Senior Manager Remote

Overview

Grafana Labs is a remote‑first, open‑source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self‑managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

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’s Commercialisation & Pricing team is seeking a Senior Deal Manager to partner closely with our Go‑to‑Market (GTM) and Finance teams. This role will play a critical part in shaping value and pricing positioning, structuring and negotiating complex deals, and supporting end‑to‑end deal execution—including quote creation, custom terms, deal bookings, and pricing governance. The Senior Deal Manager will also lead pricing and deal analytics to inform decision‑making and policy development.

Beyond day‑to‑day deal support, this role will take ownership of strategic initiatives designed to help the Commercialisation & Pricing function scale and drive meaningful business impact across Grafana Labs.

This is an individual contributor (IC) role reporting directly to the Head of Commercialisation & Pricing. The Commercialisation & Pricing function encompasses Pricing Strategy, Competitive Strategy, and Deal Strategy
, with a mandate to drive sustainable, long‑term revenue growth for Grafana Labs.

• Partner with Sales and GTM teams to support customer‑facing pricing discussions and value‑based deal positioning
• Recommend deal pricing frameworks and discount strategies aligned with company pricing principles and revenue goals
• Own and support end‑to‑end deal execution, including quote approvals, non‑standard commercial terms, and deal review cycles, in close partnership with Finance, Legal and Product & Engineering teams
• Develop and maintain best practices and governance for deal structuring, discounting and special commercial terms in collaboration with Finance, Legal, and GTM stakeholders
• Drive systems and process improvements across the deal lifecycle, including CPQ enhancements and deal booking and approval policies

• 5+ years of experience in deal strategy, deal desk, or pricing roles within enterprise B2B SaaS
• Expertise in deal structuring and negotiation, bookings policies, and revenue recognition for subscription models across both cloud and on‑prem offerings
• Strong analytical skills, including experience with profitability analysis, pricing strategy, and data‑driven decision making
• Excellent verbal and written communication skills, with the ability to articulate complex commercial concepts clearly
• Experience partnering closely with Sales, Finance, and Legal teams in a deal desk or commercial‑selling function
• Capable of communicating credibly and effectively with stakeholders at all levels of the organisation
• Collaborative, relationship‑driven approach with a demonstrated ability to influence outcomes and drive results

• Experience pricing and structuring deals across multi‑product portfolios, regions, currencies, and customer segments in a global SaaS environment
• Proven ability to influence without authority—successfully aligning Sales, Finance, Legal, and Product stakeholders, challenging assumptions, and improving commercial outcomes in a high‑growth organization

In…