Majors Account Director - Key Customers | West Coast | Remote New United States (Remote

Majors Account Director - Key Customers | West Coast | Remote

United States (Remote)

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  and follow us on Linked In 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 an Majors Account Director
, who will be responsible for prospecting and growing existing business across the USregion
. You will identify, nurture and close opportunities with existing customers. You will manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking about our 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.

What You’ll Be Doing:

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 Executive level in current customers

Create and execute strategic plans for defined account set

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

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:

5+ Years of Experience in Infrastructure Technology Sales

Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)

Adaptable and with demonstrable experience in high velocity technology companies

• 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

Bonus Points For:

Experience using Salesforce

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 USA, the OTE (On-Target Earnings) compensation range for this role is ,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. 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.

Why You’ll…