimbledon, and the Tour de France. Over 3,000 companies—including Bloomberg, JPMorgan Chase, and eBay—manage observability with the Grafana LGTM Stack, run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics, logs, and traces.

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.

Grafana Labs is looking for an Enterprise Account Executive, Growth who will prospect and grow existing business across the West region. You will identify, nurture close opportunities with current customers, manage forecasts, and track customer data. We champion a consultative sales approach—learn about the customer’s needs first—so your expertise will help articulate product value, work through trials, and hand off strong relationships to Customer Success.

• Identify new opportunities to expand Grafana usage within a set of current customers.
• Meet and exceed individual quarterly and annual sales goals.
• Manage all aspects of the sales process (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.
• Become an expert in managing your sales pipeline in Salesforce.
• Manage quote creation, order processing, and day‑to‑day customer requests.

• 5+ Years of experience in infrastructure technology sales.
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Energetic, upbeat, entrepreneurial, and tenacious team player.
• Adaptable with demonstrable experience in high‑velocity technology companies.
• Familiarity with open‑source technology is a significant advantage.
• Excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually.

• Experience using Salesforce.
• Experience using Command of the Message and MEDD(P)
  ICC is ideal.

In the USA, the OTE (On‑Target Earnings) compensation range for this role is $280,000–$300,000. Actual compensation may vary based on level, experience, and skill set as assessed throughout the interview process. All 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. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.

• 100% Remote, Global Culture – a remote‑only company that brings together talent from around the world.
• Scaling Organization – tackle meaningful work in a high‑growth, ever‑evolving environment.
• Transparent Communication – expect open decision‑making and regular company‑wide updates.
• Innovation‑Driven – autonomy and support to ship great work and try new things.
• Open Source Roots – built on community‑driven values that shape how we work.
• Empowered Teams – high trust, low ego culture that values outcomes over optics.
• Career Growth Pathways – defined opportunities to grow and develop your career.
• Approachable Leadership – transparent execs who are involved, visible, and human.
• Passionate People – smart, supportive folks who…