Jobs at Grafana Labs

Customer-facing senior solutions engineer who partners with Sales to demo and evaluate Grafana Cloud, drive technical engagements to qualify and close opportunities, gather product feedback, and produce enablement content (docs, blogs, videos). Acts as product expert for customers, presents technical solutions, and supports cross-functional collaboration with Product and Engineering.

The Director will lead sales development operations, manage a team, drive AI transformation, and oversee pipeline analytics to enhance SDR efficiency and career progression.

Design, implement, test, and operate core backend services for an AI-native context layer: ingestion, indexing, retrieval APIs, multi-tenant SaaS features, tenant isolation, quotas, and observability. Partner across product and infra, iterate quickly from prototype to production, and own system reliability and architecture.

Serve as the primary technical owner for a portfolio of customers, architecting observability solutions, driving adoption, conducting technical reviews and health checks, troubleshooting, enabling customers through training and documentation, influencing product roadmap, and collaborating with engagement and account teams to maximize customer value and ROI.

Work on k6, an open-source performance testing tool written in Go. Design, implement, and maintain production-quality features across the codebase, collaborate on design and reviews, ensure reliability and scalability, and occasionally support distributed cloud-run test infrastructure.

Own technical success for a portfolio of customers by architecting observability solutions, guiding implementation and onboarding, conducting health checks and training, troubleshooting issues, driving adoption and ROI, and representing customer needs to product and engineering teams.

Manage and grow a small set of major enterprise accounts across the US: identify expansion opportunities, build executive relationships, execute account strategies, manage the full sales cycle (demos, POCs, proposals, negotiations), hit quota, and hand off to Customer Success while maintaining accurate forecasts and pipeline in Salesforce.

Lead the design and execution of Grafana's IT SOX program: scope, risk assessment, control design, testing, documentation, deficiency remediation, and external auditor coordination. Assess ITGCs and application controls across cloud/SaaS and ERP systems, leverage AI/automation, manage co-source partners, and report risks and remediation to senior leadership.

Senior finance leader partnering with GTM executives to drive planning, forecasting, driver-based modeling, and strategic investment decisions. Modernize finance via AI and automation, improve reporting and dashboards with Data & Analytics, and deliver actionable scenario analysis and executive recommendations. Support cross-functional commercial decisions, resource allocation, and continuous improvement of finance processes to scale the organization.

Drive outbound and inbound prospecting to generate pipeline for Grafana Cloud. Use Salesforce and Grafana dashboards to research accounts, run multi-channel outreach (email, social, phone), conduct discovery conversations, and collaborate with sales and marketing to meet opportunity and pipeline targets. Leverage data and AI tools to prioritize outreach and improve productivity while building product and ecosystem knowledge.

The Enterprise Account Executive will prospect and grow business, manage forecasts, and track customer data to achieve sales goals. A consultative sales approach is essential, along with strong relationship-building skills during the trial phase and handoff to Customer Success.

Lead and grow the West commercial region by managing five Regional Directors, driving revenue, coaching reps, hiring and developing talent, coordinating cross-functionally with GTM and company leadership, and supporting deal creation and closures.

Lead strategy, negotiation and execution of high-value enterprise commercial transactions (SaaS, self-managed, channel, AI-related). Serve as senior legal partner to sales and executives, manage and mentor Americas commercial attorneys, improve templates/playbooks and processes, advise on privacy, info security and go-to-market initiatives, and leverage AI-enabled legal tech to scale contracting.

Build and maintain Grafana Cloud integrations and observability features across frontend (TypeScript/React), backend (Golang), and monitoring mixins (Jsonnet). Ship end-to-end features, own projects to production, contribute upstream to OpenTelemetry/Prometheus, run on-call for owned services, and communicate designs and demos across teams.

Responsible for prospecting, qualifying, and closing net-new enterprise customers across the West. Manage full sales cycle including demos, proofs of concept, proposals, and negotiations. Maintain pipeline and forecasts in Salesforce, articulate product value, support trials, and hand off customers to Customer Success while meeting quarterly and annual sales targets.

Owner of commercial accounts in the East region: prospect, expand, and close opportunities within existing customers. Manage full sales cycle, forecasts, pipeline (Salesforce), quotes, order processing, and customer requests while meeting quarterly and annual targets.

Lead and mentor Growth Account Executives across the West US to drive pipeline and revenue, establish territories and quotas, close complex enterprise deals, build long-term strategic customer relationships, and partner cross-functionally to execute sales strategy.

Lead architecture, delivery, and operation of large distributed telemetry databases. Define technical strategy, SLOs/SLIs, and reliability practices; drive performance, cost, and observability improvements; lead incident response and cross-team projects; mentor engineers; and represent engineering to stakeholders.

Partner with Product, Design, Engineering, and Data to define KPIs and measurement for AI-powered features, guide instrumentation, design and evaluate experiments, build dbt models, create dashboards, and influence product analytics standards and long-term strategy.

Customer-facing pre-sales role owning technical engagement: demos, technical evaluations, enablement, and presentations. Partner with Sales to qualify and close opportunities, gather customer feedback for product and engineering, and create documentation and enablement content.